Xavier Burns
Melbourne,Victoria
Summary
Experienced Commercial Development Manager with a proven track record of driving revenue growth and fostering strategic partnerships in the dynamic sports industry. With 5 years at the Richmond Football Club, I have led successful commercial initiatives, managed corporate hospitality, developed impactful coterie programs, and orchestrated effective fundraising campaigns.
Overview
5
5
years of professional experience
1
1
Certification
Work History
Commercial Development Manager
Richmond Football Club
07.2022 - Current
- Lead all commercial initiatives, managing a team to drive revenue growth and achieve/exceed targets.
- Manage all aspects of corporate hospitality, including event planning, client relationship management, and ensuring exceptional guest experiences.
- Develop and implement coterie programs, engaging key stakeholders and enhancing member engagement through exclusive benefits.
- Oversee financial and budget management for corporate hospitality and coterie projects, optimising resource allocation and cost-effectiveness to generate revenue.
- Lead fundraising efforts, collaborating with internal and external stakeholders to secure funds for club projects and community programs.
- Identify and secure new business opportunities, negotiating contracts and partnerships to enhance the club's brand and financial standing.
- Develop compelling sponsorship proposals and presentations, showcasing the value of partnering with the Richmond Football Club.
- Provided technical support for troubleshooting analytics and reporting issues
Senior Commercial Sales Executive
Richmond Football Club
03.2022 - 07.2022
- Led a team and oversaw the day-to-day management of the corporate hospitality and coterie program for the Club including all official functions, corporate suites, finals functions and coterie groups
- Manage revenue generation and budget forecasting processes for all corporate customer activities, consistently hitting critical KPI’s
- Managed the Club CRM system for all commercial activities
- Managed the sponsorship delivery and account management of the VFL Major Sponsor.
Commercial Sales Executive
Richmond Football Club
03.2021 - 03.2022
- Managed revenue generation and budget forecasting processes for all corporate customer activities.
- Implement marketing campaigns, managing key internal relationships across all departments to ensure success and high delivery of campaigns
- Responsible for developing and implementing the Richmond Football Club's Corporate Hospitality program including all official functions, corporate suites, and finals functions
- Establish professional relationships with key clients and stakeholders toenhance their connection with the Club
- Develop a strong understanding of the Club's CRM program and support the servicing of all clients on the database using effective and efficient communication and marketing.
Premium Sales and Account Coordinator
Richmond Football Club
11.2019 - 03.2021
- Provide exceptional account management duties for the Club’s key stakeholders, including the premium membership, coterie members and player sponsors
- Develop and execute sales plans, retention and acquisition marketing campaigns and identifying cross-selling opportunities with existing clients
- Work closely with the Corporate Sales Manager in selling the suite of corporate offerings such as Corporate Boxes and Corporate Hospitality
- Source ongoing feedback from the Club’s premium members to assist in developing and improving the portfolio of membership and corporate hospitality products
- Collaborate with the Digital and Commercial Sales team to identify new business and marketing opportunities and up-sell current commercial packages.
Membership Sales Officer
Richmond Football Club
10.2018 - 11.2019
- Provide customer service to Richmond’s 100,0000+ members via phone calls, email, and face to face communication
- Build strong relationships and connect with all members by being confident and being able to connect with people of all ages and demographics
- Consistently hit KPI’s by staying focused and organised in a high paced, team- oriented environment
- Identify prospects and non-members and use strong sales techniques to engage and sell membership products
Education
Bachelors - Sports Management
Victoria University
11.2017
Bachelors - SpManagement
Indiana University USA
2017
VCE -
Marcellin College
2013
Skills
- Strategic partnership development
- Corporate hospitality management
- CRM Systems (Salesforce)
- New business development
- Fundraising and sponsorship acquisition
- Team leadership and management
- Client relationship management
- Event planning and execution
- Negotiation and contract management
- Marketing and brand promotion
Certification
2023 AFL Emerging Leaders Program
Timeline
Commercial Development Manager
Richmond Football Club
07.2022 - Current
Senior Commercial Sales Executive
Richmond Football Club
03.2022 - 07.2022
Commercial Sales Executive
Richmond Football Club
03.2021 - 03.2022
Premium Sales and Account Coordinator
Richmond Football Club
11.2019 - 03.2021
Membership Sales Officer
Richmond Football Club
10.2018 - 11.2019
Bachelors - Sports Management
Victoria University
Bachelors - SpManagement
Indiana University USA
VCE -
Marcellin College
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