Ancillary Revenue Development Manager

National Express Group PLC
13 Mar 2018
12 Apr 2018
Contract Type
Full Time
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 more than 921 million journeys on our services in 2016.


We have an exciting opportunity to join our Business Development team as an Ancillary Revenue Development Manager! We are looking for an experienced and enthusiastic individual who is able to substantially grow the ancillary portfolio for the UK Coach Business through optimising the performance of existing ancillary products and services as well as defining, leading and delivering new products and services.

Key Accountabilities:

* Deliver a targeted upside in existing ancillary product performance, through delivery of a robust action plan of initiatives across the full spectrum of pricing, product development, marketing, merchandising and distribution changes
* Create a prioritised roadmap of new ancillary product development, factoring in a blended consideration of i) commercial impact, ii) customer appetite, iii) customer satisfaction benefit, iv) competitive advantage, v) customer segment/market growth potential
* Create clear and compelling businesses cases for any new products that require capital investment for sign off by the UK Coach Board
* Seek to conclude complimentary partnerships with 3rd party suppliers and providers, handling the full interaction through from initial approach, agreement of commercial terms and negotiation, then delivery of final output
* Work in conjunction with the customer insight team, to fully understand customer needs, behaviours and opinions, achieved through a mixture of customer surveys, focus groups and face-to- face site visits
* Ensure timely delivery of new ancillary products, per the stated pipeline timeframes, through influencing internal functions to share the same drive you have to deliver significant ancillary growth
* Regularly report on ancillary performance, to include historical trend analysis, as well as completion of all budget and forecast activity
* Work closely with the Service Delivery team, to ensure new developments are operationally achievable and well communicated, both to the customer, and the wider front line customer service teams
* Manage one direct report, a Commercial Analyst, who will provide detailed data analysis to support the prioritisation and businesses cases you will develop. In addition they will support the reporting and analysis of the performance of the ancillary product portfolio
* Benchmark the UK Coach ancillary portfolio versus key competitors in market, then ‘best in class’ in the wider transport/travel industry

Experience and Qualifications:

* Educated to degree level or similar
* Experience working within an ancillary revenue, commercial or retail role
* Proven experience working within a product or proposition development environment
* Travel or transport experience is an advantage
* Excellent numeracy skills
* Proficient in the use of Excel
* High attention to detail

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