Head of Commercial

Head of Commercial – Scotland and York

Full time permanent, hybrid role based at Glasgow or York depot with frequent travel required.

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, creating detailed market plans spanning a short‑to‑long‑term horizon to focus sustainable passenger and performance growth.
• Work closely with Centre of Excellence partners (such as Network, Marketing, Data & Analytics (D&A)) 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.
• Collaborate with the Director of Customer Proposition, Network heads and regional directors to align pricing, route performance and stakeholder engagement.
• Partner with the Director of Commercial Delivery and Director of Network on commercial bids, contract renewals and new ventures to drive off‑bus and ancillary revenue.
• Support Service Delivery Directors and their teams to align commercial and operational outcomes and deliver contractual commitments.
• Negotiate BSIP and other funding arrangements with Local and Combined Transport Authorities, ensuring proportionate returns from multi‑operator schemes and delivery of commitments.
• Develop partnerships with private sector companies to increase volumes and secure investment in initiatives that support modal shift.
• Lead the Regional Commercial Management/Support Team where required and develop regional commercial capability and succession.
• Ensure consistent application of commercial standards and governance, adhering to the First Bus “Divisional Authorisation Policy.”

Skills & Experience

• 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; confident negotiator.
• Strong understanding of network planning, pricing and bidding processes.
• Resilient and delivery focused.
• Ability to deliver performance through influence and collaboration.

Salary

Competitive plus up to 30% annual bonus.

Equal Opportunities

Public transport serves everyone, irrespective of differences. First Bus welcomes applications from all and has an inclusive organisation. We are an equal opportunities employer.

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