Commercial Growth Manager - Ancillary Revenue

Southeastern Railway; Greater London; Hybrid; GBP 85,000 - 120,000; Full time

Job summary

Southeastern Railway Inc. is seeking a Commercial Growth Manager - Ancillary Revenue based at our Head Office in London Bridge. This hybrid role focuses on growing non-fare income from car parking, advertising, retail tenancies and wider estate, while ensuring contracts are well governed and compliant.

You will manage ancillary revenue contracts, unlock new opportunities, protect existing income and work with suppliers, Network Rail and internal teams to deliver sustained revenue growth.

Qualifications

• Entrepreneurial mindset to identify new revenue opportunities and drive growth.
• Strong supplier management to hold partners to targets and deliver value.
• Experience with governance, risk controls and contract oversight.
• Ability to turn data into actionable insights for revenue optimisation.
• Negotiation skills to secure favorable terms and drive continuous improvement.

Responsibilities

• Develop and deliver the Ancillary Revenue Strategy aligned to the Delivery Plan.
• Grow revenue across car parks, advertising, retail tenancies and other ancillary streams.
• Identify and implement new revenue initiatives with solid business cases.
• Manage ancillary revenue contracts to maximise value and reduce leakage.
• Lead supplier performance management, including reviews and negotiations.
• Advise on tender evaluations, contract awards, changes and disputes.
• Oversee invoicing, forecasting, financial reporting and performance analysis.
• Manage commercial, financial, legal, operational and reputational risks with governance.
• Ensure suppliers meet standards and work safely on Southern sites.
• Track market trends, customer needs and best practice to find opportunities.
• Collaborate with Network Rail on station parking for staff and contractors.
• Build relationships across operational, property, finance, procurement, marketing, sustainability and community rail teams.

Skills

Entrepreneurial mindset

Supplier management

Governance

Data analytics

Negotiation

Job description

Job Introduction

Are you looking for a career where you can make a real impact on business growth?

Job Introduction

Are you looking for a career where you can make a real impact on business growth? We are seeking a Commercial Growth Manager - Ancillary Revenue to join our team based from our Head Office in London Bridge (hybrid working). As our Commercial Growth Manager in our Ancillary Revenue team, you will grow the income we earn beyond ticket sales, from car parking and advertising to retail tenancies and the wider estate. You will manage our ancillary revenue contracts and make sure our suppliers deliver on their targets and commitments. You will find new opportunities; protect the income we already have and keep our contracts well governed and compliant. Working closely with colleagues, suppliers and Network Rail, you will use data and strong relationships to unlock lasting revenue growth.

What You’ll Do

• Develop and deliver the Ancillary Revenue Strategy, aligned to our annual Delivery Plan, to grow non-fare revenue and reduce net subsidy
• Grow revenue across car parks, advertising, retail tenancies and other ancillary income streams
• Identify and implement new revenue initiatives, with strong business cases to support investment
• Manage our ancillary revenue contracts to maximise value, reduce revenue leakage and keep services running
• Lead supplier performance management, including reviews, targets, negotiations and continuous improvement
• Advise on tender evaluations, contract awards, contract changes and disputes
• Oversee invoicing, forecasting, financial reporting and performance analysis across the portfolio
• Manage commercial, financial, legal, operational and reputational risks, with the right governance and escalation
• Make sure suppliers meet required standards and work safely on Southern sites
• Track market trends, customer needs and best practice to find new opportunities
• Work with Network Rail, including on station parking for its staff and contractors
• Build strong relationships across operational, property, finance, procurement, marketing, sustainability and community rail teams

The Experience You’ll Need

To be considered for this role we recommend you demonstrate the below in your application;

• You think like an entrepreneur You will manage our ancillary businesses to drive growth and deliver against ambitious revenue targets
• You make suppliers deliver You hold suppliers to account and make sure we get the value we pay for
• You steer contracts from start to finish Confident with mobilisation, governance, change, renewal and exit
• You turn data into insight You use KPIs and performance data to fix issues and find opportunities
• You make the numbers work You scrutinise invoices, challenge assumptions and secure value for money???