Sales Manager

Introduction:

The GIANTS are on an exciting journey both on and off the field. With teams in the AFL, the AFL Women's League and Super Netball competitions, the GIANTS truly are a club like no other.

On field, the AFL team has quickly grown into one of the competition's most exciting teams with several players becoming household names across the country. Likewise, the on-field achievements of our AFL Women's and GIANTS Netball teams are seeing the club connect with more fans and followers than ever before.

Off field, the club's exciting, innovative, and fresh brand is growing as it engages with members, fans, the community and key stakeholders across Western Sydney, Canberra and Nationally.

The GIANTS' AFL and AFL Women's teams are based at the club's elite training and administration facility in Sydney Olympic Park, with GIANTS Netball based adjacent at Netball Central.

At the heart of our brand, there's a GIANT in all of us, is the belief that everyone is a GIANT and by living our values and commitments we will deliver on our purpose – To create a club like no other that delivers the best family entertainment, wins premierships and enriches the lives of people in Western Sydney, Canberra and broader communities.

Description:

Position Purpose

Drive new business revenue across sponsorships, premium hospitality, and coterie memberships. Lead the development of compelling, insight led proposals; build and manage a high quality pipeline; and convert targeted prospects into long term, high value partners of the GWS GIANTS.

Sales Manager Overview

Reports to:

• Head of Sales

Other Key Relationships

Internal:

• Commercial Leadership, Partner Services/Delivery, Marketing and Digital, Events and Hospitality, Community, Football Operations and Legal and Finance.

External:

• Corporate Prospects and Clients (C-Suite/Marketing/HR)
• Media and Creative Agencies
• Suppliers
• Venues
• League Stakeholders

Roles and Responsibilities

Revenue Growth

• Own and deliver manual revenue targets across sponsorship, hospitality, suites and coterie categories.
• Build, maintain, and report on a balanced pipeline with appropriate stage coverage and deal velocity.
• Manage inbound sales enquiries.

Proposal Development and Pitching

• Lead end-to-end proposal creation (discovery, ideation, packaging, pricing, and ROI modelling).
• Translate partner objectives (brand, B2B, community, digital, matchday) into rights packages with clear KPIs.
• Prepare high-quality decks and pitch materials; present confidently to senior decision-makers.

Lead Generation and Prospecting

• Proactively source new business via targeted outreach, referrals, networking, industry events, and digital channels.
• Qualify opportunities using a consultative, insight-driven approach; progress prospects through CRM stages to close.
• Collaborate with Marketing to support lead nurture campaigns and thought-leadership activity.

Hospitality and Coterie Sales

• Responsible for the go to market campaign for Hospitality and coteries including sales collateral and packages.
• Sales and lead generation promotions.
• Develop hospitality and coterie packages.
• Develop and launch the hospitality packages on Ticketmaster via the GIANTS Ticketing and Ticketmaster team.
• Processing of sales into CRM.
• Sell suites, boxes, lounges, function packages and event-day experiences across the season calendar.
• Grow coterie memberships (e.g., premium networking groups), including acquisition and upsell.
• Host and steward key clients on event days to drive retention, cross-sell and referrals.

Sponsorship Sales

• Identify sponsor categories with fit to the GIANTS' audience and brand positioning.
• Construct integrated rights packages (e.g., signage, digital/social, content, IP usage, grassroots/community, player access, B2B networking, CRM/data activations).
• Negotiate terms, coordinate contracting, and hand over to Partner Services/Delivery for onboarding.

Account Handover, Retention and Upsell

• Work closely with Partner Services to ensure a smooth post-sale transition and asset delivery.

Budgeting, Reporting, Process and Governance

• Manage forecasting and budgeting process for hospitality and coterie sales.
• Maintain accurate records in CRM (e.g., Salesforce/HubSpot): activities, contacts, pipeline, forecasts.
• Produce weekly/monthly revenue and pipeline reports with insights and actions.
• Ensure compliance with club, league, and brand/IP guidelines; coordinate legal review and approvals.
• Order processing and invoicing.

Cross-Functional Collaboration

• Partner with Marketing, Digital, Events, Community, Football Operations, and Game-Day teams to scope deliverables, build assets, and measure outcomes.
• Contribute to inventory planning, pricing, and yield management across hospitality and sponsorship assets.

Skills and Experiences:

Skills and Knowledge

Required

• 5+ years' success in B2B sales within sport, entertainment, premium hospitality, or media/sponsorship.
• Proven track record of building pipeline and closing multiyear, multiasset deals.
• Expertise in proposal development and storytelling—translating client objectives into measurable programs.
• Demonstrated results in lead generation, cold/warm outreach, and Csuite presentations.
• Handson experience selling hospitality & coterie products and sponsorship rights packages.
• Proficient with CRM (Salesforce/HubSpot or similar), Microsoft/Google productivity suites; strong commercial numeracy.
• Willing and able to work match days, evenings, and weekends as required.
• Full working rights in Australia.

Desirable

• Knowledge of the AFL ecosystem and the Sydney/ACT corporate market.
• RSA (for hosting) and driver's license.
• Familiarity with marketing analytics, brand lift, and ROI methodologies.
• Familiarity with Stripe and Blackthorn.

Key Competencies

• Strategic and Consultative Selling: Discovery, solution design, value articulation, and objection handling.
• Negotiation and Commercial Acumen: pricing, terms, risk, and margin management.
• Communication and Presentation: Clear written proposals, confident presenter to senior stakeholders.
• Relationship Building: Stakeholder management across corporate, agency, and internal teams.
• Creative and Problem-Solving: Packaging rights and experiences that deliver measurable client outcomes.
• Team Leadership (if applicable): Coaching, pipeline reviews, and performance management of

Sales Executives.

GIANTS Commitments & Values

Engage

• We entertain in all that we do
• We enrich ourselves and others by being open and accessible
• We communicate and collaborate.

Grow

• We will build our club and our people
• We strive for greatness
• We celebrate our wins.

Challenge

• We hold ourselves and others accountable to the highest standards
• We will innovate, create and lead
• We are resilient.

Respect

• We celebrate our diversity and promote inclusion
• We own our story to enhance our legacy
• We are authentic and act with integrity in all we do.

The GIANTS are proud to be an equal opportunity employer with a flexible and safe working environment. We do not discriminate against any applicant because of race, colour, national origin, sex, gender, disability, religion, marital status, parental status, nor any other protected personal characteristic.