CONSUMER SALES AND GROWTH MANAGER

Employment Type: Permanent, Full Time

Location: IKON Park 400 Royal Parade, Carlton North VIC 3054

Key Points:

Work within a high-performance environment

Join a highly collaborative team

Be part of an inclusive and welcoming culture

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.

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

Club members are a significant part of all AFL and AFLW clubs and are critical in building sustainable Club success. Our members are at the heart of the reason Carlton exists. This is best encapsulated in the Club purpose which is ensuring a united, inclusive and values led club that achieves on and off field success and ignites a sense of passion, pride and belonging for members, supporters and stakeholders.

The Consumer Sales and Growth Manager is a critical leadership role within Carlton’s Consumer Business team, responsible for driving ambitious membership volume and revenue targets across all sales channels. This role leads the Club’s end-to-end membership acquisition and retention strategy – combining mass market management, data-driven campaign execution, team leadership, and a relentless focus on converting Carlton's lapsed members back into active, renewing fans, while simultaneously growing its new member base. This role requires a commercially minded, growth-oriented leader who can operate at both a strategic and operational level, managing a high-performing sales team including an outbound call centre function

Key Responsibilities

•  Lead, coach and develop a high-performing consumer sales team, including your direct reports and the outbound call centre function, to achieve volume and revenue targets
• Manage call centre operations end-to-end, including rostering, scripting, training, quality assurance, and outbound performance
• Work with the Club’s marketing function to develop and execute a comprehensive membership sales strategy across mass, direct, digital, and outbound channels, with clear messaging that is aligned to sales objectives and audience segmentation.
• Manage Carlton’s lapsed member reactivation program, developing tailored approaches for differing cohorts based on tenure, product type, and engagement signals
• Build and execute new member acquisition strategies, targeting untapped audience segments, with a particular focus on converting Carlton’s large supporter base into members
• Lead innovation in product positioning & sales mechanics
• Leverage the Club’s CRM capability to produce data insights, automated journeys, and audience segmentation and personalisation
•  Set and track conversion rate targets for both renewing and new member streams, continuously iterating based on performance data
• In conjunction with the Club’s Finance and Data team, you will work collaboratively on annual membership pricing, ongoing sales and volume forecasting against KPI’s, providing regular updates to the Head of Consumer
• Identify and escalate any risks to membership targets early, with proposed mitigating actions to the Head of Consumer
• Manage the sales cost budget, including outbound resourcing, technology costs, and campaign spending
• Collaborate with the Consumer team including Membership Operations, Member Experience, Retail and Licensing, and Carlton College of Sport, to ensure sales activity is integrated and considered against the broader member lifecycle
• Build strong relationships with key internal and external stakeholders including AFL, ticketing and technology partners, the broader Consumer Business leadership team and Club departments.

Experience, Skills and Attributes

• Demonstrated experience in a senior sales leadership role within a consumer-facing, high-volume environment (sport, media, subscription, retail, or similar)
• Proven track record of delivering against ambitious sales volume and revenue targets across multiple channels
• Experience managing and developing outbound sales teams, including call centre operations
• Strong commercial acumen with the ability to interpret data, identify trends, and translate insights into sales action
• Experience designing and executing lapsed member reactivation or customer win-back programs at scale
• Familiarity with CRM platforms (Salesforce, EngageRM, or similar) and marketing automation tools
• Experience working with call centre technology and outbound platforms
• Sound knowledge of Microsoft Office applications, particularly Excel, for forecasting, reporting, and pipeline management
• Demonstrated ability to lead, develop, and retain an engaged, high-performing team
• Experience setting clear performance expectations, providing regular feedback, and coaching team members to reach their potential
• Excellent communication skills with the ability to work collaboratively across teams and stakeholders
• Energetic and passionate about growing Carlton’s membership base and connecting with the Club’s supporter community
• Highly self-motivated and results-driven, with the ability to operate both strategically and operationally
• Growth mindset with a commitment to continuous improvement, innovation, and testing new approaches
• A natural leader who brings the best out of others and creates an environment where people feel supported, valued, and motivated to perform
• Resilient and adaptable, with the ability to manage competing priorities and perform under pressure
• Tertiary qualification in business, commerce, marketing, or a related field (desirable)
• Relevant industry experience may be considered in lieu of formal qualifications
• AFL or broader sports/entertainment membership or ticketing experience (desirable)
• Working Match Day requirements, including evenings, weekends and Public Holidays
• Valid Victorian Working with Children Check
• National Police Check
• Driver’s License

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 General Manager – Consumer Business by 11:55pm Sunday 3 May 2026, noting that suitable candidates may be contacted sooner.

Applications can be submitted via the portal linked below: Portal Link: https://employmenthero.com/jobs/organisations/carlton-football-club-ltd-kzwms/

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.