Head of Commercial

First Bus•Caledonia, MI

1d•Hybrid

About The Position

First Bus is a leading UK bus operator that embraces cutting-edge bus technology, from innovative mobile apps to environmentally friendly vehicles. They are passionate about delivering sustainable, comfortable, and efficient passenger journeys and are at the forefront of innovation in the public transport industry. This is a full-time, permanent, hybrid role requiring frequent travel, with the Head of Commercial for Regional Bus being accountable for regional commercial performance, local customer proposition, and balancing customer, financial, and stakeholder outcomes. The role focuses on executing market plans and driving performance and growth in collaboration with commercial colleagues, First Bus Centres of Excellence, and Regional Leadership Teams.

Requirements

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.

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.
Provide detailed trading performance updates to senior leadership, ensuring 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 (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 to create detailed market plans, and to align pricing requirements with the national framework.
Feed into Proposition roadmaps for digital, customer experience and D&A.
Support the Heads of Network to maximise route performance, ensuring stakeholder, political and customer requirements are represented.
Support Regional Directors (and their teams) with stakeholder engagement, owning all relationships that support the delivery of commercial objectives.
Collaborate with the Director of Commercial Delivery and Director of Network on commercial bids and contract renewals.
Engage with the First Bus ‘Business & Coach’ division to fulfil local contract and customer needs.
Partner with Service Delivery Directors and their teams to ensure that commercial and operational outcomes are aligned, and contractual commitments delivered.
Optimise funding and Concessionary Scheme outcomes.
Champion new ventures that drive ‘off bus’ and ancillary revenue.
Support with the running of pilots to test new initiatives to drive passenger volumes and revenue.
Support Regional Directors (and their teams) to navigate complex stakeholder and political environments, championing the optimal bus model for the market.
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.
Lead the Commercial Management/ Support Team where required (region-dependent).
Develop regional commercial capability and succession.
Act as the commercial ‘go to’ for the Regional Director and their leadership team.
Ensure consistent application of commercial standards and governance, adhering to the First Bus “Divisional Authorisation Policy.”