Purpose of the Role

The key purpose of the FEI Commercial Division is to grow the exposure and engagement for equestrian sports governed by the FEI and increase the revenue, the framework of its social license to operate. The Senior Manager Sales and Partner Management will oversee all sales and business development activities for the FEI, manages and grows relationships with existing partners and identify new commercial revenue streams for the FEI. He or she will ensure a strong relationship with the FEI partners, sets strategies to improve partnership management, manages and develops the team, ensures effective delivery of rights and foster longer term partnerships.

Key Responsibilities

Partnership sales and business development

• Set the sponsorship sales strategy for the FEI;
• Actively develop sales leads within relevant product categories and industries;
• Develop sales materials, including sales presentations, sales videos and flyers;
• Prepare the relevant sales meetings in accordance with the sales objectives;
• Prepare proposals, adapt as required and manage the negotiation process;
• Liaise with the FEI legal department for the contract drafting;
• Include all relevant FEI departments in the sales process where applicable and ensure adequate hand-over after contract signing to the account management team;
• Together with the partner account manager, identify opportunities for the sales of additional rights and manage contract renewals;
• Ensure adequate handover of a partner to the partner account manager upon signature of the agreement, including ensuring timely invoicing is coordinated with FEI Finance;
• Further develop the current partnership portfolio and assess opportunities to enhance the portfolio with new products;
• Follow key trends and movements in the sponsoring market and share key information internally;
• Provide adequate reporting on revenue and sales progress;
• Actively assess strategic opportunities for new B-B and B-C revenue streams for the FEI, based on services already provided by the FEI, potential market needs and technological developments; and
• Where relevant, prepare a recommendation for the most appropriate operating model, e.g., insource, license, partner or other forms of cooperation.

Digital media sales

• Define and execute the sales approach for digital media, including products and packages;
• Develop a sales strategy, including sales collateral, prospect identification and funnel management;
• In close coordination with the partner account manager, develop proposals for prospect clients;
• For existing partners and in close coordination with the partner account manager, identify opportunities for the sales of additional campaigns with the aim, where relevant, upselling a sponsorship package; and
• Ensure adequate handover of a partner to the partner account manager upon signature of the agreement, including ensuring timely invoicing is coordinated with FEI Finance.

Partnership management

• Oversee the day-to-day management of the relationship with the sponsors by the Partner Account Manager and nurture partnerships with FEI Partners in view of developing long term relationships;
• Keep an overview of all contractual rights and oversee its delivery, including the timely reporting to the partners;
• Oversee the adequate invoicing and account receivables, manage possible relationship or contractual issues where needed; and
• Support in the bidding processes for FEI Events to ensure partner rights and activations are included in the bid manuals and host agreements.

Merchandizing

• Oversee the effective development and delivery of the FEI Merchandizing program by the Partner Account Manager.

Administration

• Management of budgets and ensure accurate reporting;
• Management of invitation to tenders and agencies providing services in accordance with the FEI Governance principles; and

Position Requirements

• Master degree in Sports Management or Marketing
• At least 8 years’ experience in sponsorship management and/or sales
• A thorough understanding of sponsorship for the sports industry
• Understanding of the digital media space and how this is activated in sponsor engagements
• Relationships with brands in the sponsor market
• Excellent communication, team player with the ability to build good relationships with external parties and internal teams
• Ability to deliver to strict deadlines and to handle high pressure situations
• Ability to demonstrate creative thought and adaptability 
• Close attention to detail and accuracy
• Excellent command of the various digital office working tools, such as Microsoft office suite
• Fluency in English required, additional language an asset

You will be working in first-class facilities, downtown Lausanne, accessible from public transportation, and minutes from Lac Leman. We will be happy to present to you the other benefits we offer.

If you meet the position requirements, We want you! We are a dynamic Sports Federation and we would gladly receive your application.

Only applicants being Swiss, resident of Switzerland with a valid work permit or EU citizen will be taken into consideration for the recruiting process.