About the Carlton Football Club
The Carlton Football Club is one of Australia’s oldest and most prominent sport institutions. Founded in 1864, the Club’s headquarters and training facilities are located in Carlton at IKON Park, our traditional home ground. Our IKON Park redevelopment is now complete, and we are proud of our state-of-the-art facilities that supports our high-performance environment. When the Club set about undertaking this historic work, it was based upon achieving facilities for women’s sport that would be the equal of their male counterparts.
We are passionate about our contribution to the Community and foster an inclusive and welcoming culture where our values are at the core of who we are and what we do.
About the Role
The Corporate Sales function is the commercial engine of the Carlton Football Club, responsible for generating and growing revenue through the sale of premium hospitality and corporate experiences. The team manages a portfolio of products spanning matchday hospitality, corporate suites, coterie memberships and major events, building and nurturing relationships with businesses, partners and high-value members across the Carlton network.
Reporting to the Corporate Sales Manager, you will play a key role in driving revenue across the Corporate Sales program. Working collaboratively with the Head of Sales, Corporate Sales Manager, Corporate Sales Administrator and the wider Commercial Operations team, you will focus on driving new and repeat revenue opportunities, managing the CRM process and overseeing multiple Carlton FC VIP Coterie programs and matchday hospitality sales.
This is an opportunity for a motivated, customer-focused sales professional to join a dynamic and high-performing team. You will bring strong organisational discipline, excellent relationship management skills and a commercially creative mindset, always looking for new ways to grow revenue and deliver exceptional experiences for clients.
Key Responsibilities
Sales, New Business & Account Management
- Achieve individual sales and revenue targets aligned to the Club’s strategic plan, with a focus on matchday hospitality products, corporate suites, corporate and coterie groups, major events and fundraising initiatives.
- Proactively identify new opportunities through new and repeat business to increase revenue and brand awareness across the Carlton network.
- Drive revenue generation across matchday hospitality products, corporate suites, corporate and coterie groups and premium experiences.
- Develop a deep understanding of client objectives, challenges and business priorities to deliver tailored solutions that create value.
- Maintain regular, proactive engagement with clients to deliver exceptional service, strengthen relationships and identify new commercial opportunities.
- End-to-end management of specific corporate products — including budgeting, planning, execution, communications, forecasting and stakeholder engagement.
Carlton Football Club Coterie(s) Management
- Lead the operational management of the Club’s coterie products, overseeing all aspects including budgeting, sales, planning, execution, forecasting, stakeholder engagement and communications.
- Identify and maximise revenue-generating opportunities within existing coterie programs.
- Develop and implement comprehensive renewal and retention strategies to maintain strong membership levels and improve year-on-year member retention.
- Oversee the end-to-end delivery of coterie programs and events, ensuring an exceptional member experience and alignment with the Club’s commercial and engagement objectives.
- Build and maintain strong relationships with coterie committee members, stakeholders and key supporters, fostering long-term engagement, advocacy and loyalty.
- Conduct ongoing market and competitor analysis to identify industry trends, benchmark performance and inform product development and commercial strategy.
Sales Operations and Administration
- Maintain accurate and up-to-date client records, sales activity and product packages through effective CRM management (SportsRM), ensuring data integrity and adherence to best-practice processes.
- Process and manage customer and partner orders through the CRM across VIP, coterie and matchday hospitality products, ensuring a seamless and professional customer experience.
- Generate and distribute invoices through the CRM system, working closely with clients and internal stakeholders to ensure timely and accurate processing.
- Support the planning, commercial execution and delivery of the Club’s premier non-matchday events, including the Spirit of Carlton annual event and the John Nicholls Medal.
- Facilitate weekly meetings with the Corporate Sales Manager and Commercial Marketing and Operations Coordinator to support development of the marketing sales campaign.
- Provide event support for matchday and non-matchday events, and support the broader commercial team with general administration duties.
Experience, Skills and Attributes
- Demonstrated experience in a sales, business development, account management or commercial role within the AFL, sporting or broader entertainment industry.
- Proven ability to identify, develop and convert new business opportunities, with strong sales, negotiation and closing skills.
- Proficiency in CRM systems (SportsRM experience highly regarded) and intermediate to advanced Microsoft Office skills, particularly Excel, PowerPoint and Word.
- Excellent communication and interpersonal skills, with the ability to influence, engage and build rapport with a diverse range of internal and external stakeholders.
- Highly motivated and results-driven, with strong organisational and time management skills and the ability to manage multiple priorities, products, events and projects simultaneously.
- Tertiary qualifications in Business, Commerce, Marketing, Sports Management or a related discipline preferred; relevant experience in sales, business development, account management or the sports and entertainment industry highly regarded.
Benefits and Culture
Carlton’s values underpin how the Club operates, describing how our people work together, interact and behave. The Club is passionate about its culture, focused on cultivating a unique sense of belonging and connection. In addition, we offer our people flexible working, learning and development opportunities, as well as employee benefits such as membership, café and retail discounts, alongside working in a world-class sporting amenity.
How to Apply
Please submit your current resume and cover letter addressed to the Head of People, Culture and Inclusion by Sunday 2 August.
The Carlton Football Club is an equal opportunity employer and a place who welcomes all. We encourage people with diverse experiences and backgrounds to apply. This includes, but is not limited to, those from the Aboriginal and Torres Strait Islander, Culturally and Linguistically Diverse, and LGBTQIA+ communities. We are committed to fostering a workplace environment which is inclusive, safe, and flexible. All applicants will be considered based on the relevance of their abilities to the role and their alignment with our Club Values.
The Carlton Football Club is committed to providing a welcoming environment where the safety and wellbeing of all children and young people involved in our programs, services, activities, events, and the broader community, will always be our first priority. All staff must hold (or be willing to obtain) a current Victorian Working With Children Check as part of their employment with the Club.
