Commercial Partnerships Lead (Contractor)

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    "jobOpeningName": "Commercial Partnerships Lead (Contractor)",
    "departmentLabel": "Sport for Development (S4D)",
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    "datePosted": "2026-02-23",
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    "description": "<p><span style=\"color: rgb(0, 0, 0); font-size: 18pt\"><span style=\"font-weight: bold\">1. CONTEXT</span></span></p>\n<p><span style=\"color: rgb(0, 0, 0)\">ChildFund Rugby is World Rugby’s global Social Impact Partner with designated rights across Rugby World Cup 2027 and 2029.</span></p>\n<p><br></p>\n<p><span style=\"color: rgb(0, 0, 0)\">Following completion of formal commercial valuation and packaging architecture developed by sector specialists, ChildFund Rugby now seeks a senior commercial partnerships professional to execute deliberate commercial growth.</span></p>\n<p><br></p>\n<p><span style=\"color: rgb(0, 0, 0)\">The role is to:</span></p>\n<ul>\n<li><span style=\"color: rgb(0, 0, 0)\">Take a defined commercial product to market.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Build and manage a disciplined, value-aligned pipeline.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Engage senior brand decision-makers.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Convert multi-year commercial partnerships aligned to agreed valuation parameters.</span></li>\n</ul>\n<p><br></p>\n<p><span style=\"color: rgb(0, 0, 0)\">This is not a strategy development or advisory role. Commercial architecture, pricing guardrails and core sales materials will be established prior to appointment.</span></p>\n<p><br></p>\n<p><span style=\"color: rgb(0, 0, 0)\">This is an accountable, revenue-generating mandate focused on execution and negotiation in the lead-up to Rugby World Cup 2027.</span></p>\n<p><br></p>\n<p><span style=\"color: rgb(0, 0, 0)\">ChildFund Rugby’s Sport for Development products are proven, with signed commercial agreements, including multi-year partnerships, and active brand discussions already underway. The Commercial Partnerships Lead will step into a commercially primed environment, leveraging established delivery capability, World Rugby designation and the Rugby World Cup 2027 market window to translate existing momentum into scaled, contracted revenue.</span></p>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 24pt\"><br></span></p>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 18pt\"><span style=\"font-weight: bold\">2. PURPOSE OF THE ROLE </span></span></p>\n<p><span style=\"color: rgb(0, 0, 0)\">To lead and execute the commercial go-to-market strategy for ChildFund Rugby, securing multi-year commercial investment aligned to:</span></p>\n<ul>\n<li><span style=\"color: rgb(0, 0, 0)\">Agreed valuation thresholds.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Defined partnership tier architecture.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Category and exclusivity assumptions.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Governance requirements within the ChildFund Rugby and World Rugby ecosystem.</span></li>\n</ul>\n<p><br></p>\n<p><span style=\"color: rgb(0, 0, 0)\">The appointed individual will:</span></p>\n<ul>\n<li><span style=\"color: rgb(0, 0, 0)\">Own active pipeline development and prioritisation.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Drive structured negotiations through to close.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Provide disciplined forecasting and reporting.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Operate within agreed pricing floors and commercial guardrails.</span></li>\n</ul>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 24pt\"><br></span></p>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 18pt\"><span style=\"font-weight: bold\">3. SCOPE OF SERVICES</span></span></p>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 14pt\"><span style=\"font-weight: bold\">A. Market Engagement and Prospecting</span></span></p>\n<p><span style=\"color: rgb(0, 0, 0)\">Building on the category strategy and named prospect universe developed during the Commercial Strategy phase, the Commercial Partnerships Lead will:</span></p>\n<ul>\n<li><span style=\"color: rgb(0, 0, 0)\">Refine and prioritise named brand targets.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Develop relationship mapping and outreach sequencing.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Initiate and lead outreach to senior decision-makers.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Secure and progress structured commercial meetings.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Qualify prospects against agreed criteria.</span></li>\n</ul>\n<p><span style=\"color: rgb(0, 0, 0)\">The role is responsible for activation and conversion, not redesign of commercial architecture.</span></p>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 14pt\"><br></span></p>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 14pt\"><span style=\"font-weight: bold\">B. Pipeline Development and Management</span></span></p>\n<ul>\n<li><span style=\"color: rgb(0, 0, 0)\">Establish and maintain a transparent pipeline tracker.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Define clear stages, probabilities and revenue forecasts.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Ensure qualification criteria are consistently applied.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Provide monthly written pipeline updates.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Align weekly with ChildFund Rugby leadership on progress, risks and prioritisation.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Escalate structural barriers early.</span></li>\n</ul>\n<p><br></p>\n<p><span style=\"color: rgb(0, 0, 0)\">A qualified prospect is defined as:</span></p>\n<ul>\n<li><span style=\"color: rgb(0, 0, 0)\">Confirmed category fit.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Senior decision-maker engagement achieved.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Budget authority or influence identified.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Confirmed interest in a specific Sport for Development product offering.</span></li>\n</ul>\n<p><br></p>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 14pt\"><span style=\"font-weight: bold\">C. Commercial Leadership and Negotiation</span></span></p>\n<ul>\n<li><span style=\"color: rgb(0, 0, 0)\">Lead commercial conversations at CMO, Brand Director and CSR Director level, engaging Co-Directors as needed.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Tailor proposals within agreed packaging architecture.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Develop bespoke partnership concepts where required, within defined guardrails.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Lead commercial structuring, value trade-offs and negotiation strategy.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Protect minimum pricing thresholds unless formally approved by ChildFund Rugby leadership.</span></li>\n</ul>\n<p><br></p>\n<p><span style=\"color: rgb(0, 0, 0)\">The Commercial Partnerships Lead may refine presentation and emphasis but may not materially alter valuation floors, tier structure or exclusivity positioning without approval. </span><br></p>\n<p><br></p>\n<p><span style=\"font-size: 14pt\"><span style=\"font-weight: bold\">D. Conversion and Deal Closure</span></span></p>\n<ul>\n<li><span>Drive prospects through internal approval cycles.</span></li>\n<li><span>Support term sheet development and contract negotiation.</span></li>\n<li><span>Secure signed multi-year partnership agreements.</span></li>\n<li><span>Ensure agreements reflect approved asset allocation and delivery assumptions</span></li>\n</ul>\n<p><br></p>\n<p><span style=\"color: rgb(0, 0, 0)\">Following contract execution, responsibility for ongoing partnership management and delivery will transition to ChildFund Rugby’s internal team. The Commercial Partnerships Lead’s mandate is focused on origination, negotiation and conversion rather than long-term account management.</span></p>\n<p><br></p>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 14pt\"><span style=\"font-weight: bold\">E. Governance &amp; Alignment</span></span></p>\n<ul>\n<li><span style=\"color: rgb(0, 0, 0)\">Operate in alignment with ChildFund Australia’s Corporate Engagement Policy.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Respect World Rugby rights, category protections and exclusivity structures.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Avoid duplication or confusion within the rights-holder ecosystem.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Escalate potential conflicts or sensitivities proactively.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Handover leads interested in supporting broader ChildFund business where appropriate.</span></li>\n</ul>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 24pt\"><br></span></p>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 18pt\"><span style=\"font-weight: bold\">4. DELIVERABLES &amp; MILESTONES</span></span></p>\n<p><span style=\"color: rgb(0, 0, 0); font-weight: bold\">Within first 90 days:</span></p>\n<p><span style=\"color: rgb(0, 0, 0)\">Building on the named prospect universe developed during the Commercial Strategy phase:</span></p>\n<ul>\n<li><span style=\"color: rgb(0, 0, 0)\">15–20 qualified prospects progressed into active commercial pipeline stages, each meeting agreed qualification criteria and evidence.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Minimum 5 prospects in structured commercial conversations.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">At least 2 progressed opportunities (budget discussion or concept refinement stage).</span></li>\n</ul>\n<p><br></p>\n<p><span style=\"color: rgb(0, 0, 0); font-weight: bold\">Within 6 months:</span></p>\n<ul>\n<li><span style=\"color: rgb(0, 0, 0)\">Minimum 1 late-stage negotiation underway.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Demonstrable pipeline depth and progression supporting a credible revenue conversion pathway aligned to agreed valuation thresholds.</span><br></li>\n</ul>\n<p><br></p>\n<p><span style=\"color: rgb(0, 0, 0); font-weight: bold\">Within 12 months:</span></p>\n<ul>\n<li><span style=\"color: rgb(0, 0, 0)\">At least one signed multi-year commercial partnership agreement.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Minimum two additional prospects in late-stage negotiation.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Combined value of signed and late-stage negotiations demonstrating a credible and evidenced pathway toward achieving the AUD 1.8 million base revenue target.</span></li>\n</ul>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 24pt\"><br></span></p>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 18pt\"><span style=\"font-weight: bold\">5. PROFILE REQUIRED</span></span></p>\n<p><span style=\"color: rgb(0, 0, 0)\">The successful individual must demonstrate:</span></p>\n<ul>\n<li><span style=\"color: rgb(0, 0, 0)\">Proven track record securing multi-year commercial partnerships at six- and seven-figure levels.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Direct access to senior brand decision-makers.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Experience selling rights-adjacent or impact-led propositions.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Comfort operating within complex governance ecosystems.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Strong commercial structuring and pricing discipline.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Disciplined pipeline forecasting and reporting capability.</span></li>\n</ul>\n<p><br></p>\n<p><span style=\"color: rgb(0, 0, 0); font-weight: bold\">Desirable:</span></p>\n<ul>\n<li><span style=\"color: rgb(0, 0, 0)\">Experience within rugby or comparable global sports ecosystems.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Experience operating alongside valuation or commercial strategy advisors.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Demonstrated understanding of impact-led commercial positioning.</span></li>\n</ul>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 24pt\"><br></span></p>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 18pt\"><span style=\"font-weight: bold\">6. ENGAGEMENT MODEL</span></span></p>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 12pt\"><span style=\"font-weight: bold\">Structure:</span></span></p>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 12pt\">The Commercial Partnerships Lead will be engaged on a fractional contract basis combining:</span></p>\n<ul>\n<li><span style=\"color: rgb(0, 0, 0); font-size: 12pt\">A monthly retainer, reflecting defined days per month and active pipeline management.</span></li>\n<li><span style=\"color: rgb(0, 0, 0); font-size: 12pt\">A revenue share on signed commercial agreements directly secured through their engagement.</span></li>\n</ul>\n<p><br></p>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 12pt\">Applicants are required to propose:</span></p>\n<ul>\n<li><span style=\"color: rgb(0, 0, 0); font-size: 12pt\">Expected retainer level and indicative days per month.</span></li>\n<li><span style=\"color: rgb(0, 0, 0); font-size: 12pt\">Proposed revenue share percentage applied to signed and contracted revenue.</span></li>\n</ul>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 12pt\"><br></span></p>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 12pt\"><span style=\"font-weight: bold\">Engagement Phasing:</span></span></p>\n<ul>\n<li><span style=\"color: oklab(0.303553 0.00292034 -0.0103036)\">The first 90 days will require increased intensity and higher day allocation.</span></li>\n<li>Engagement levels may adjust after this period based on pipeline progression and negotiation depth.</li>\n</ul>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 12pt\"><br></span></p>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 12pt\"><span style=\"font-weight: bold\">Principles:</span></span></p>\n<ul>\n<li><span style=\"color: rgb(0, 0, 0); font-size: 12pt\"><span style=\"color: oklab(0.303553 0.00292034 -0.0103036)\">Clear attribution rules and payment timing will be agreed in writing prior to commencement. </span></span></li>\n<li><span style=\"color: rgb(0, 0, 0); font-size: 12pt\"><span style=\"color: oklab(0.303553 0.00292034 -0.0103036)\">Engagement initially 6 months, renewable based on performance.</span></span></li>\n</ul>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 24pt\"><br></span></p>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 18pt\"><span style=\"font-weight: bold\">7. SUCCESS CRITERIA</span></span></p>\n<p><span style=\"color: rgb(0, 0, 0)\">Success will be measured by the Commercial Partnerships Lead’s ability to secure credible commercial positioning ahead of Rugby World Cup 2027 and convert that positioning into contracted revenue.</span></p>\n<p><br></p>\n<p><span style=\"color: rgb(0, 0, 0)\">Success is defined by:</span></p>\n<ul>\n<li><span style=\"color: rgb(0, 0, 0)\">Establishing meaningful market traction within 2026 brand planning cycles ahead of Rugby World Cup 2027.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Building and progressing a qualified pipeline aligned to agreed category strategy and valuation thresholds.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Securing senior-level brand engagement with decision-makers holding budget authority.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Advancing prospects into structured and advanced commercial discussions within defined timelines.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Converting negotiations into signed multi-year commercial partnerships.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Demonstrating a credible and evidenced pathway toward achieving base revenue targets.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Maintaining pricing discipline and adherence to agreed commercial guardrails.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Representing ChildFund Rugby professionally within the rugby and global rights-holder ecosystem.</span></li>\n</ul>\n<p><br></p>\n<p><span style=\"color: rgb(0, 0, 0)\">Activity alone does not constitute success. Pipeline volume without progression, or engagement without conversion potential, will not meet the mandate.</span></p>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 24pt\"><br></span></p>\n<p><span style=\"color: rgb(0, 0, 0); font-size: 18pt\"><span style=\"font-weight: bold\">8. <span style=\"font-size: 18pt\">WHAT THIS IS NOT</span></span></span></p>\n<ul>\n<li><span style=\"color: rgb(0, 0, 0)\">Not a commercial strategy design mandate.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Not a creative or campaign agency role.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Not a sponsorship broker operating without ownership of pipeline progression.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Not a commission-only speculative arrangement.</span></li>\n<li><span style=\"color: rgb(0, 0, 0)\">Not an opportunity to redesign agreed valuation, pricing floors or tier architecture.</span></li>\n</ul>\n<p><br></p>\n<p><span style=\"color: rgb(0, 0, 0)\">This is a senior, accountable commercial execution role focused on converting a defined Sport for Development commercial proposition, positioned within the broader Rugby World Cup 2027 market context, into multi-year contracted revenue.</span></p>\n<p><span style=\"font-size: 24pt\"><br></span></p>\n<p><span style=\"font-size: 18pt\"><span style=\"font-weight: bold\">9. APPLICATION INFORMATION</span></span></p>\n<p><span><span style=\"color: oklab(0.303553 0.00292034 -0.0103036)\">Applicants will be evaluated based on their CV and cover letter outlining relevant experience, including specific examples of six- or seven-figure commercial partnerships personally led and closed, the applicant’s role in securing them, the approximate partnership value, and the proposed fee structure (retainer and revenue share). </span></span><br></p>\n<p><span><br></span></p>\n<p><span><span style=\"color: oklab(0.303553 0.00292034 -0.0103036)\">Applicants without direct deal ownership experience will not be considered. </span></span><br></p>\n<p><span><br></span></p>\n<p><span><span style=\"color: oklab(0.303553 0.00292034 -0.0103036)\">To maintain a fair and structured recruitment process, ChildFund Rugby will only respond to questions submitted through the BambooHR platform. Direct outreach to staff members via email, LinkedIn, WhatsApp, or other channels regarding this role will not be responded to or considered part of the application process.</span></span></p>\n<p><br></p>\n<p><span><span style=\"color: oklab(0.303553 0.00292034 -0.0103036)\"><span style=\"font-weight: bold\">Application deadline: 3 June 2026</span></span></span></p>",
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