Senior Value Proposition Manager (B2C) in London

Collinson is the global, privately-owned company dedicated to helping the world to travel with ease and confidence. The group offers a unique blend of industry and sector specialists who together provide market-leading airport experiences, loyalty and customer engagement, and insurance solutions for over 400 million consumers. Collinson is the operator of Priority Pass, the world’s original and leading airport experiences programme. Travellers can access a network of 1,500+ lounges and travel experiences, including dining, retail, sleep and spa, in over 650 airports in 148 countries, helping to elevate the journey into something special.

We work with the world’s leading payment networks, over 1,400 banks, 90 airlines and 20 hotel groups worldwide. We have been bringing innovation to the market since inception – from launching the first independent global VIP lounge access Programme, Priority Pass to being the first to sell direct travel insurance in the UK through Columbus Direct and creating the first loyalty agency of its kind in the travel sector with ICLP. Today we still invest heavily in innovation to ensure that we continue to deliver superior customer experiences.

Key clients include Mastercard, American Express, Cathay Pacific, British Airways, LATAM, Flying Blue, Accor, EasyJet, HSBC, Chase, HDFC. Our mission is focused on doing good beyond profit, which for us means we seek out opportunities for our people to share in our success and that we give back to the communities and people within which we work. Never short of ambition, the success of our business is delivered through the diverse and talented team of over 2,200 global colleagues.

Purpose of the job

As Senior Product Propositions Manager - B2C (Retail), you will play a key role in shaping and delivering compelling direct-to-consumer propositions, including Priority Pass. Working closely with the Head of Value Proposition - B2C (Retail), you will own end-to-end proposition development for targeted initiatives and lead defined workstreams within larger, more complex propositions. You will translate the B2C strategy and consumer insight into executable propositions spanning membership, benefits, pricing and packaging, customer journeys, and go-to-market plans.

In collaboration with the proposition team and finance, you’ll also have responsibility for the commercial performance of the B2C channel, including forecasting, monitoring budget against actual performance, and understanding the key revenue and cost drivers within the P&L. You’ll identify emerging risks and opportunities and lead cross-functional interventions to improve overall financial performance.

Key Responsibilities

• Shape and deliver B2C retail propositions that meet the needs of current and future consumer segments, differentiate Collinson in the market and contribute to sustainable revenue and profit growth.
• Own proposition development from insight and concept through business case, validation, launch, evaluation and optimisation for targeted initiatives; lead defined workstreams within larger strategic propositions.
• Build a deep understanding of consumer needs, behaviours, motivations and pain points by partnering with Research, Analytics and Customer teams, and convert insight into clear proposition choices and investment recommendations.
• Define the proposition for each initiative, including target audience, customer problem, value exchange, benefits, membership or offer structure, pricing, customer journey, commercial model, product-market fit tests and go-to-market approach.
• Develop robust business cases and financial models, clearly articulating customer value, revenue and margin potential, costs, risks, dependencies and expected benefits; remain accountable for the assumptions and benefits realisation of owned initiatives.
• Define and own proposition KPIs and success measures, including revenue, margin, customer lifetime value, engagement, retention, churn, customer satisfaction and operational metrics.
• Monitor proposition and launch performance using qualitative and quantitative evidence; identify root causes, recommend interventions and drive ongoing test-and-learn optimisation.
• Provide evidence-led inputs to the B2C proposition roadmap and prioritisation process, making clear recommendations and trade-offs across customer value, commercial return, delivery effort and strategic fit.
• Lead cross-functional collaboration across Product Management, Design, Engineering, Marketing, Growth, Commercial, Finance, Partnerships, Operations, Customer Support, Legal and Compliance, ensuring clear outcomes, decisions, dependencies and launch readiness.
• Act as a consumer and market advocate, maintaining a strong view of B2C retail, membership and subscription trends, competitor activity, consumer expectations and emerging technologies in travel and adjacent sectors.
• Build strong relationships and influence senior stakeholders, champion the proposition vision, mentor colleagues where appropriate and contribute to consistent best practice across the Value Proposition function.

Knowledge, skills and experience required

• 5 to 7 years of experience in product proposition, product strategy, growth, consulting or commercial planning roles, ideally within B2C retail, e-commerce, subscription, membership, travel or other global direct-to-consumer businesses.
• Demonstrated success taking consumer propositions from insight and concept through validation, launch and optimisation, with clear accountability for customer and commercial outcomes.
• Strong consumer proposition skills, including segmentation, needs analysis, proposition design, concept testing and translating insight into a differentiated customer offer.
• Commercial acumen with experience of pricing, business case development, financial modelling, managing a P&L and delivering against revenue, margin and profitability targets.
• Proven ability to define and own KPIs, interpret qualitative and quantitative data, and use experimentation and performance insight to make decisions and improve results.
• Experience of leading regular commercial performance reviews, interpreting data into meaningful insights for senior stakeholders.
• Experience shaping go-to-market and lifecycle activity across digital retail journeys, working closely with Product, Marketing, Growth, Sales or channel teams.
• Skilled at understanding and balancing customer behaviour and business performance.
• Excellent with data, business models and digital product development.
• Strong communication, storytelling and influencing skills, with experience aligning diverse cross-functional teams and engaging senior stakeholders.
• Effective at managing multiple complex workstreams, dependencies and trade-offs in a fast-moving, ambiguous and matrixed environment.
• Experience mentoring or coaching others is desirable; experience in global or multi-market propositions and knowledge of travel, loyalty or airport experiences would be advantageous.

Collinson is an equal opportunity employer and welcomes differences in all their forms including: colour, race, ethnicity, gender identity, sexual orientation, neurodivergence, family status, age, individuals with disabilities and people from all backgrounds, cultures and experiences as we strongly believe this contributes to our on-going success. We are focused on continually evolving our purpose driven, high performing culture, providing an environment where our people have the opportunity to achieve their full potential and do interesting and meaningful work. Our company values are: Take Action, Do the right thing, One team and Be insight led. These help guide everything we do internally in terms of how we think, act and interact, right through to how we deliver value to our customers and clients.

In your application, please feel free to note which pronouns you use (For example - she/her/hers, he/him/his, they/them/theirs, etc). If you need any extra support throughout the interview process, then please email us at ukrecruitment@collinsongroup.com