Présentation de l'entreprise
The FEI is looking for a Head of Commercial on a 100% basis. The position is based in Lausanne, Switzerland, and the start date is to be agreed.
Head of Commercial
Purpose of the Role
Reporting to the Executive Director of the Commercial, Marketing & Communications Department, The Head of Commercial role is responsible for defining, leading, and delivering FEI’s commercial and revenue generation strategy, with a primary focus on growing sponsorship revenue, alongside media rights and broadcast distribution, as well as the development of merchandising and other new business opportunities.
The role combines senior commercial leadership with a strong hands-on contribution, requiring direct involvement in sales strategy, negotiations, deal structuring, and partner relationship management, working alongside a lean team in a complex international environment where value is often created through tailored, non-standard commercial solutions rather than pure rights sales.
Key Responsibilities
Commercial Strategy & Revenue Leadership
- Define, recommend and deliver the FEI’s global commercial strategy in alignment with FEI objectives and Commercial, Marketing & Communications priorities;
- Act as a senior commercial advisor to the Executive Director, Commercial, Marketing & Communications on revenue growth and commercial risk;
- Translate long-term commercial ambition into clear annual revenue targets and priorities;
- Lead the commercial function while remaining personally involved in key negotiations and strategic partnerships;
- Set clear accountabilities across sales, partner management and rights delivery - ensuring the Manager, Partnerships owns day-to-day servicing and activation delivery, while the Head of Commercial leads senior relationships and renewal outcomes.
Sponsorship Sales
- Lead sponsorship sales strategy and execution, including acquisition and renewal of partners;
- Personally drive or support high-value sponsorship negotiations;
- Ensure sponsorship propositions align with FEI events, values, audiences and objectives;
- Work closely with Marketing and Communications to maximise partner value.
Media Rights Sales, Distribution & Broadcast Strategy
- Define and deliver the FEI’s media rights sales and distribution strategy, in close collaboration with the Executive Director, Commercial, Marketing & Communications and in coordination with the FEI’s strategic broadcast partner ClipMyHorse;
- Negotiate media rights sales, distribution agreements and time-buy/value-exchange deals, optimising the mix of revenue, visibility/reach and long-term strategic value, and aligning closely with Marketing, Communications and Broadcast Production teams.
New Business Development & Commercial Innovation
- Identify and develop new revenue streams e.g. FEI’s new digital horse passport “equipass”;
- Assess feasibility, scalability and risk of new initiatives;
- Drive pragmatic commercial innovation.
Partner Management & Value Delivery
- Oversee management of FEI commercial partners;
- Personally manage senior partner relationships, in particular with the FEI’s main partner Longines, alongside the Partnership Sales Manager;
- Ensure partners receive agreed value and ROI, and proactively seek to maximise these;
- Drive partner activation ambition and accountability (internally and with partners), ensuring agreed value is realised through proactive, high-quality execution;
- Identify opportunities to deepen long-term partnerships;
- Lead the renewal negotiations with every partner, in close collaboration with the Executive Director, Commercial, Marketing & Communications and other members of the Commercial team.
Team Leadership & Hands-On Management
- Lead and develop a commercial team of four;
- Set clear priorities while remaining actively involved in delivery;
- Ensure strong cross-functional collaboration.
Commercial Governance, Budgeting & Risk
- Manage commercial budgets and revenue reporting;
- Work closely with Legal on contracts and rights agreements;
- Ensure compliance with FEI governance and ethical standards.
Position Requirements
- Master’s degree in business or related field;
- Minimum 8 years of relevant commercial experience;
- Proven and successful experience in sponsorship sales and deal structuring;
- Demonstrated experience managing and negotiating global, multi-million sports sponsorship partnerships, including complex, multi-year agreements with international brands;
- Good understanding of broadcast distribution models;
- Strong commercial valuation and pricing skills (quantifying value exchange, building ROI cases, and defending rights pricing in negotiations);
- Hands-on leadership style suited to lean teams;
- Strong negotiation and financial skills;
- Excellent written and oral communication skills in English;
- Genuine passion for sport; strong interest in equestrian sport is a plus;
- Willingness and flexibility to travel internationally, including weekends;
- Fluency in French is a strong asset.
If you meet the position requirements, We want you! We are a dynamic Sports Federation and we would gladly receive your application. Please apply via the 'Apply' button below.
Only applicants being Swiss, resident of Switzerland with a valid work permit or EU citizen will be taken into consideration for the recruiting process.
Important information: Please note that the recruitment process for this position has been entrusted to a specialised Search Firm. By applying, you consent to the sharing of your information with this specialised Search Firm.
