Position

Commercial Manager

Reports to (title)

Chief Executive officer - North Harbour Rugby Union (“NHRU”)

Direct reports

As per NHRU organisational chart

Functional relationships with

Chief Executive Officer, Marketing and Partnerships Executive, HOD’s, Board of Directors, other NHRU staff

External Relationships

General public, sponsors, partners, community, and other funders, NZR, other Provincial Unions, Blues Rugby

Salary and other Benefits

MAIN PURPOSE OF POSITION

Overall leadership of the commercial department with responsibility for generating revenue and providing operational support to enhance the delivery of our rugby objectives.

The position enables the game to be delivered and continue to develop in the North Harbour Region, by playing the key role in growing our commercial revenue, via sponsorship, commercial partnerships, funding, and new revenue initiatives.

The position aims to inspire and maximise our relationships with our commercial partners, our sponsors, and our fans. The work done in the commercial space directly impacts our delivery to the game and the success of our teams.

Work closely with the CEO in driving the overall Strategy, Vision, and Purpose of NHRU

HarbOUR organisational purpose (Improving the lives of HarbOUR People through Rugby), mission (Creating better experiences for HarbOUR people) to achieve our vision of being the most community-focused Provincial Union in New Zealand.

RESPONSIBILITIES

Lives the HarbOUR Way

Be A TEAM “Be proud of who we represent and put the team first”

Be CONNECTED “Connect together and with our Community”

Be ABOUT PEOPLE “Value our people and help others reach their goal”

Be THE EXAMPLE “Lead with Integrity and do what we say we are going to do”

MAJOR ACCOUNTABILITY AREAS

Area of Accountability:

Health & Safety

Specific Accountabilities

Key Performance Indicator

• To report all incidents and accidents to their manager and / or Team Medical staff.
• Communicate health and safety issues to the Health and Safety Representative/Committee.
• Be aware of significant hazards related to their role.
• Participate in relevant health and safety training.

• All incidents/accidents reported.
• Fully trained to the extent required by the role.
• No Lost Time Injuries (LTI’s).

Area of Accountability:

Percentage of Total Job:

Leadership

20% (50% Professional, 50% Amateur)

Specific Accountabilities

Key Performance Indicator

• Lead the Commercial team ensuring each team member is aware of their responsibilities and supported in their endeavours to meet their KPIs.
• Analyse the needs of the department ensuring roles fulfil the requirements of NHRU, staff training and upskilling is in place and when appropriate, recommend any restructuring and staff changes.
• Lead process of employment of new, or replacement of current, staff as needed.
• Liaise with other managers to ensure close and positive working relationship with all other NHRU departments, especially in joint operations/events/promotions.

• Department meets KPI’s, which are reported in an appropriate fashion.
• Team culture is aligned with organisational purpose.
• Recommendations on department structure received and reviewed annually.
• All staff employment and induction performed in a professional manner.
• Attended meetings, run joint events in partnership with other Departments.

Area of Accountability:

Percentage of Total Job:

                  Strategy, Business Planning and Budgeting

                  20% (50% Professional, 50% Amateur)

Specific Accountabilities

Key Performance Indicator

• Lead the development and implementation of the commercial strategy for NHRU.
• Participate in the development, implementation, and delivery of the annual business plan for NHRU and take responsibility for the commercial strategy and operational plan.
• Produce an annual sponsors revenue budget.
• Explore new technology in digital and video.

• Commercial Strategy aligned to NHRU strategy and cognisant of the other parts of the organisation.
• Department Business Plan objectives achieved.
• Department Budget achieved.
• New technology and/or opportunities for commercialisation and monetisation of digital and video content is exploited fully.

Area of Accountability:

Percentage of Total Job:

Sponsorship and Partnership Generation

40% (60% Professional, 40% Amateur)

Specific Accountabilities

Key Performance Indicator

• Develop and drive a sales strategy in conjunction with Partnership Executive.
• Manage the relationship with the NHRU key sponsors and partners
• Assist Partnership Executive in the retention or renewal of key sponsors and partners.
• Diversifying the sponsor and partner portfolio to ensure maximisation of growth opportunities, e.g., women’s rugby
• Creating a sustainable structure.
• Develop and oversee signage strategy.
• Preparation and presentation of Board papers on all commercial elements.
• Leverage our sponsors’ brands and create collaborative opportunities for joint activities and promotion.

• Achieve a 90% existing sponsor and partner retention rate year on year.
• Sponsorship and partnership monetary values at least consistent year-on-year.
• Key sponsor and partner relationships maintained, and expectations met.

Area of Accountability:

Percentage of Total Job:

Revenue and Funding Development

10% (10% Professional, 90% Amateur)

Specific Accountabilities

Key Performance Indicator

• Identify, develop, and implement additional strategies that will assist with the achievement of the NHRU purpose and objectives.
• Continually look for innovative sponsorship and partnership properties and ideas.
• Take a lead role in additional revenue-generating initiatives to achieve targets.
• Identify alternative funding streams and manage relationships
• Identify funding opportunities from all grants, Trusts and other similar funding avenues.
• Develop systems and processes to ensure ongoing success of these programmes.

• Plan for new revenue and funding initiatives in place.
• Cash targets are met
• All parties engaged as part of the activities are satisfied and willing to continue their relationship with NHRU.
• Sustainable revenue streams are created and nurtured.
• NHRU brand protected but leveraged.
• Successful applications for funding.
• Strategy for applications create timely and professional submissions.