At a Glance
- Tasks: Lead regional commercial performance and drive growth through innovative market plans.
- Company: Join a dynamic transport company focused on enhancing customer experience.
- Benefits: Competitive salary, up to 30% annual bonus, and hybrid working options.
- Other info: Opportunity for career advancement in a supportive and engaging environment.
- Why this job: Make a real impact in the transport sector while collaborating with diverse teams.
- Qualifications: Senior commercial leadership experience and strong analytical skills required.
The predicted salary is between 60000 - 78000 € per year.
We have a fantastic opportunity for a Head of Commercial – Scotland and York, to join our Commercial team on a full-time permanent basis. This is a hybrid role with frequent travel required. The Head of Commercial for Regional Bus is the single point of accountability for regional commercial performance. Responsible for commercial results and the local customer proposition, they balance customer, financial, and stakeholder outcomes.
The role focuses on executing market plans, working closely with commercial colleagues, First Bus Centres of Excellence, and Regional Leadership Teams to drive performance and growth.
Key Responsibilities- Accountable for all lines of regional revenue performance, covering volumes, yield and ancillary income.
- Deeply understand the levers that drive revenue performance in the local market, from national and local funding and multi-operator schemes, to on-bus passenger performance and ancillary revenue.
- Own the commercial inputs into the regional budgeting and forecasting processes.
- With support from Commercial Analysts, provide detailed trading performance updates to senior leadership, and ensure data becomes insight that translates to recommendations for improvement.
- Tailor the Regional Bus customer proposition to the local audience, to create detailed market plans spanning a short to long-term horizon.
- Work closely with Centre of Excellence partners (such as Network, Marketing, Data & Analytics) to execute these plans.
- Make informed trade-offs between stakeholder, customer and shareholder requirements.
- Balance short- and long-term revenue delivery, operational deliverability versus commercial return, and local- and national strategy.
- Working with the Director of Customer Proposition to create detailed market plans, and to align pricing requirements with the national framework.
- Supporting the Heads of Network to maximise route performance, ensuring stakeholder, political and customer requirements are represented.
- Supporting Regional Directors (and their teams) with stakeholder engagement, owning all relationships that support the delivery of commercial objectives.
- Collaborating with the Director of Commercial Delivery and Director of Network on commercial bids and contract renewals.
- Partnering with Service Delivery Directors and their teams to ensure that commercial and operational outcomes are aligned, and contractual commitments delivered.
- Championing new ventures that drive 'off bus' and ancillary revenue.
- Support Regional Directors (and their teams) to navigate complex stakeholder and political environments.
- Successfully negotiate BSIP (and other) funding arrangements with Local and Combined Transport Authorities.
- Ensure proportionate returns from multi-operator schemes, and the delivery of commitments within Enhanced Partnership agreements.
- Develop partnerships with Private Sector companies to increase volumes and/or secure investment in initiatives that could support modal shift.
- Where required (region-dependent), lead the Commercial Management/Support Team; Develop regional commercial capability and succession.
- Act as the commercial 'go to' for the Regional Director and their leadership team.
- Give focus as much to 'how we do things' as to 'what we do;' Build lasting rapport and engagement with colleagues and partners.
- Ensure consistent application of commercial standards and governance, adhering to the First Bus 'Divisional Authorisation Policy'.
- Senior commercial leadership experience in a multi-site structure.
- Highly analytical, with demonstrable experience in budgeting, forecasting and cost-benefit analysis.
- Ability to move between horizon-level planning and intricate, immediate decision-making.
- Demonstrated ability to prioritise and provide clear direction, and to make progressive and pragmatic decisions in complex environments.
- Solid stakeholder and relationship management; A confident negotiator.
- Strong understanding of network planning, pricing and bidding processes.
- Resilient and delivery focused.
- Able to deliver performance through influence and collaboration.
Salary - competitive, plus up to 30% annual bonus.
Head of Commercial in Edinburgh employer: First Bus
As the Head of Commercial for Scotland and York, you will join a dynamic team that values collaboration, innovation, and growth. Our hybrid work model promotes flexibility, while our commitment to employee development ensures you have ample opportunities to enhance your skills and advance your career. With competitive salaries and performance bonuses, we strive to create a rewarding work environment that prioritises both personal and professional success.
StudySmarter Expert Advice🤫
We think this is how you could land Head of Commercial in Edinburgh
✨Tip Number 1
Network like a pro! Attend industry events, webinars, and local meetups to connect with people in the commercial sector. You never know who might have the inside scoop on job openings or can put in a good word for you.
✨Tip Number 2
Show off your skills! Prepare a portfolio or case studies that highlight your achievements in commercial performance. When you get the chance to chat with potential employers, share these insights to demonstrate your value.
✨Tip Number 3
Be proactive! Don’t just wait for job postings; reach out directly to companies you admire. Express your interest in their work and ask if they have any upcoming opportunities. It shows initiative and can set you apart from other candidates.
✨Tip Number 4
Apply through our website! We’ve got a streamlined application process that makes it easy for you to showcase your skills. Plus, it helps us keep track of your application better, so don’t miss out!
We think you need these skills to ace Head of Commercial in Edinburgh
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter to highlight your relevant experience for the Head of Commercial role. We want to see how your skills align with our needs, so don’t hold back on showcasing your commercial achievements!
Showcase Your Analytical Skills:Since this role is all about driving performance through data, be sure to include examples of your analytical prowess. We love seeing how you've used data to make informed decisions in past roles, so let us know how you’ve turned insights into action!
Highlight Collaboration Experience:Collaboration is key in this position, so share instances where you've successfully worked with various teams or stakeholders. We’re looking for someone who can build relationships and drive results, so give us the scoop on your teamwork successes!
Apply Through Our Website:We encourage you to apply directly through our website for a smoother application process. It’s the best way for us to receive your application and ensures you don’t miss out on any important updates from our team!
How to prepare for a job interview at First Bus
✨Know Your Numbers
As the Head of Commercial, you'll need to demonstrate a strong grasp of regional revenue performance. Brush up on key metrics like volumes, yield, and ancillary income. Be ready to discuss how you've used data to drive commercial decisions in the past.
✨Tailor Your Approach
This role requires a deep understanding of local markets. Prepare to share examples of how you've tailored customer propositions to meet specific audience needs. Think about market plans you've executed and the results they achieved.
✨Showcase Collaboration Skills
Collaboration is key in this position. Be prepared to discuss how you've worked with various teams, such as marketing and operations, to achieve commercial objectives. Highlight any successful partnerships you've developed that led to improved performance.
✨Demonstrate Leadership Capability
As a senior leader, you’ll need to show your ability to lead and develop teams. Share experiences where you've built rapport and engaged colleagues to drive results. Discuss your approach to fostering a culture of collaboration and accountability within your team.
