Ancillary Revenue Manager

About This Role

Position Overview

The Ancillary Revenue Manager is responsible for developing and maximizing non-fare revenue streams across the passenger journey, with a primary focus on First & Last Mile (FMLM) services, station retail, and onboard/offboard catering.

The role drives commercial growth through innovative product offerings, strategic partnerships, and data-driven optimization, ensuring that all ancillary services enhance the overall customer experience and contribute to revenue targets.

Roles and Responsibilities

1. Ancillary Revenue Strategy

• Support the Head of Ancillary Revenue in developing and executing the ancillary revenue strategy aligned with business objectives such as FMLM, Retail, and Catering revenue streams.

• Identify new revenue opportunities across the passenger journey, including onboard services, station retail, advertising, partnerships, and digital platforms.

• Continuously evaluate and enhance existing ancillary products to improve revenue performance.

2. FLML (First & Last Mile) Revenue Development

• Develop and manage partnerships for first and last mile connectivity (e.g., taxis, ride-hailing, buses, mobility services).

• Identify monetization opportunities through integrated transport solutions, ticket bundling, and partnerships.

• Enhance accessibility and convenience for passengers while generating incremental revenue.

• Provide in-life contract management to the FMLM services, working closely with Stations, Operations and Engineering teams to ensure that high levels of customer service are delivered by the partner organizations to customers

3. Retail & Station Commercial Management

• Oversee station retail strategy, including leasing, tenant mix, and commercial optimization of retail spaces.

• Work with leasing partners to ensure optimal occupancy, revenue generation, and customer relevance.

• Monitor retail performance, footfall conversion, and revenue per square meter, optimizing in-life KPIs for the organisation

4. Catering & Onboard Services

• Develop and manage catering strategies for onboard and station-based services.

• Ensure quality, pricing, and service standards meet customer expectations and regulatory requirements.

• Manage catering vendors, contracts, and performance against KPIs and SLAs.

5. Commercial Performance & Revenue Optimization

• Track and analyze performance of all ancillary revenue streams (FLML, retail, catering).

• Develop pricing, bundling, and promotional strategies to maximize revenue.

• Provide forecasts, budgets, and performance insights to senior management.

6. Partnerships & Vendor Management

• Establish and manage strategic partnerships with service providers, retailers, and vendors.

• Negotiate commercial agreements and ensure compliance with contractual obligations.

• Continuously review vendor performance and drive improvements.

7. Customer Experience Integration

• Ensure all ancillary offerings enhance the end-to-end passenger journey.

• Collaborate with Customer Experience, Systems and Operations teams to integrate services seamlessly.

• Use customer feedback and data insights to refine offerings.

8. Governance, Reporting & Compliance

• Prepare regular reports on ancillary revenue performance and growth opportunities.

• Ensure compliance with financial controls, procurement policies, and regulatory standards.

• Support budget planning and cost management for all ancillary initiatives.

7. Team Leadership

• Manage and develop the Business Support Coordinator to ensure effective administrative and operational support.

• Foster a performance-driven and collaborative team environment.

Desirable qualifications, skills and experience

Academic Qualifications:

• Bachelor’s degree in Business, Commercial Management, Economics, or related field. A master's degree is a plus.

Experience and Other Skills:

• 7–10 years of experience in commercial, revenue management, or ancillary (developing revenue streams that are not the main driver of business revenues) roles (rail, aviation, or hospitality preferred).

• Proven experience in developing revenue streams and managing partnerships.

• Strong analytical and financial acumen.

• Excellent communication and collaboration skills.

• Detail-oriented with a focus on achieving revenue targets.