Partnership Development and Client Services Manager – ITF
ITF

International Tennis Federation (ITF) is the world governing body of tennis. Founded in 1913, its purpose is to ensure the long-term growth and sustainability of the sport, delivering tennis for future generations in association with its 213-member nations. The ITF oversees the rules and regulations that govern international and national competition.

The ITF is responsible for the worldwide development of tennis through its highly regarded Development Programme, its Science and Technical department which monitors equipment and technology, and its Officiating department which oversees the education and advancement of officials.

The ITF organises over 1,500 weeks of men’s, women’s and junior tournaments on the ITF World Tennis Tour, and manages the ITF junior team competitions, ITF Beach Tennis Tour, UNIQLO Wheelchair Tennis Tour and the ITF Seniors Circuit. The ITF is the owner and rightsholder of the two largest annual international team competitions in tennis, Davis Cup and Billie Jean King by Gainbridge, and manages the Olympic Tennis Event on behalf of the IOC. The ITF upholds the highest standards of integrity and is a partner in the Tennis Integrity Unit.

The Role

The Partnership Development and Client Services Manager is responsible for revenue growth, securing upsells and supporting renewals – reporting into the Commercial Manager and Head of Partnerships. There will also be a secondary requirement to support partnership delivery.

The successful candidate will have a partnerships sales background. They must be pro-active, motivated, have excellent project management and interpersonal skills and be able to build strong working relationships; they will support the development of partnerships by working collaboratively with different teams across the business. Some international travel to venues and to visit clients may be needed.

Responsibilities

Sales:

• Define the sales plan: timelines, categories, and general approach/ objectives – particularly in relation to non-event-based rights, i.e. digital and D2C
• Prospecting contacts, developing leads and booking in meetings
• Presenting and closing deals (with the Commercial Manager and Head of Partnerships)

Renewals/ Upselling:

• Support the ITF’s partnership renewal approach through delivery of presentation materials
• Support the identification of delivery of upsell packages to present to existing partners

Innovation: Sales Strategy Tactics:

• Innovate the go to market approach to find new and impactful ways to stimulate market interest in ITF commercial products

CRM Management and Reporting:

• Responsibility for the management of the CRM platform
• Communicating progress to key ITF personnel

Partner Management:

• Lead the management of identified ITF partners as required, particularly where upsell opportunities are identified
• Manage meeting and contact cadence (on a client-by-client basis) to ensure client satisfaction

Criteria

• Proven experience in proactive sales, working with global brands, negotiating partnership rights and securing upsells and renewals through to contract. Partnerships sales experience is desirable, however, advertisement and media sales experience will be considered
• Strong partnership rights delivery track record, working in sports and/or entertainment properties
• Experience in negotiation and project management skills
• Success delivering high quality partnerships in premium, multichannel (experiential, digital) environments with senior stakeholders
• Commitment to structured, process driven and analytical rights’ delivery approach.
• “Brand marketing aware” with ability to develop integrated brand marketing strategies with partners
• Dynamic and energetic approach to partner engagement, with strong communication and negotiating skills; able to combine trouble-shooting and creative problem solving
• Proven experience of account managing successful sponsorship relationships, and activation programmes

Desirable criteria

• Passion for and understanding of the commercial potential within sport
• Excellent communication skills
• Strong people and time management skills with a high level of care and attention to detail
• Excellent IT skills, including Outlook and MS Office

What we offer

• Excellent salary plus discretionary bonus scheme (subject to conditions)
• 25 days holiday per annum plus bank holidays
• Private Healthcare
• Group personal pension scheme, Life assurance and Annual Wellbeing Allowance
• Ride2Work Scheme (in conjunction with Evans Cycles)
• Free lunch when working in the office (up to £9 per day)
• Free Tea, Nespresso Coffee plus complimentary healthy snacks and fresh fruit when working in the office
• Free parking on site
• Working hours: based on 35 hours per week. Normal office hours are 09.00 -17.00 Monday to Friday. Flexible working hours possible, with core hours of 10am-4pm

Due to the high volume of applications we receive, we are unable to respond individually to candidates, therefore only successful candidates will be contacted for an interview. Please note that interviews may be conducted via video call.

A DBS check may be required of the successful applicant.

Equality, diversity & inclusion (EDI) is a fundamental priority for the ITF. Our philosophy focusses on embedding inclusive behaviours and processes across every element of our business practices.

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