Senior Revenue Management Analyst

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 Senior Revenue Management Analyst is responsible for shaping and implementing the Revenue Management strategy for the route(s) and/or market(s) they are assigned, making data driven decisions combined with feedback and observed experiences about where and when to offer Advance fares, to provide great value tickets to our customers.  The role holder will work with large data sets to continually review our strategies and sales to optimise revenue, while considering overall network customer and demand impacts including ensuring we provide long term customer value.    

The role will be varied with a number of regular tasks and a mix of projects or short term focus areas, while also learning through dedicated training to keep abreast of industry and Revenue Management developments.  The individual will seek and consider regular feedback from various stakeholders, including our front-line teams.  This ground-level understanding helps shape strategies that better serve customers, making train travel by SWR more accessible and enjoyable for all.  

The role holder will regularly provide reports to internal and external stakeholders, including collating and presenting results and opportunities in co-ordination with the Revenue Management Team Manager.    

In this role, regular collaboration with other members of the Revenue Management and wider commercial teams will be part of the routine.  A self-starter who likes to challenge the norms and seeks opportunities to enhance processes or propositions is important; by staying attuned to changing customer and business needs and preferences, the Senior Revenue Management analyst will help SWR continually improve its fare and service proposition, making train travel an increasingly attractive option for people to come together and enjoy life's experiences. 

Your main responsibilities will be:

• Shape and implement SWR's Revenue Management strategy on all assigned routes or markets according to boundaries agreed with the Revenue Management Team Manager, in order to maximise long term total farebox revenue while considering capacity and customer needs, working effectively with the wider team 
• Track and monitor performance of routes, markets, services and other appropriate segmentation against forecasts to support decision making on changes to short or long term strategies 
• Regularly work through established Revenue Management analysis, processes and practices to implement strategies which seek to achieve journey and revenue growth forecasts
• Work collaboratively with all Revenue Management team colleagues, ensuring appropriate urgency and prioritisation of a wide reach of tasks and projects related to Revenue Management strategy, reporting, systems and stakeholder engagement
• Work closely with the Inventory Controller to understand and apply changes to availability and pricing due to short or long term timetable or capacity changes
• Ensure the Revenue Management Analyst has a thorough understanding of your strategies, routes and markets to enable support and intervention during times of absence or for other purposes 
• Undertake appropriate trials and other actions to understand and develop changes to Revenue Management strategies, seeking to constantly evolve and respond to customer, market and industry trends 
• 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
• Develop and deliver dedicated reporting and results for your assigned routes and markets in collaboration with the Revenue Management Team Manager, to include consistency with other Senior Revenue Management Analysts, including four-weekly reports to be prepared for Senior Leadership and other stakeholders
• Identify opportunities 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 wider Commercial Development Team or other stakeholders where appropriate
• Regularly liaise with Marketing colleagues to ensure that all product availability for advertising and promotional purposes meets all necessary compliance requirements (e.g. ASA) for the routes and markets you are assigned.  Collaborate regularly to ensure opportunities are identified and proposed to deliver improved overall revenue performance through marketing activity where appropriate
• Ensure successful delivery of any Business Plan Commitments related to Revenue Management where related to your assigned routes or markets
• As required engage in any other wider Owning Group, RDG, GBR, DfT and other industry initiatives or projects to enhance our overall Revenue Management capability, systems and processes
• Regularly engage with front line staff at locations across the SWR network including Guards, Revenue Protection and Ticket Office staff, to build a clear understanding of challenges, issues and ideas in relation to Revenue Management and ticketing
• 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:

• Minimum 2 years previous Yield or Revenue Management experience in any industry. 

• Numerate and logical, with good analytical, strong attention to detail and problem-solving skills. 

• Ability to grasp & learn new complex bespoke systems in relation to Revenue Management. 

• Expert user of Excel. 

• Highly adaptable to deliver effectively across a range of competing tasks, enjoys delivering outside traditional Revenue Management Analyst responsibilities. 

• 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 to a wide range of stakeholders. 

• Competent user of MS Word, MS PowerPoint and MS Teams. 

• Good understanding of impact of price on levels of demand across various markets. 

• Drive for continuous improvement and ability to challenge the status quo and obtain buy-in for innovative ideas. 

• Welcomes changes to strategy, processes or policies where beneficial to business needs. 

• Ability to communicate and clearly explain complex concepts to a variety of audiences. 

• Willingness to travel across the SWR network to engage with and learn from front line staff. 

Desirable

• Knowledge of SWR network, products, retailing and passenger markets. 

• Understanding of UK Rail Industry ticketing structure. 

• Rail Industry Revenue Management or Pricing experience. 

• Basic SQL knowledge or experience. 

• Degree in numerical or business discipline. 

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/