Revenue and Commercial Insights Director

MRK Associates is exclusively partnered with Bath Rugby Club, in the search for a Revenue and Commercial Insight Director to join the organisation on a 12 Month FTC. This person will be part of the Executive team working in a hybrid manner with 2.5 days a week in Bath.

Bath Rugby Club is highly regarded across the world rugby landscape with a proud heritage of success and an impressive number of past and present international players representing the Club (many of whom have graduated through their outstanding Academy). It boasts a strong, loyal and passionate fan base and home games are played at the idyllic Recreation Ground in the city centre. The plan is to win the premiership this league 2023/2024.

The Club has invested in its people with a new coaching and support staff led by Head of Rugby Johann van Graan ahead of the 22/23 season. Furthermore, the Club’s ambition for success on the field is undiminished. Plans for redevelopment of the Rec in the heart of Bath are also once again underway and simultaneously, the Club continues to look to innovate in all areas of its commercial operations - sponsorships, branding, marketing and revenue management. A critical strategy is to improve financial performance to both invest in success on the pitch and to deliver an enhanced fan satisfaction, match day experience and overall engagement levels for its loyal supporters.

This job would suit someone with the desire to get involved with an ambitious project, bringing previous revenue management and commercial strategy experience. Ultimate responsibility will be to maximise revenue yield from commercial products whilst developing future propositions working closely with marketing.

The successful individual will be commercially savvy and experienced working within a dynamic commercial environment. They will be highly analytical and decisive, with demonstrable skills in making difficult decisions in a pragmatic manner. This person will be confident in their ability to research, develop and design new commercial propositions and products which support and optimise yield management strategies, with a particular focus on ticketing. Strong excel modelling experience will be essential. They will possess a significant track record of achievement of delivering enhanced revenue through the deployment of a range of immediate and tactical (eg dynamic pricing) and longer term strategies (eg propositions, bundling) within a fast moving consumer sector such as hotels, airlines or car hire.

Job responsibilities:

• Member of Exec Team and Stadium Project Board, contribute to long-term business planning and leadership debate, role model organisational behaviours, develop a high performing ticketing team.
• Yield management – analysis and research of inhouse and external consumer, corporate, pricing, and market trend data; implementation of day-to-day, match-by-match and longer-term seasonal yield management strategies to optimize commercial revenue and income, with a particular focus on ticketing.
• Analysis and review of existing vs new products and propositions; develop and deploy new products and propositions which support yield management strategies whilst supporting enhanced customer NPS, with a particular focus on ticketing.
• Develop detailed revenue modelling for stadium commercial plan, including detailed pricing assumptions to support commercial plan and stadium financing; work closely with Commercial Director to develop stadium development customer migration model through build period to opening.
• Support maximisation of other commercial income streams: events, hospitality, retail etc.
• Work closely with the Marketing Director and Finance Director in particular, and also develop relationships and collaboration with other key staff at the Club to maximise the success in the deployment of new revenue strategies.
• To bring experience of data, analytics, analysis and insight and help inform the Executive Team in terms of improvements to business systems and data management at the Club.
• Analyse and identify historical, current and future trends in the marketplace through a wide range of tools and sources to enhance revenue generation and communication/alignment of the necessary strategies to achieve the set objectives and to understand where Bath Rugby’s competitive advantage lies.

This is a fantastic opportunity for an ambitious Revenue Director looking for a unique project that will significantly add to their career path.

For more information about this role or any other Revenue and Commercial Insight Director jobs in Bath, Somerset please don’t hesitate to contact us in confidence or visit our website.

Every application will receive a response as this is the recognised working practice at MRK Associates. Any direct approaches to Bath Rugby Club will be forwarded to MRK to be included in the shortlisting process.

MRK Associates – AGY.

Helping you build the career you deserve