Senior Client Relations Manager

Ascot Racecourse Ltd; United Kingdom; On-site; GBP 65,000 - 90,000; Full time

Benefits offered by this job

Wellbeing support

Employee Assistance Programme

Healthcare support app

Induction and racecourse tour

Volunteer week

Extra 2 days annual leave

Complimentary race-day entry

Discounts with partner brands

Job summary

Ascot Racecourse Ltd is seeking a Senior Client Relations Manager to deliver year-round, high-level client management for Annual Boxholders, driving retention, renewal and new business while coordinating with Ascot’s catering partners to ensure exceptional service on racedays.

The role focuses on building strong relationships, managing revenue targets, and leading a cross-departmental team to enhance value for clients and Ascot Racecourse.

Qualifications

• Experience managing high-value client relationships.
• Ability to coordinate operational delivery with multiple stakeholders.
• Experience in sports, entertainment, or hospitality venues preferred.
• Ability to analyse data, report accurately and develop insights.
• Experience managing revenue targets.
• Proficiency in CRM systems and data reporting.

Responsibilities

• Lead year-round client management for Annual Boxholders and nurture strong relationships.
• Conduct regular meetings with high-value clients and attend racedays to engage face-to-face.
• Collaborate with internal stakeholders (caterers, marketing, operations, facilities, finance) to ensure service excellence.
• Develop and implement a contact strategy to understand client needs and feedback.
• Oversee renewal processes and identify upsell opportunities.
• Set and monitor revenue targets and manage the Annual Boxes budget.

Skills

Relationship management

Stakeholder management

CRM systems

Data reporting

Revenue targets

Strategic thinking

Cross-department collaboration

Hospitality/venue experience

Tools

CRM software

Job description

What we are looking for

The Senior Client Relations Manager will be responsible for delivering an exceptional year‑round client management experience for Annual Boxholders, ensuring high standards of service, operational delivery and stakeholder engagement across the portfolio. The role will retain a clear commercial focus, driving revenue growth for Ascot Racecourse through retention, renewal and new business, while strengthening client relationships, refining the pipeline and improving operational efficiencies. Additionally, the postholder will conduct a strategic review of the current business model and present innovative ideas to enhance value for both Ascot Racecourse and its boxholders.

Annual Boxholders provide a well‑established revenue base, with a firm and loyal clientele that includes many valued stakeholders within the racing industry and beyond. With approximately 60% of boxes sold annually, this is a key senior role within the Ascot commercial team, accountable for the day‑to‑day client management, operational coordination, sale and renewal of all annual boxes, and delivery of the budgeted annual income.

With a substantial income expectation, this role focuses exclusively on Annual Boxholders and on providing a consistently high level of dedicated client service throughout the year. The Senior Manager will ensure the operational requirements of the portfolio are planned, coordinated and delivered effectively, while remaining empowered to cross‑sell all Ascot products and support the strategic development of the proposition based on current trends across similar industries. Primary focus of the operational delivery will be on coordination with 1711, Ascot’s in‑house catering providers, to support a seamless, streamlined and professional client journey at all touch points, culminating in delivering exceptional experiences and service on racedays.

With direct line‑management responsibility, and emphasis on cross‑departmental coordination to deliver, the role will set the standard for proactive client relationship management, ensuring the team understands client needs, delivers operational excellence and identifies efficiencies that improve the overall service experience.

What you’ll be doing

Annual Boxholders

• Lead the year‑round client management approach for Annual Boxholders, building and nurturing strong relationships with clients and ensuring the team delivers a consistently high level of client servicing.
• Act as the lead account manager for high‑value clients, conducting regular meetings and touchpoints, including attendance at racedays to engage with clients face to face.
• Lead and collaborate with internal stakeholders – including Ascot’s caterers – 1711, marketing, operations, facilities and finance – to champion excellence in service delivery and standards, and to align resources, support operational delivery and deliver the agreed strategic direction.
• Develop and implement a contact strategy for boxholders to understand their needs, expectations and feedback, using insight to improve the client experience.
• Oversee the operational delivery of the Annual Boxholder portfolio, ensuring internal processes, resources and stakeholder activity are coordinated effectively to support clients throughout the year. Identify operational efficiencies to streamline processes, improve service delivery and assist with cost‑saving initiatives.
• Oversee the renewal process for existing clients, ensuring initiatives are in place to retain a high level of business and identify upsell opportunities.
• Be the go‑to person for all enquiries regarding Annual Box clients from internal stakeholders, ensuring clear communication and timely resolution of client‑related matters.
• Establish, develop and report on key performance metrics related to client service, operational efficiency, sales performance and retention.
• Manage the dedicated Annual Boxes Business Development cost budget effectively to drive new business.
• Drive revenue by increasing sales and retention of Annual Boxholders, targeting both new and existing clients.
• Develop a proactive pipeline strategy for sales, identifying high‑value leads and managing prospects through the sales cycle.
• Set and monitor revenue targets for the portfolio and implement sales strategies to exceed financial objectives where possible.
• Conduct a comprehensive review of the current Annual Boxholder portfolio, assessing client feedback, market trends and internal processes.
• Develop recommendations to enhance value for clients and Ascot Racecourse.
• Analyse market trends to identify opportunities for change and ensure Ascot’s offering remains competitive and in line with wider industry standards.
• Stay informed of industry trends and competitor offerings in the luxury hospitality space.
• Work closely with the Head of Memberships & Annual Boxes to support the identification and development of growth opportunities within the wider commercial department.

Other responsibilities

• Work closely with internal stakeholders to improve best working practices and strengthen the operational delivery of the Memberships function.
• Collaborate with the Senior Memberships Manager to lead the day‑to‑day management of the wider Memberships team and support the commercial department with strategic input.
• Support the Head of Memberships & Annual Boxes with ad hoc commercially focused projects as required.
• Provide direct line management for the Annual Boxes Manager.

Skills and experience you can bring

• Strong relationship management and client servicing approach, with experience managing high‑value client relationships.
• Proven ability to coordinate operational delivery, improve working practices and manage multiple stakeholders.
• Previous experience working in a sports, entertainment, or hospitality venue is desirable, including experience managing private boxes, hospitality suites, or similar premium guest areas.
• Strategic thinker with the ability to analyse data, report accurately and develop actionable insights.
• Experience managing revenue targets.
• Proficiency in CRM systems and data reporting.
• Excellent communication and negotiation skills.
• Ability to work collaboratively across multiple departments.
• Marketing understanding and ability to understand the brand and its values.
• Committed to raising the standard in every aspect of working life.
• Ability to work under pressure and deliver deadlines.
• Ability to communicate in a proactive and positive manner.
• Ability to be flexible and adaptable.
• Integrity, commitment and diplomacy.
• The willingness to work in a spirit of partnership.
• Possess core competencies to promote Ascot as a world‑class racecourse and to ensure that all customers receive the best possible level of service. These include:
• • Commitment
  • Teamwork
  • Oral and written communication
  • Initiative
  • Creativity and innovation

What you can expect from us

• A best‑in‑class welcome with a tailored induction and racecourse tour, as well as a wide range of training schemes to help with your learning and development.
• Access to a range of wellbeing support for yourself and your family including a dedicated Employee Assistance Programme and Healthcare support app with 24/7 virtual GP access.
• Opportunity to make an impact in our volunteer week with a day out of the office to support local community and charity partners.
• End‑of‑year offices closed (extra 2 days annual leave added to your entitlement).
• Complimentary race‑day entry for friends and family.
• Exclusive discounts in local shops and cafes.
• Exclusive discounts from selected partner brands and suppliers.

What sets us apart from the rest

We take pride in our commitments to make a positive change for now and future generations to come, whether through our Diversity and Inclusion strategy and training programmes, our award‑winning ‘Racing To Zero’ sustainability actions, or our forward‑thinking employee benefits including flexible working and menopause policies, as well as health and EAP support access.

We are also proud of our community outreach which includes a volunteering week for all employees to spend time supporting local charities.

Our Diversity and Inclusion Vision

We are committed to ensuring guests from all backgrounds and communities feel welcome at the Racecourse and are working to ensure our internal teams are nurtured within a supportive and inclusive environment. Our mission is to eliminate discrimination and prejudice of any kind at our venue and throughout our business. By educating and implementing meaningful actions across all that we do, we can make certain that Ascot is a place for everyone to enjoy.

As an equal opportunities employer, Ascot Racecourse is committed to the equal treatment of all current and prospective employees and does not condone discrimination on the basis of age, disability, sex, sexual orientation, pregnancy and maternity, race or ethnicity, religion or belief, gender identity, or marriage and civil partnership. We aspire to have a diverse and inclusive workplace and strongly encourage suitably qualified applicants from a wide range of backgrounds to apply and join our company.