Revenue Optimisation Manager

Who are we?

South Western Railway (SWR) operates over 1,500 services each weekday across the network and employs more than 5,000 people. We provide easy and convenient mobility, connecting people and communities in South West London, southern counties of England, and the Isle of Wight.

Join our team and help us continue to bring people together to get the most out of life.

About the job:

The Revenue Optimisation Manager will lead and develop the Revenue Management Team and be responsible for optimising revenue and capacity across Revenue Managed routes of the South Western Railway network, leading the shaping and implementation of suitable Revenue Management strategies which meet the business goals and offer fares which balance customer and commercial needs.

Strategies will be developed in collaboration with the Senior Commercial Development Manager to ensure they meet the policies and goals of the wider business and industry.  

The postholder will support the Senior Commercial Development Manager in championing SWR at an industry level, be a key stakeholder to support development and improvements to Revenue Management tools, including Revenue Management systems and data. 

The role holder will be the primary owner of regular Revenue Management reporting to ensure key stakeholders are kept informed of revenue performance and ongoing actions within the team, including presenting to Senior Leaders.   They will also work closely with the Pricing, Marketing and Retail Teams.

Your main responsibilities will be:

• Provide guidance and support to five team members, including (Senior) Revenue Management Analysts and Inventory Controller, encouraging collaboration and professional development within the team. This will include conducting regular 1-1s, setting appropriate objectives, conducting performance reviews, and providing feedback on development areas through regular discussion
• Foster a working environment that encourages challenge, collaboration, accountability and inclusivity, ensuring team members to take ownership of their plans and responsibilities and communicate changes as they arise
• Develop Revenue Management strategies that support revenue growth and demand management, ensuring optimisation across all routes led by data and insights, in agreement with the Senior Commercial Development Manager;
• Monitor performance of all Products available for Revenue Managed Markets against Budget and Forecast, provide insights and analysis to explain periods or under or over-performance
• Lead and approve appropriate Revenue Management trials and other actions to understand and develop changes to strategies, seeking to constantly evolve and respond to customer, market and industry trends
• Conduct regular market reviews with the Senior Commercial Development Manager and Senior Revenue Management Analysts to inform and propose changes to long term strategies
• Work with the Revenue and Data teams to ensure data and reporting  requirements are met, to maximise the performance of the Revenue Management Team, including championing for appropriate development of available systems and data
• Set appropriate boundaries for the Revenue Management Analysts to ensure all pricing changes implemented align with business rules
• Implement appropriate processes and procedures for (Senior) Revenue Management Analysts to adapt strategies further or quickly put in place mitigation plans to address any competitor, threats, reputational or compliance impacts or shortfalls created by other causes in coordination with the Senior Commercial Development Manager or other stakeholders where appropriate
• Ensure Inventory Controller places all SWR train services on sale in a timely manner as required by the business or industry, including informing all required internal and external stakeholders
• Ensure Inventory Controller delivers appropriate schedule and train formation change information, following collaboration with the Train Planning Unit, to Revenue Management Analysts in a timely manner in order to inform changes to Revenue Management strategies
• Develop and deliver dedicated reporting for SWR's Revenue Management approach and results in collaboration with the Senior Commercial Development Manager, including four-weekly reports to be prepared for Senior Leadership 
• Working with the Senior Commercial Development Manager and Pricing Manager, regularly review and propose changes to Advance Purchase products and fares to meet business goals
• Lead regular team meetings with all Revenue Management team members to keep the Senior Commercial Development Manager and Head of Revenue & Commercial Strategy informed of recent performance and current priorities
• Work collaboratively across the wider Commercial Team to ensure appropriate urgency and prioritisation of wide reach of tasks and projects related to Revenue Management strategy, reporting, systems and stakeholder engagement is maintained
• Ensure all commitments made to the Business or DfT in relation to Revenue Management are delivered and reported on as set out in the Annual Business Plan or other approved Business Case
• Build and maintain strong relationships with system suppliers to support appropriate development, feedback, training and delivery of Revenue Management and reporting systems is achieved for SWR's business needs in collaboration with the Revenue Management Team Manager
• Regularly liaise with Marketing colleagues to ensure that all product availability for advertising and promotional purposes meets all necessary compliance requirements (e.g. ASA).  Collaborate regularly to ensure opportunities are identified and proposed to deliver improved overall revenue performance through marketing activity where appropriate
• As required engage in any other wider Owning Group, RDG, GBRTT, DfT and other industry initiatives and projects to enhance our overall Revenue Management capability, systems and processes, championing for the overall benefit of SWR
• Engage with colleagues from across the business to ensure awareness of appropriate activities in the Revenue Management Team, actively seeking feedback to improve processes, policies and communication, including front line staff and management at locations across the SWR network, Customer Service Centre and Revenue Protection
• To assist with the implementation and management of any other aspects of Revenue Management as and when required.

As a minimum, you will need to have:

• Commercially minded with strong understanding of the need to balance competing factors when making business decisions, ability to make informed efficient and effective decisions.
• Ability to grow a team to deliver positive outputs through encouraging and nurturing collaboration and development.
• Form strong relationships with a wide range of stakeholders to positively engage and build trust in your team.
• Minimum 3 years previous Yield or Revenue Management experience, with thorough understanding of Revenue Management practices and applications.
• Thorough understanding of impact of price on levels of demand across various markets.
• Numerate, with good analytical, strong attention to detail and problem-solving skills.
• Highly adaptable to deliver effectively across a range of competing tasks and responsibilities, takes responsibility for own actions with excellent communication skills.
• Ability to work using own initiative and judgement, but also works collaboratively across teams to deliver best outcome for team and business.
• Confidence to present, communicate and clearly explain complex concepts to a wide range of audiences, including senior stakeholders.
• Drive for continuous improvement, ability to challenge the status quo.
• Develops positive business cases for delivering new products, processes or other solutions and ability to achieve buy-in across a range of competing stakeholders.
• Welcomes changes to strategy, processes or policies where beneficial to business needs.
• Intermediate user of MS Excel.
• Competent user of MS Word, MS PowerPoint and MS Teams.  
• Willingness to travel across the SWR network to engage and learn from variety of staff or stakeholders.

Desirable

• Experience of leading a team.
• 5 or more years Revenue Management Experience from any industry.
• Rail Revenue Management Experience.
• Knowledge of SWR network, products, retailing and passenger markets.
• Advanced user of MS Excel.
• Understanding of UK Rail Industry ticketing structure and regulation.

Working Pattern

Working an average of 37 hours per week over 5 days

Monday – Friday, 09:00-17:00

The Reward:

In return we offer a competitive salary and a variety of valuable benefits, including:

• Free duty and leisure travel on SWR services for employee
• Free leisure travel for spouse/partner and dependants (criteria dependant)
• 75% discount on many other train operating companies
• Full training and support with development
• Excellent pension scheme

We all belong at SWR. Our vision is to provide an inclusive environment for all colleagues, ensuring all candidates have an equal opportunity to access meaningful employment.

We value our differences such as age, gender, LGBTQIA+, ethnicity, religion, and disability. We maintain a zero tolerance towards any form of prejudice towards our colleagues, customers, and future talent.

We celebrate and encourage diversity of thought, progressive ways of working and seeing all our colleagues grow and thrive.

If you require additional support to complete your application due to a disability or neurodivergent condition, for example, dyslexia, dyspraxia, or autism, please follow the links below.  We encourage you to share any additional needs you may require so we can provide a fair and equal process for all who apply.

https://exceptionalindividuals.com/neurodiversity/

https://www.healthassured.org/blog/neurodiversity/