Head of Commercial

Job Description

Shape the commercial future of one of the UK’s most important bus markets.

On behalf of my client, First Bus, I'm looking for a commercially brilliant, people‑centred leader to take on a pivotal role in a Regional Bus business.

As Head of Commercial, you’ll be the single point of accountability for commercial performance in Scotland and York, balancing customer needs, financial outcomes and stakeholder expectations to deliver sustainable growth.

This is a role with real influence, real visibility and the opportunity to shape how communities move.

What You'll Lead

You’ll own the full commercial picture for your region, including:

• Revenue performance across all lines: volumes, yield and ancillary income
• Budgeting, forecasting and turning data into actionable insight
• Local customer proposition and market plans, from short‑term wins to long‑term growth
• Commercial inputs into network planning, pricing and customer strategy
• Trade‑offs between customer, stakeholder and shareholder priorities
• Delivery of commercial outcomes through strong collaboration with regional and central teams

What You'll Bring

I'm looking for someone who is:

• Living in Scotland
• An experienced senior commercial leader in a multi‑site or complex environment
• Highly analytical, confident with budgeting, forecasting and cost‑benefit analysis
• Comfortable moving between strategic horizon‑planning and fast, pragmatic decisions
• A strong communicator and negotiator, able to influence at all levels
• Skilled in stakeholder management and political navigation
• Knowledgeable about network planning, pricing and bidding processes
• Resilient, delivery‑focused and collaborative, able to lead through influence as much as authority