Commercial Director

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Emilia Kilburn

Research & Delivery Consultant
ek@newsomconsulting.co.uk

Commercial Director

Sector: Rail

Location: London

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Description

A leading UK train operating company has retained our services to recruit a Commercial Director. As a key part of the leadership team, this role's primary objective is to maximise revenue through the development and execution of a comprehensive commercial strategy while leading the commercial team.

This is an exciting opportunity to lead and shape the commercial strategy and function of one of the UK’s leading Train Operators. The ideal candidate will have excellent analytical skills, with a strong background in yield management, pricing, and revenue optimisation, along with a solid understanding of highly regulated markets.

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Responsibilities

  • Develop and implement commercial strategies aligned with the company’s vision, mission, strategy, and values to maximise revenue across passenger services and ancillary streams, such as property, advertising, and parking.
  • Drive initiatives to win customers, grow passenger demand at peak but mostly off-peak across the network
  • Optimise yield management, pricing and fares strategies and promotions/discounts.
  • Drive innovation in product & service offerings to meet changing market demands
  • Maximise the efficiency of retail channels by accelerating the transition towards digital, strengthening sales channels, developing partnerships with third-party retailers and developing the future of ticket office
  • Accelerate the development of ancillary revenue and maximise the monetisation of all assets
  • Monitor and analyse market trends, passenger behaviours and competition to identify revenue opportunities

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Responsibilities

  • Strong understanding of commercial strategies, fares and yield management, ticketing & retail systems, within a transport or service-based environment
  • Expertise in revenue forecasting, revenue analysis and financial planning/reporting
  • Knowledge of key third-party retailers
  • Thorough understanding of customer market segmentation and customer expectations
  • Awareness of technological advancements in the rail sector, including digital ticketing, online sales platforms, and customer-facing innovations.
  • Knowledge of CRM (Customer Relationship Management) systems and trends.
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