Premium Account and Team Leader

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

The Carlton Football Club’s Premium Account and Team Lead is responsible for generating the maximum number of membership sales whilst helping build the strongest possible connection with its members. In addition to membership team leadership and sales responsibilities, this role is also accountable for the account management and delivery of the Carltonians Coterie Group, a long-established premium membership product.

Reporting to the Membership Sales Manager, you will be responsible for the acquisition and ultimately the overall growth of the club’s membership numbers and revenue. You will hold the accountability, with key stakeholders, to create and execute all plans with a sales and service focus, driving the team’s performance and coaching team members as required. Paramount to the success of this role will be the proven ability to lead and motivate the team to deliver on targets and KPIs, whilst creating an energetic sales environment and culture.

This role also includes acting as the primary point of contact for Carltonians members, managing relationships, coordinating communications, and ensuring the delivery of a high-quality match day and event experience that reflects the prestige and expectations of the group. This component of the role is critical in driving retention, satisfaction and long-term engagement within the Club’s premium membership portfolio.

Key Responsibilities

• Lead the sales team, with the support of the Membership Sales Manager.
• Proactively sell Carlton membership products to existing new members.
• Strive for daily / weekly and monthly sales targets.
• Process new memberships and renewals through the memberships database (Archtics).
• Undertake outbound member sales calls to unrenewed members, prospects, and sales calls to upgrade membership packages.
• Actively identify upsell opportunities for members.
• Strive to exceed the customer’s expectations, where the standards and level of service received exceed what the customer could reasonably define as normal or expected.
• Ensure all inbound phone calls and emails are answered efficiently and call wait times are minimal.
• Oversee the accuracy of all personal details, ensuring that all data is entered correctly and accurately into the database.
• Generate a vibrant sales culture in line with best practice through a collaborative and positive leadership style.
• Encourage and support high performance and provide feedback on a regular basis.
• Along with the Membership Sales Manager, assist with recruitment of new staff in Sales team as required.
• Implement and manage the execution of sales plans within the membership team
• Generate membership leads using the existing database, referrals, and other relevant campaigns to meet sales targets.
• Achieve personal and pre-determined sales targets in line with campaign planning.
• Gather data through ticketing agencies and club events ensuring maximum conversion to membership.
• Execute tailored offers to follow up the sales of match day ticket sales
• Serve as the primary contact for Carlton Football Club’s longstanding Coterie members.
• Handle invoicing for guest pass purchases and manage feedback.
• Coordinate table and membership enquiries.
• Act as the liaison between Coterie members and internal departments such as Sponsorship and Commercial Events.

Experience, Skills and Attributes

• Relevant tertiary qualifications in Sports management and/or minimum of two years’ experience in managing or leading high-performing teams
• 1-2 years demonstrated sales experience, preferably in sporting, retail or health club sales.
• Previous experience leading a team (preferably within a sales or membership environment)
• Natural ability to build positive, respectful and collaborative relationships.
• Ability to coach a high performance sales teams and provide feedback to help others operate at their best in a supportive and encouraging environment.
• A strong sales and customer service background.
• Thrives in a team environment where collaboration and support of team members is valued.
• Operates with integrity in all dealings.
• Presents with a positive and professional impact.
• Warm, friendly and enjoys working with others.
• Consistently approachable and has well developed listening skills.
• Takes a natural interest in others, and is supportive and encouraging.
• Enjoys working in a high performance environment.
• A clear eye for detail, operating with high standards and thoroughness.
• Understanding of or an interest in AFL.
• Previous experience with Archtics (CRM system) would be seen as an advantage, but is not mandatory.
• Working knowledge of Microsoft office – Including Word, Excel and Outlook.

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 5:00pm Friday 20 February 2026.

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.