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Head of Revenue

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Emilia Kilburn

Senior Consultant
ek@newsomconsulting.co.uk

Head of Revenue

Competitive

Location: London, UK

Sector: Rail

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Description

A leading UK Train Operator has retained our services to recruit a Head of Revenue to lead revenue strategy and growth across the business. This role will shape commercial strategy, drive revenue performance, and lead the Revenue team to deliver results.

The ideal candidate will have strong experience in revenue management, pricing, and commercial strategy, with the ability to lead teams and influence stakeholders. Our client is seeking candidates from the rail or other transport sectors with proven success in yield-based pricing and ticketing, able to deliver strong commercial results.

The role is suited to someone already at the Head of Revenue level or in a senior commercial leadership position.

This is an exciting opportunity to take ownership of revenue growth at one of the UK’s largest train operators.

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Key Accountabilities

  • Develop revenue models to forecast passenger revenue, volume and yield by market for the company’s business planning and budgeting.
  • Monitor, analyse and report on passenger revenue, quantifying the causes of variance from budget, identifying and understanding key trends, and recommending management actions to improve performance.
  • Direct pricing and yield management strategies to maximise market opportunity and deliver on revenue targets, make best use of available capacity, manage demand and mitigate the risk of overcrowding.
  • Pursue commercial timetable development and capacity optimisation strategies both for the long-term strategic growth and short-term to maximise the revenue benefit from tactical event opportunities and minimise the customer and revenue impact of network engineering work.
  • Lead the revenue protection strategy to reduce ticketless travel and identify/address fraud, working in collaboration with the CEX directorate and frontline teams.
  • Integrate revenue management activity with the rest of the Commercial department, to ensure consistency with marketing and sales strategies.
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