Head Of Commercial

Job title:  Head of Commercial

Hours:  full-time (Monday to Friday 9-5 with occasional evening and weekend work)

Reports to:  Director

Direct reports:  Venue hire/Events/Shop/Cafe

Salary:  FTE £50,000 per annum

Responsible for:  Retail and Commercial Manager/Café/Shop/events/venue hire

Location:  The Lightbox, Chobham Road, Woking GU21 4AA (hybrid working possible).

About the Role

This new and vital role is a fantastic opportunity for a sales-driven individual with a clear track record of generating income via events, venue hire, retail and our food and beverage offer.

We are looking for a highly motivated collaborative and organised individual to drive sales and commercial activities of The Lightbox. Working closely with our Director, Head of Development & Communications and Finance Manager you will be responsible for leading and driving the commercial income generation at The Lightbox.

You will be motivated by ambitious income targets, you will devised deliver and manage a robust commercial income generation strategy, sales, events, venue hire and commercial events, working with our onsite café provider and commercial partnership opportunities.

You will be joining the organisation at a moment of pivotal change as public funding opportunities are reducing, we are looking to grow this area of our work to ensure our sustainability and funds are directly invested back into the charitable work of The Lightbox.

You will be accustomed to working under pressure, with a small and committed team. This is a fantastic opportunity to lead, shape and make your mark on an award-winning arts organisation that is undergoing change.

The Head of Commercial is a senior member of the team, working with the Director to set and deliver the commercial strategy aligned to the organisational strategy, identifying and delivering on opportunities to generate additional income growth.

You will have an entrepreneurial and collaborative approach, and be a fantastic communicator, skilled in connecting with people at all levels within the organisation and with a wide range of audiences including volunteers, staff, artists, communities, corporate hires/partners, and work towards generating income.

About The Lightbox

'The Lightbox is a living embodiment of what a museum today should be – dedicated to serving its local community, with excellent exhibitions, collections and programmes, all bringing important social and economic benefits to the area. 

Art Fund has recognised excellence at The Lightbox since it opened, from awarding it the prestigious Art Fund Prize - now Museum of the Year, the world’s largest museum prize - in recognition of its role as a beacon for the local community, to securing an important collection of contemporary sculptures for the gallery. Recently, we have supported The Lightbox’s community work which ensures the widest possible range of audiences have access to art and culture.'

Jenny Waldman, Director Art Fund 2024

The Lightbox is one of the South-East’s leading charitable arts and heritage organisations. In 2023, we were awarded Arts Council England National Portfolio Funding which is in place until 2027. We opened in 2007, the purpose-built contemporary gallery and museum was designed by Marks Barfield Architects and is one of the most exciting cultural spaces in the SE of England.  In 2023 The Lightbox lost core funding from Woking Borough Council and has secured emergency funding from National Lottery Heritage Fund (NLHF), Woking Borough Council through UKSPF funding and Surrey County Council to develop a new model for a commercially sustainable organisation.

The Lightbox works with artists, residents, and community groups to create a place for people to experience art heritage and creativity. We work in partnership with schools, colleges, and communities to ensure that arts and culture are central to Woking, Surrey and inextricably linked to the cultural ecology and economy of the region.

Strategic

The Head of Commercial will:

• Devise, deliver and manage robust income generation within the organisational strategy with an initial focus on venue hires, and commercial events and developing retail offer and sales on site
• Work closely with our onsite café provider to ensure we are maximising footfall and becoming a town centre destination.
• Develop commercial partnership opportunities.
• Lead and manage the commercial offer to build on the high standards of the LBX and continuously improve our visitor experiences.
• Work closely with the Head of Development and Communications to provide an entrepreneurial and innovative commercial programme of events that support our charitable objectives
• Prepare and provide accurate and timely management information for senior leadership and Board meetings
• Ensure a commitment to continuous improvement across all commercial activities through feedback, evaluation, commercial awareness and personal and team development

Retail

The Head of Commercial will grow the income generation potential of our retail offer by working with the Retail Manager to develop;

• building relationships with both established and emerging artists and designers, locally, regionally and nationally, to create exciting and unique retail opportunities to make the Lightbox a destination for buying their work.
• Work closely with the Retail Manager and to develop the retail offer that is exciting, unique and affordable to our customers with unique items at every price point, considering pop up and themed offers
• Work closely with Retail Manager to create visual merchandising plans to attract visitors to the retail offer
• Ensure the Retail Manager and Front of House team provide exemplary customer service to all visitors.
• Work with the Director and Finance Manager to set stretching targets for retail sales, with clear plans for success.
• Maximize the opportunities for linking retail sales with events and programmes at the Lightbox.

Events and venue hire

• Build on the existing list and identify new corporate, private and community targets for events and venue hire Develop the proposition and pricing for venue hire opportunities
• Work with the Head of Development & Communications to establish how to promote events and venue hire, using website and own channels.
• Resource and deliver high quality events which generate maximum income and raise the profile of the Lightbox
• Lead on the development of The Lightbox’s hires offer to increase income and deliver outstanding customer service and experience.
• Develop a network of freelancers and suppliers to support in delivering high quality events
• Identify opportunities for partnership working internally and externally

  Café

• Ensure the café offer is well promoted and maximise profit from the commercial café partnership ensuring objectives and agreed contractual obligations are upheld, development business partnership to improve financial performance for both stakeholders and ensure audience engagement is enhanced through an engaging and accessible café offer.
• Identify other food and beverage opportunities at the Lightbox, considering pop up offers at events, other partnerships to maximise space and food and beverage sales.

Leadership

• Collaborate as part of the Senior Management Team to create and deliver a strong commercial offer to complement the creative programmes at the Lightbox, building our visitor numbers and working in close partnership with the Head of Development and Communications.  Ensure that our offer is appropriate with quality and cost.
• Work closely with the Front of House Team to enhance the visitor experience through excellent customer service, to reach new audiences and encourage repeat visitors.
• Lead by example with resourced teams of volunteers, staff and freelancers

Partnerships

Develop and nurture existing partnerships and cultivate new relationships locally, regionally and nationally to build opportunities for income generation.

People management

• Provide supportive, inspirational leadership to our team by leading by example
• Ensure our team are empowered to achieve their objectives through effective communication and sharing of key information
• Carry out annual performance appraisals and identify training and development needs arising
• Support with recruitment of new members to the team as required

Budget management

• Work with the Director, Finance Manager to set annual budgets and review.
• Ensure that effective records of income and expenditure are maintained and readily available for management reporting
• Prepare, with the Finance Manager, regular reports, forecasts and analysis for Senior Leadership meetings, Board reports and Annual Reports and filing of accounts.

Managing relationships

Ensure you and our team build strong and productive relationships across staff and volunteers to deliver against commercial income targets.

Key external relationships

• Stretched and Fired (café provider) Venue Hires Corporate and Commercial businesses Artists and makers Community groups

Key internal relationships

• Trustee Board members Senior leadership team Staff and Volunteers Commercial and Event Manager

General

• Attend events at The Lightbox and externally to represent the gallery as required to build relationships with key external stakeholders. Weekend and evening work will be required for which time off in lieu will be offered Undertake any other duties as reasonably required by the Director

Person Specification

Essential Skills and Attributes

• Track record of driving sales and developing income generation strategies
• Experience of identifying opportunities for venue hire and forging strong relationships
• Experience of managing supplier relations to create good profitable partnerships
• Experience of managing a retail proposition in an arts organisation or equivalent
• Experience in the creative and/or commercial sector.
• Experience of producing and managing events
• Experience of managing budgets, investment and profit margins
• Management experience of staff and freelance contracts
• A creative flexible approach, self-motivated and willing to work flexible hours as required. Experience of multi-tasking and an ability to prioritise and plan
• Excellent IT skills excel/outlook
• Experience of CRM systems and ability to update records and derive insights from systems
• Demonstrable network of clients, partnerships and experience of managing venue hires
• Ability to work as part of small team and forge mutually respectful and effective working relationships with a diverse group of personalities.
• Excellent verbal and written communication skills with meticulous attention to detail
• Interest in contemporary art, contemporary culture and heritage

Other terms and benefits

Probation period: 3 months

Notice Period: 3 months (probation notice period is one month)

Benefits: 33 days of annual leave inclusive of UK bank  holidays. Employers’ pension contribution of 5% Employee Assistance Programme (clarify on employment or after probation).

The Lightbox are committed to a positive workplace culture based on Equality, Diversity and Inclusion and this includes our recruitment process. Flexible working will be considered for the successful candidate. If you have any specific adjustments you may require to help you access either the application process or at interview, or you have a detailed access rider, please contact Rebecca Labram our retained HR consultant, for support at the email address shown.