General Manager – Sales and Sponsorship

The Melbourne Racing Club is one of Australia’s most dynamic sporting, events, and property development organisations. Alongside hosting world-class racing at Caulfield, Sportsbet Sandown, and Mornington Racecourses, the Club also owns 15 hospitality and gaming venues under the Pegasus Leisure Group (PLG) across metropolitan Melbourne.

We’re seeking a dynamic and strategic General Manager – Sales and Sponsorship on a 12-month fixed-term full-time contract to lead our corporate sales, sponsorship, and non-race day commercial portfolios across Caulfield and Sportsbet Sandown Racecourses. This is an exciting opportunity for an accomplished commercial leader to drive revenue growth, cultivate high-value partnerships, and deliver exceptional outcomes for both clients and the Club. In this position, you’ll help shape our commercial strategy, developing and executing initiatives that strengthen our brand, elevate client engagement, and support the Club’s long-term business goals.

What will your responsibilities be?

- Lead and execute MRC’s sales strategy across Race Day and Non-Race Day events, driving revenue growth through strategic partnerships and targeted acquisition.
- Develop and tailor high-value sponsorship and corporate sales packages that maximise brand exposure, engagement, and return on investment.
- Manage and oversee MRC’s sponsorship portfolio, ensuring agreements deliver maximum brand exposure, engagement, and measurable commercial outcomes.
- Drive the acquisition and retention of premium partners through strategic prospecting, compelling proposals, and customised activation opportunities.
- Develop and maintain strong relationships with sponsors, corporate clients, and internal/external stakeholders to drive engagement and commercial success.
- Lead, mentor, and develop the Sales & Sponsorship team to achieve ambitious targets.
- Own revenue targets and budget performance across Race Day Sales, Non-Race Day Events, and Sponsorship.
- Monitor KPIs, prepare forecasts, and ensure effective reporting on sales performance.
- Drive innovation in revenue generation, exploring new commercial streams, digital engagement strategies, and premium product offerings.

Skills & Experience

- 7+ years’ experience in sales, sponsorship, or corporate partnerships, ideally in sport, events, or hospitality.
- Demonstrated track record of securing and managing high-value partnerships.
- Strong financial and commercial management skills, including budgeting and forecasting.
- Experienced in leading teams in a fast-paced, client-focused environment.
- Demonstrated expertise in stakeholder engagement and corporate relationship management, including negotiations with senior executives and key industry partners.
- Prior experience negotiating and structuring high-value sponsorship agreements that deliver measurable returns for partners (preferred).
- Strategic thinker with strong commercial acumen and market awareness.
- Excellent communicator and presenter, skilled at engaging senior executives.
- Proven ability to deliver significant sales and sponsorship growth in sports, entertainment, or hospitality.
- Experienced leader in building and motivating high-performing teams.
- Highly organised, adaptable, and results-driven, with strong attention to detail.

What’s in it for you?

- State-of-the-art administration building with standing desks and breakout spaces.
- Ongoing learning and development opportunities.
- Access to our year-round well-being initiatives including our Employee Assistance Program for staff and family.
- Racing Industry Member passes, discounts across our family of brands and free tickets to a wide range of events.
- MRC Paid Parental Leave
- Free onsite parking or a short walk from Caulfield Station.

Melbourne Racing Club values differences in gender, age, ethnicity, race, cultural background, disability, religion, and sexual orientation and encourages all suitable applicants to apply for this role.

#J-18808-Ljbffr