Head of Commercial

Mill Lane, Digbeth

Job Details


UK Head Office - Head Office

Contract Type


Working Pattern

Full Time


£Competitive + bonus

Closing Date

27/06/2021 16:00

Join us on the Journey...

National Express Group is a leading public transport operator with bus, coach and rail services in the UK, Continental Europe, North Africa, North America and the Middle East. Passengers made 939 million journeys on our services in 2019.

We have an exciting opportunity for a Head of Commercial of our UK Bus division, a business with revenues of around £250 million and over 5,000 employees. The Head of Commercial will maximise revenue through pricing management strategies in a multi-channel environment, providing expert insight and direction to key functions that support this objective e.g. network planning, customer experience, operations, finance, sales and marketing.

As the successful candidate, you will be educated to degree level, ideally in a commercial, mathematical, statistical or scientific discipline and have extensive experience of pricing and revenue management techniques in fast paced consumer markets and competitive environments, along with leading and managing a team in a results oriented environment, against challenging deadlines & deliverables. You will be a Logical thinker with excellent attention to detail and a passion to create usable statistical information using various data analysis tools, whilst having the ability to communicate complex issues clearly, with strength of character to challenge and influence.

What you'll do...

  • Develop and implement effective pricing strategies to ensure maximum ticket revenue is achieved across all channels
  • Design and develop strategies to support our concessionary fares and carry out negotiations with stakeholder authorities
  • Review route profitability and develop strategies and initiatives to improve the portfolio and maximise conversion
  • On behalf of the commercial team, lead any specification and implementation of changes to systems enablers (fares management system, revenue management system, ticketing, web development, competitor fare monitoring) that will improve revenue generation and maximise conversion
  • Develop and monitor changes to channel pricing that recognise elasticities in those channels and buyer behaviour (propensity to switch and to up-trade to sticker/loyal products)
  • Attend trading review meetings, providing analysis and recommendations on pricing and marketing to support requirements, to meet or exceed forecast
  • Ensure that the RMS is maintained satisfactorily to enable accurate forecasts and reporting to be generated. Identify opportunities for the systems to be further developed, working with the supplier
  • Organise and deliver analytical capability and capacity to the business to facilitate decision support for daily trading, network planning, marketing/CRM, channel strategies on a systematic and ad hoc basis
  • Develop the skill levels of team members, making sure they have full awareness of new competitors, schedule changes, pricing changes and any events/disruption which could result in revenue opportunities
  • Develop and manage effective team structures and processes to achieve revenue targets and manage appraisal and career development processes
  • Develop annual revenue budgets and phasing with the support of the Finance function
  • Deliver strategic business updates, commercial priorities and recommendations etc. in presentations to senior stakeholders
  • Liaise with relevant internal departments, including Marketing, Business Development and PR, to develop awareness of revenue management and relay requirements, communicate commercial priorities and recommend changes that will upgrade our revenue management capability


In return, we offer a wide range of benefits such as...

  • Free travel for you and your partner
  • Company pension
  • Access to NX Health Bus
  • Employee Assistance Programme
  • Variety of deals and discounts available through NX online portal


Things to note...

National Express has a very high focus on health and safety and as a result operates a strict Drugs and Alcohol Policy which is applicable to all employees.

Drug and Alcohol testing is completed as part of the assessment process as well as random checks during employment according to the policy.

You may also have experience in the following ...

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If the above sounds like a next step in your career, follow our online application process to express your interest! If you have any queries or wish to discuss any aspects of the role, please email recruitment@nationalexpress.com.



Your place in our world

Commercial Director
Head of Commercial