Head of Commercials & Strategy

The Head of Commercials & Strategy is accountable for developing and converting XPRTX India’s commercial opportunities into contracted and collected revenue. The role leads commercial strategy, revenue architecture, rights and inventory development, pricing, sponsorship, strategic partnerships, hospitality, media-related opportunities, ticketing and other relevant revenue streams. This is a hands-on commercial position. The successful candidate must be able to develop the strategy, build the proposition, open doors, manage the pipeline, lead negotiations and close business. The role is not limited to commercial planning, relationship management or preparing presentations. Performance will be measured by the quality of the pipeline, revenue conversion, cash collection, retained commercial contribution and successful fulfilment of partner commitments.

• Commercial Strategy: Assess the commercial potential of XPRTX India’s projects; properties and client mandates. Develop practical commercial strategies; revenue models and go-to-market plans. Identify viable revenue opportunities across sponsorship; partnerships; hospitality; ticketing; media; content; experiences and other monetisable assets. Define target sectors; priority accounts; routes to market and commercial timelines. Establish pricing principles based on market evidence; rights value; audience potential and delivery costs. Ensure commercial plans reflect the approved rights; mandate; budget and delivery capacity of each project.
• Rights Inventory and Propositions: Develop clear rights and commercial inventory for each approved opportunity. Structure sponsorship and partnership packages that provide measurable value to both parties. Create tailored commercial propositions for priority brands; agencies and strategic partners. Work with Marketing and Communications to produce sales materials; audience narratives; case studies and partner-facing content. Ensure exclusivity; category protection; usage rights; benefits and fulfilment obligations are clearly defined.
• Business Development and Sales: Build and maintain a qualified commercial pipeline. Identify and approach brands; agencies; sponsors; broadcasters; venues; hospitality partners and other relevant organisations. Secure meetings with appropriate decision-makers. Lead presentations; proposals; negotiations and commercial discussions. Move opportunities through defined sales stages with clear next actions and expected decision dates. Convert qualified opportunities into properly approved and contracted business. Maintain active involvement in revenue-generation activities while complementing the contributions of agencies; networks and junior team members.
• Negotiation Contracting and Collections: Lead commercial negotiations within approved pricing and authority limits. Work with legal and finance support to convert agreed terms into clear contracts. Ensure contracts accurately record rights; deliverables; payment schedules; approvals and obligations. Maintain visibility of invoicing; payment deadlines and outstanding collections. Support the recovery of overdue payments and resolve commercial matters affecting collection. Record revenue in line with formally signed agreements while continuing to develop prospective business through the appropriate channels.
• Account and Partner Management: Maintain senior relationships with clients; sponsors; agencies and strategic partners. Ensure confirmed commitments are handed over clearly to the project-delivery and marketing teams. Monitor partner satisfaction and the delivery of contracted rights. Identify renewal; expansion and cross-portfolio opportunities. Proactively identify and resolve commercial concerns to support smooth delivery; protect the organisation’s reputation and facilitate timely payment. Build long-term relationships while maintaining appropriate pricing discipline and protecting commercial value.
• Revenue Planning and Reporting: Set and maintain commercial targets; pipeline requirements and revenue forecasts. Report separately on qualified pipeline; proposals; contracted revenue; invoiced revenue and collected cash. Monitor conversion rates; sales-cycle length; revenue mix and forecast accuracy. Build long-term relationships while maintaining appropriate pricing discipline and ensuring each opportunity delivers sustainable commercial value. Identify revenue risks; dependencies and required leadership decisions early. Maintain accurate and current commercial information in the approved CRM and reporting systems.
• Cross-Functional Delivery: Work with Marketing and Communications to support audience growth; demand generation and partner value. Work with the Senior Project Manager to confirm that commercial commitments are affordable; scheduled and deliverable. Work with finance support on pricing; invoicing; collections; cash flow and commercial reporting. Participate in project governance; commercial reviews and readiness assessments. Ensure commercial decisions support long-term brand value and successful project delivery.

• Has personally originated; negotiated and closed meaningful commercial partnerships.
• Can demonstrate revenue secured and collected through direct commercial involvement.
• Combines commercial strategy with active business development and sales execution.
• Maintains strong relationships across relevant brands; agencies and commercial decision-makers in India.
• Understands sponsorship rights; inventory; pricing; fulfilment and partner value.
• Can build commercial propositions from early-stage concepts and developing properties.
• Is commercially ambitious while remaining disciplined about what can be sold and delivered.
• Understands the relationship between headline revenue; cash collection and retained contribution.
• Operates effectively within a lean commercial structure and remains personally involved in revenue generation.
• Maintains accurate commercial records and applies disciplined pipeline and relationship management.
• Communicates confidently with founders; clients; brands; agencies and delivery teams.
• Adapts effectively to changing priorities within a developing organisation.
• Is comfortable with regular in-person client and partner engagement as well as travel and on-site project requirements.
• Maintains involvement across the commercial lifecycle from initial opportunity through contracting; collection and fulfilment.

• Approximately 10 or more years of progressive experience in commercial partnerships; sponsorship or business development.
• Relevant experience in sports; entertainment; media; live events; hospitality; consumer experiences; rights holders or commercial agencies.
• Demonstrated success securing high-value sponsorships; partnerships or comparable commercial agreements.
• Experience developing revenue models; rights inventories; pricing frameworks and partnership propositions.
• Strong negotiation and financial skills with effective presentation and stakeholder management.
• Experience managing commercial pipelines; forecasts; contracts and collections.
• An established network across Indian brands; agencies; sponsors; media organisations and strategic partners is strongly preferred.
• Bachelor’s degree or equivalent professional experience in business; commerce; marketing; sports management or a related field.
• An MBA or relevant commercial qualification is advantageous but not essential.

This role offers the opportunity to grow with XPRTX as the Commercial function expands and to take on broader leadership responsibilities across markets and properties.

Join XPRTX to lead commercial growth across sports and events while shaping the India Commercial function. The role offers direct exposure to high-impact sports; events; and experience properties and the opportunity to build strong market relationships and a growing commercial team.