Senior Commercial Manager - In-house Ancillaries

Job Description

The Senior Commercial Manager for our In-house Ancillaries is a senior and key role in the UK Ancillaries Team. This role manages significant margin for the UK Tour Operator in the definition and implementation of pricing strategies to drive optimum margin from our in-house flying extras – examples including Select Your Seat, Extra Legroom and Premium Seats.

Ancillaries is an exciting part of the business to work in, with ambitious growth plans in place over the next 3 years. Ancillaries should be easy to book anytime, anywhere, for all customers. We aim to generate incremental margin for the business whilst also enhancing our customers’ holidays with valued extras.

We are happy to offer flexible working arrangements for this role and the successful candidate will work a blend of office and homeworking. Now taking applications until 15th December for this 12-month FTC role.

ABOUT THE JOB

• At its core, this is an impactful senior commercial role. The Senior Commercial Manager – In-house Ancillaries has overall accountability for driving revenue and profit growth across the core in-house ancillaries which make up a sizeable chunk of the significant ancillaries budget. The role holder will own the in-house component of the ancillaries 3YP and set relevant seasonal targets around revenue and uptake. Leading your finance counterpart, you will provide regular performance forecasts to the business and set up a framework of review with senior stakeholders to signpost under and over performance using metrics such as uptake, conversion, ASP and margin.
• As well as defining the initial price position associated with new season launch, you will actively consider how we can optimise our price points throughout the seasonal booking curve. Using price and uptake you will evaluate how through your trading strategies you can end in a preferred margin position. We have seen recent success through becoming more granular and dynamic with our trading processes around baggage and seat upgrades. You will have a keen eye on this and seek to drive profitability through the evolution of yielding techniques and competitor best practice.
• The role holder and their small team will implement the trading opportunities identified, this will include the accurate set up and modification of Atcom parameters. In addition, the team will take on the responsibility of collating the ancillaries information for new season set up.
• The role holder will look for new opportunities and be actively engaged in project work. TRIPS will unlock new opportunities for driving ancillaries profitability and the role holder will actively input into any remaining UK requirements. Outside of this, the Senior Commercial Manager – In-house Ancillaries will own an initiatives list using a suitable prioritisation and sharing progress back to senior stakeholders. Initiatives range in scale, but examples include 15kg bag on Flight Only, modification of child prices on Select your Seat, upfront seating and TUI Flex to name but a few. These initiatives drive margin and are complimentary. Through your commercial agility, you will be able to quickly size these initiatives up and define dependencies which will allow you to prioritise opportunity.
• The role holder will own the performance of in-house ancillaries across our distribution channels, you will maintain reporting, manage underperformance and launch initiatives to drive conversion. In the case of the digital channels, you will own the in-house ancillaries optimisation plan and work with the digital team to prioritise appropriately. Offline, there is work to be done to ensure that in-house ancillaries are adequately represented in our content (incl. video) and ensure that there’s appropriate hierarchy of ancillaries in-place with new models of distribution, i.e. homeworking teams.
• You will regularly review customer analytics data and competitor insight to drive best practice around price, products and initiatives. In doing this, you will work closely with colleagues in the Central Market Ancillaries team and also our in-house airline, TUI Airways. Our group airlines operate a variety of systems to manage seating, some of which have a direct bearing on ancillary spend and require some navigation. You will be a stakeholder in these discussions.
• Finally, this role has responsibility for the owning the fees for the UK cancellation and amend policies. This will see the role holder reviewing these fees and agreeing any changes with senior commercial stakeholders. Through matrix management you will implement these changes and forecast financial improvement.
  

ABOUT THE JOB

• Direct experience of working with the UK source market is required.
• Significant trading and/ or commercial experience is required.
• Commercial agility – able to appraise and prioritise new opportunity as well as set targets and performance manage. Digital experience advantageous.
• Excellent communicator, both verbal and written. Proven ability in engaging and influencing senior stakeholders.
• Strong relationship building skills, with both UK stakeholders and the Central Ancillaries team.
• Proven experience of managing projects and new product development. Technical/ systems aptitude preferred, Airline systems experience beneficial – but not required.
• Strong initiative with ability to deliver both working on own and in a team.
• Can cope well under pressure and display a positive “can do” attitude.
• Customer-focused mindset, means you understand customer needs, both internal and external.
• Excellent people management skills.

ABOUT OUR OFFER

• Fantastic holiday benefits including discounts, special offers and the ability to purchase additional ‘TUI time off’
• Health and Wellbeing support in five key areas – Financial, Health, Social, Community and Career
• Discretionary Bonus Scheme
• Private Medical Insurance, single cover with option to add dependants
• Permanent Health Insurance
• Pension scheme and life assurance

​We want to be the best-loved holiday company not only for our customers, but for our colleagues too. That’s why we offer a variety of benefits that go above and beyond a competitive salary, so we can help you to live your best life happily at TUI. Click here to find out more.

We love to see your uniqueness shine through and inspire the future of travel.​ If you would like to read more about what Diversity & Inclusion means to us simply visit Our DNA

If you require any further information regarding this opportunity, please email careers@tui.co.uk

Your application is important to us and we aim to get back to you shortly after the closing date