Gloucester Hartpury Business Development Manager

Organisation: Gloucester Rugby
Salary: Competitive
Location: Gloucester
Contract type: Permanent (Full time)
Closing date: 31 July 2026
Job Description: Main Purpose of the Job

This role is responsible for supporting the Chief Executive Officer in driving the organisation’s commercial revenue growth through the acquisition, development, and management of large-scale strategic partnerships. The postholder will lead the identification and delivery of new sponsorship opportunities while maximising the value of existing partnerships, ensuring all commercial activity aligns with the club’s long-term vision and strategic objectives. A key aspect of the role will be undertaking extensive market research, commercial analysis, and proactive outreach to identify, engage, and develop a pipeline of high-value national and international brands capable of delivering significant long-term commercial value to the organisation.

As a commercially driven individual with a creative and solutions-focused mindset, the successful candidate will be responsible for developing innovative partnership propositions that deliver value for sponsors while enhancing the club’s profile and market presence. Through strategic prospecting, business development activity, and regular attendance at networking and industry events, the role will play a pivotal part in increasing brand awareness, generating new commercial opportunities, and building meaningful relationships with decision-makers across a broad range of sectors. The role will also have line management responsibility for a direct report, providing leadership, support, and development to ensure the successful delivery of departmental objectives and commercial targets.

The role carries direct responsibility for achieving sponsorship and hospitality revenue targets, making a significant contribution to the club’s overall commercial performance. Working closely with the Gloucester Rugby Commercial Director and Gloucester Hartpury Chief Executive Officer, the postholder will help shape and implement the commercial strategy for future growth cycles, identifying new revenue streams, analysing market trends, and ensuring a joined-up approach to commercial success across both organisations.

A strong emphasis will be placed on stakeholder engagement, relationship management, and commercial performance reporting. The successful candidate will build and maintain excellent relationships with sponsors, partners, and key external stakeholders, whilst providing regular reporting, KPI analysis, commercial insights, and board-level presentations. Through effective partnership management, strategic commercial leadership, team development, and a disciplined approach to pipeline generation, this role will be instrumental in delivering sustainable revenue growth and supporting the long-term ambitions of the club both on and off the field.

Key Accountabilities

1. Sponsorship Acquisition
• Identify, target, and secure new sponsorship and partnership opportunities that generate significant commercial revenue for the organisation.
• Develop and execute a structured sales strategy focused on attracting high-value regional, national, and international brands.
• Create compelling partnership proposals and presentations tailored to the objectives of prospective partners.
• Lead negotiations and contract discussions to secure commercially beneficial agreements.
• Maintain a consistent pipeline of qualified prospects to support short, medium, and long-term revenue growth.

2. Partnership Development & Management
• Manage and nurture existing sponsorship relationships to maximise retention, value, and long-term commitment.
• Conduct regular partnership review meetings to assess performance and identify opportunities for growth.
• Ensure all contractual rights and benefits are successfully delivered to partners.
• Develop bespoke activation opportunities that enhance partner engagement and return on investment.
• Act as the primary point of contact for key commercial partners and stakeholders.

3. Commercial Strategy & Revenue Growth
• Support the CEO in the development and delivery of the club’s commercial strategy.
• Identify new commercial opportunities, revenue streams, and market sectors aligned to organisational objectives.
• Contribute to annual commercial planning and budgeting processes.
• Work collaboratively with Gloucester Rugby and Gloucester Hartpury leadership teams to deliver shared commercial objectives.
• Ensure sponsorship and hospitality revenue targets are achieved and exceeded where possible.

4. Market Analysis & Pipeline Development
• Conduct ongoing market research to identify emerging trends, sectors, and prospective commercial partners.
• Analyse competitor activity and sponsorship landscapes to identify opportunities for differentiation.
• Build and maintain a robust pipeline of large-scale brands and decision-makers.
• Utilise data, insights, and market intelligence to prioritise commercial opportunities.
• Develop targeted outreach campaigns to engage potential partners and accelerate sales opportunities.

5. Business Development & Networking
• Represent the organisation at networking events, industry conferences, business forums, and club functions.
• Build relationships with senior decision-makers across a variety of industry sectors.
• Increase the visibility and profile of the club within commercial markets.
• Generate new business opportunities through proactive relationship building and referral networks.
• Act as a brand ambassador for Gloucester Hartpury at all times.

6. Business Management & Administration
• Work closely with the Chief Executive Officer to support the effective management and organisation of the business, overseeing key operational processes, coordinating strategic priorities, and ensuring the smooth day-to-day running of the organisation.
• Lead and facilitate weekly management and departmental meetings, preparing agendas, recording and distributing minutes, tracking actions, and ensuring alignment, accountability, and communication across all areas of Gloucester Hartpury.
• Support and coordinate the annual budgeting and business planning process across each department, working with departmental leads to collate forecasts, monitor expenditure against budget, and provide regular reporting to assist with informed decision-making and financial control.

7. Hospitality Sales & Revenue Generation
• Support the growth and development of hospitality sales revenues.
• Work with internal teams to identify opportunities to improve hospitality offerings and commercial yield.
• Develop relationships with corporate clients to maximise attendance and repeat business.
• Create integrated sponsorship and hospitality opportunities that drive additional commercial value. Ensure hospitality sales targets are achieved in line with annual budgets.

8. Stakeholder Management
• Build and maintain strong relationships with internal and external stakeholders.
• Work closely with board members, senior leadership teams, sponsors, and commercial partners.
• Ensure all stakeholders receive regular communication and updates on partnership performance.
• Collaborate with operational and marketing teams to deliver commercial objectives effectively
• Maintain a professional and customer-focused approach to stakeholder engagement.

9. Performance Reporting & Analysis
• Track, analyse, and report on commercial performance against agreed KPIs and revenue targets.
• Produce regular sales forecasts, pipeline reports, and commercial updates.
• Prepare board papers, presentations, and strategic reports for senior leadership.
• Monitor partnership performance and profitability to ensure maximum return.
• Utilise commercial data and insights to inform strategic decision-making and future planning.

10. Team Leadership & Management
• Provide effective line management, support, and development for a direct report.
• Set clear objectives and performance expectations aligned to departmental goals.
• Conduct regular one-to-one meetings, performance reviews, and coaching sessions.
• Foster a high-performance culture focused on accountability, collaboration, and continuous improvement.

• Support the professional development and growth of team members.
11. Brand Representation & Organisational Growth
• Act as an ambassador for Gloucester Hartpury and its values at all times.
• Ensure all commercial activity enhances the reputation and profile of the organisation.
• Support initiatives that strengthen the club's position within the sport and wider commercial landscape.
• Contribute to long-term growth plans through innovative thinking and strategic commercial leadership.
• Drive sustainable commercial success that supports the organisation’s ambitions both on and off the field.

Health and Safety at Work
To comply with the requirements of the Health and Safety at Work Act 1974 and associated legislation, you must adhere to the company’s safety rules and procedures and take all reasonable care to protect the safety of yourself and others.

This job description is intended only as a guide to the main responsibilities and is in no way intended to restrict any individual in the performance of other duties as required by the Company.

Qualifications, Experience & Knowledge

Essential
• Experience working in a partnership management role
• Experience in partnership sales
• Experience in product development, fan engagement within sports or entertainment industries
• Strong analytical and research skills, with a passion for exploring innovative projects
• Excellent communication and presentation abilities
• Excellent senior stakeholders’ management skills
• Adept at building strong relationships with partners

Desirable
• Experience in sports
• Experience managing a team
Rugby fan
• Degree in Business, Marketing, Sports Management, or a related field
How to apply: Send a CV & Covering letter to recruitment@gloucesterrugby.co.uk

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Gloucester Hartpury Business Development Manager