Commercial Development Manager
Description
ISP Commercial Development Manager Role Profile
Purpose of Role
The Commercial Development Manager supports the Regional Head of FP&A and is responsible for designing, launching, and scaling non-tuition revenue products across the region.
This will be achieved through increased utilisation of facilities during and out of school hours, as well as enhancing and improving the financial operations and governance of the school environment.
The role takes a product and business development approach owning initiatives end-to-end, from market research and concept design through pricing, launch, and replication across schools.
The Commercial Development Manager partners closely with Heads of School and central teams to commercialise school assets and capabilities (e.g. facilities, programmes, partnerships) in a way that enhances engagement, enrolments, and long-term profitability, while remaining aligned with ISP’s educational values.
ISP Principles
Begin with our children and students. Our children and students are at the heart of what we do. Simply, their success is our success. Wellbeing and safety are both essential for learners and learning. Therefore, we are consistent in identifying potential safeguarding and Health & Safety issues and acting and following up on all concerns appropriately.
Treat everyone with care and respect. We look after one another, embrace similarities and differences and promote the well-being of self and others.
Operate effectively. We focus relentlessly on the things that are most important and will make the most difference. We apply school policies and procedures and embody the shared ideas of our community.
Are financially responsible. We make financial choices carefully based on the needs of the children, students and our schools.
Learn continuously. Getting better is what drives us. We positively engage with personal and professional development and school improvement.
ISP Key Responsibilities
Product & Revenue Development
- Own a portfolio of non-tuition revenue products, each with clear objectives, pricing, and performance metrics (mini P&Ls).
- Research market demand and define scalable offerings such as:
- Summer camps and holiday programmes
- Facility rentals
- Third-party partnerships (e.g. YMCA-style agreements)
- Other ancillary revenue models suitable for replication
- Define value propositions, pricing structures, and commercial terms for each offering.
- Build business cases and assess ROI prior to launch.
Launch & Scaling
- Lead the launch and go-to-market of new commercial offerings in partnership with Marketing and School Leadership.
- Identify successful pilots within individual schools and scale what works across the region, leveraging what is already in place and those that work best.
- Develop playbooks, frameworks, and templates to enable consistent rollout across schools.
Stakeholder & School Partnership
- Own the annual regional ancillary revenue plan, aligned to defined product lines rather than individual events.
- Deliver against a defined regional revenue target and track performance at product level.
- Produce monthly impact and performance reports, highlighting scalability and improvement opportunities.
- Establish processes to track performance of partners and providers, including contract renewals and sourcing new partners where required.
Collaboration
- Work cross-functionally with Facilities, Marketing, Finance, and Operations to operationalise delivery once products are defined.
- Ensure initiatives are compliant with safeguarding, health & safety, and ISP governance standards.
Skills, Qualifications and Experience
Essential/Strongly Preferred
- Experience in product management, product launch, or business development, ideally in services, education, leisure, or facilities-based environments.
- Proven ability to own initiatives end-to-end, including concept design, pricing, launch, and performance tracking.
- Strong commercial and financial acumen, with experience building business cases and managing ROI.
- Experience partnering with senior stakeholders, (Heads of School or equivalent leadership roles.)
- Ability to balance strategic thinking with hands-on execution.
- Strong stakeholder engagement, influencing, and negotiation skills.
- Comfortable working in a large, multinational, matrix organisation.
- High pace, urgency, adaptability, and focus on deciscive action.
Preferred
- Experience commercialising facilities, programmes, or partnerships.
- Exposure to education, community, sports, or cultural organisations
- Experience scaling or replicating successful models across multiple sites or regions.
Attributes:
- Product-led and commercially curious
- Confident partner to senior education leaders
- Comfortable with ambiguity and building from first principles
- Strategic thinker with strong execution discipline
- Able to travel regularly within the region
- Flexible, resilient, and outcomes-focused
ISP Commitment to Safeguarding Principles
ISP is committed to safeguarding and promoting the welfare of children and young people and expects all staff and volunteers to share this commitment.
All post holders are subject to appropriate vetting procedures, including an online due diligence search, references and satisfactory Criminal Background Checks or equivalent covering the previous 10 years’ employment history.
ISP Commitment to Diversity, Equity, Inclusion, and Belonging
ISP is committed to strengthening our inclusive culture by identifying, hiring, developing, and retaining high-performing teammates regardless of gender, ethnicity, sexual orientation and gender expression, age, disability status, neurodivergence, socio-economic background or other demographic characteristics. Candidates who share our vision and principles and are interested in contributing to the success of ISP through this role are strongly encouraged to apply.