Head Of Revenue Optimisation

London North Eastern Railway; Greater London; Hybrid; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Free travel on LNER

75% off other companies’ tickets

Generous pension scheme

Training opportunities

Job summary

London North Eastern Railway (LNER) is recruiting a Head of Revenue Optimisation to lead fares reform, pricing and revenue management. Reporting to the Commercial Director, you will ensure passenger revenue targets are met through demand optimisation, capacity balancing and a cutting‑edge revenue management strategy aligned with the Business Plan.

You will develop new commercial systems, grow ancillary revenue, present proposals to stakeholders, and build a high‑performing revenue team while

Qualifications

• Senior-level strategic commercial experience in a customer-focused organisation.
• Detailed knowledge of revenue management principles and systems.
• Proven track record of developing and implementing pricing strategies that drive results.
• Strong leadership with experience managing large teams and cross-functional collaboration.

Responsibilities

• Produce accurate and actionable analyses of revenue performance and take action to improve outcomes.
• Lead from a Commercial perspective to support timetable strategy and growth opportunities.
• Deliver the Fares Reform programme with engagement from internal and external stakeholders.
• Grow ancillary revenue and align revenue management with the broader business plan.
• Develop and deploy revenue management systems and ensure effective governance across the function.

Skills

Strategic commercial leadership

Revenue management systems

Pricing strategies

Stakeholder engagement

Analytics & forecasting

Tools

Revenue management software

Job description

Please note, this is a fixed term position for 12 months

Great journeys start with great people
Here at LNER, we're shaping the future of rail on one of the UK's most iconic routes. From our high-speed Azuma fleet, redefining long-distance travel, to our next generation of trains, Serenza, this is a moment of real transformation for LNER. We're investing in cutting-edge technology, sustainability, and most importantly our people, to deliver outstanding experiences for our customers. There has never been a more exciting time to grow your career with LNER!

So, what exactly does our Head of Revenue Optimisation do?
Are you an experienced commercial leader who has a passion for transforming rail through fares reform, pricing and revenue management? If so, then we may have just the opportunity for you, as we're looking for a Head of Revenue Optimisation to join our Commercial team.

Reporting into our Commercial Director, you will be responsible for ensuring that we meet our passenger revenue targets through the effective optimisation of demand, that balances capacity on our trains with pricing and sophisticated revenue management, and through aligning our revenue management strategy with our future Business Plan ambitions. Ultimately, you'll be key in supporting our Commercial Mission to get as many people as possible to travel with LNER, to travel more often and to spend more when they do.

With direct responsibility for our revenue management, ancillary and fares reform strategy, you'll need to develop fares that meet current and future customer needs and meet stretching company passenger revenue targets. Alongside this you'll also be responsible for continuing to grow our ancillary revenue stream to add value to the customers travel experience with LNER, and present these proposals to key stake holders to secure timely approval. In addition to this, you'll generate accurate demand forecasts designed to provide informed and insightful intelligence to the team, facilitating effective business planning decisions. This will involve utilising the most appropriate models, tools and processes to predict the impact of all relevant factors such as the wider economic environment and competitor activity.

You'll also be involved in;

• Producing accurate and insightful analysis of revenue performance on an ongoing basis, taking action to address shortfalls or enhance an already strong performance.
• Leading from a Commercial perspective, in supporting, guiding, shaping and aligning future timetable strategy and decision making to growth opportunities
• Taking accountability for the development and successful trial and delivery of our Fares Reform programme including engagement and collaboration with both internal and external stakeholders.
• Evolving and growing our ancillary revenue proposition to generate additional revenue in addition to the train fare itself
• Ensuring the revenue team is appropriately skilled and trained, fostering high levels of commitment and motivation.
• Developing increased levels of accountability within the Revenue Growth Managers through coaching and development.
• Establishing and maintaining productive relationships with key Leadership colleagues, industry and suppliers with proactive fostering of cross-functional working practices to meet wider company objectives.
• Championing the importance of effective revenue management strategies and policies to all levels internally, highlighting the commercial and operational benefits.
• Leading the business requirements and specification, for new commercial systems – specifically a new Revenue Management system for LNER and the wider industry.

What you'llneed
As a key role in the senior leadership team, you'll need to have demonstrable evidence of working at a senior level and be comfortable in a high-profile role. You'll also need;

• Previous strategic commercial experience at senior level in a customer focused organisation.
• Detailed knowledge and experience of revenue management systems and processes as well as core revenue management principles.
• Proven experience in developing and implementing pricing strategies that deliver results.
• Highly numerate with excellent analytical skills (a degree in a numerate subject would be desirable).
• Strong leadership skills with experience of managing a large team of high-performing, skilled individuals.
• Proven track record of building effective cross functional working relationships.
• Strong business acumen and strategic vision, combined with good understanding of the marketing mix.
• Experience of managing large revenue and expenditure budgets.
• Proven track record of effective management of external agencies/suppliers.
• Strong communication skills, with proven ability to represent our revenue function effectively, both internally and externally.
• Sound understanding of railway operations and operational performance management.

You’ll enjoy

• Free travel on LNER, plus 75% off other companies’ tickets (for you and your dependents).
• Discounted international train tickets (after one year's service).
• 50% discount on LNER tickets for friends and family.
• Generous pension scheme.
• Annual cycle to work schemes/electric vehicle scheme.
• Discount, savings and cashback scheme from top retailers.
• Health and wellbeing schemes and discounts.
• A host of training opportunities to help further your career.
• Rewards and awards to recognise when you shine.

Life at LNER
We're on a mission to become the UK's most loved, forward-thinking, and responsible train operating company in the UK. This means making a real difference by doing the right thing for our customers, our people, and the communities and destinations we serve. Together, we're shaping the future of rail travel through our passion, our innovation, and our extraordinary people. Our people are at the heart of everything we do. We're committed to creating an inclusive and engaged culture that supports everyone at every stage of their journey. This means that when you're with LNER, you can truly be yourself—and it's why so many of our colleagues choose to stay and grow with us.

• Diversity and inclusion – We are passionate about building a diverse and inclusive workforce that reflects the communities we serve. We actively create opportunities to inspire and attract diverse talent to join LNER. We are committed to supporting all candidates, so if you require any adjustments or assistance at any stage of the recruitment process, please let us know.
• Developing our people – We're creating a learning culture that enables our people to be the best they can be. We support development and career journeys with the right tools and resources, aligned to our people priorities: readiness for Great British Rail, the future world of work and strong, people focused leadership that delivers for our people, customers, and business.
• Health and wellbeing - To create a culture where our people can perform at their best, the physical health and mental wellbeing of our people is of paramount importance to us.

Disclosure and Barring Service(DBS) check
At LNER, safety is our top priority. If your application is successful and you're new to the business, we'll carry out a basic DBS check as part of our pre-employment process. This is only takes place once a conditional job offer has been made. The DBS check looks for any unspent convictions and conditional cautions under the Rehabilitation of Offenders Act (ROA) 1974. If there's evidence of an unspent conviction or a conditional caution, the details of these will be reviewed internally by a cross functional panel on a case-by-case basis before a final offer of employment is confirmed. Please note that in some cases, this may result in an offer being withdrawn. Further information on how we collect and use this data is available on our privacy notice.

Medical screening
We're a safety conscious business, so when joining LNER in any role you'll need to pass a medical screening and a drugs and alcohol test before we can confirm an unconditional job offer. For safety-critical roles, a safety-critical medical will also be required. Our Talent Team will be on hand to guide you through the process and will send you a medical questionnaire by email. Once complete, this will go directly to our in-house Health and Wellbeing team who will contact you to arrange a convenient location, date and time for your medical appointment. We currently have clinics in Kings Cross, Doncaster, Newcastle and Edinburgh. The sooner we can do it, the better, so please try to be flexible with your availability. Once your medical is approved, we'll finalise any last details and look forward to you joining the team!