Director - Commercial Partnerships

Key Responsibilities

• Develop and execute the overall commercial strategy aligned with asset objectives and financial targets.
• Define revenue models across all streams including sponsor ships, retail, F&B, ticketing (if applicable), and activations.
• Lead revenue planning, forecasting, and target setting in alignment with cultural programming plans and overall asset financial expectations in coordination with Finance.
• Own delivery of revenue targets and ensure alignment between commercial activities and financial performance.
• Continuously optimize revenue streams through pricing, product mix, and commercial innovation.

• Develop and manage a structured sponsorship and partnership strategy aligned with programming and marketing plans.
• Identify, negotiate, and secure high-value sponsorship and partnership agreements.
• Design sponsorship packages in collaboration with Programming and Marketing teams that integrate with cultural programming experiences and the visitor journey.
• Manage relationships with sponsors and partners to ensure delivery of contractual obligations and value realization.
• Drive long‑term strategic partnerships that enhance both revenue and experience.
• Source, secure, and manage both commercial and non‑commercial partners supporting cultural programming and broader asset operating model and strategic initiatives.
• Maintain and manage relationships with key government and cultural partners ensuring alignment with programming objectives and overall asset priorities in coordination with the Cultural Ecosystem & Stakeholder Engagement function.

• Oversee all retail, F&B and commercial activations across the site.
• Define commercial mix, tenant strategy and allocation of retail and F&B spaces.
• Manage performance of operators and vendors to ensure quality, compliance and revenue delivery.
• Ensure commercial offerings are aligned with cultural programming and visitor experience.
• Monitor sales performance and optimize commercial operations accordingly.

• Work closely with Programming to embed commercial opportunities within cultural experiences.
• Ensure programming supports revenue generation through activations, sponsor ships and retail integration.
• Align commercial activities with visitor flow, dwell time and engagement strategies.
• Balance commercial objectives with cultural integrity and experience quality.
• Ensure commercial partnerships and revenue initiatives are fully integrated into cultural programming.

• Monitor and analyze performance across all revenue streams (sponsorship, retail, F&B, etc.).
• Track KPIs including revenue per visitor, conversion rates, and commercial yield.
• Identify underperforming areas and implement corrective actions.
• Provide regular reporting and insights to GM and overall leadership team.

• Oversee commercial vendor and operator selection in coordination with Procurement.
• Manage contracts, commercial terms and performance agreements.
• Ensure compliance with operational, financial and brand standards.
• Maintain strong relationships with operators to ensure consistency and performance.

• Align commercial strategy and performance with Asset Management direction and expectations.
• Provide input into business planning, budgeting and revenue forecasting cycles.
• Coordinate with Group functions where required (e.g., legal, procurement, finance).

• Revenue generation and achievement of targets.
• Sponsorship and partnership value.
• Retail and F&B performance.

• Strong commercial and revenue generation experience.
• Experience in sponsor ships, partnerships, and retail operations.
• Negotiation and contract management skills.
• Ability to link commercial strategy with experience delivery.
• Financial and performance management capability.

• Experience overseeing retail, F&B, or commercial operations within large‑scale venues, events, or destinations.
• Strong understanding of:
  • Commercial mix and tenant strategy
  • Operator management and performance optimization
  • Revenue generation through on‑ground activations
• Experience working within:
  • Large‑scale events, festivals, or entertainment platforms
  • Destination or precinct‑based environments
• Ability to link visitor experience with revenue generation.
• Strong understanding of:
  • Revenue planning, forecasting, and performance tracking
  • Commercial KPIs (e.g., revenue per visitor, conversion, yield)
• Ability to use data and insights to optimize commercial performance.
• Proven experience leading commercial teams and managing cross‑functional collaboration.
• Ability to operate in:
  • Fast‑paced, high‑pressure environments
  • Complex, multi‑stakeholder settings
• Experience working with government entities and large organizations is preferred.