Job reference: SYS-5023

Location GLASGOW
Business Area / Department Head Office ~ Commercial
Type of Role Perm - Full Time
Closing Date 20/05/2019
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Job reference: SYS-5023



There’s never been a more exciting time to join the railway. We’re going through the biggest upgrade to our network since the Victorian Times, while running over 2,300 services every single day. As the 5th largest company in Scotland and nearly 5,000 employees, with us you can develop a career. We are looking for people who are focused on our customers. We want people that are looking for more than a just a job; we want people who are committed to giving Scotland the very best railway it has ever had.

ScotRail is looking for an experienced and talented Sales Manager to join the Sales and Marketing team in Atrium Court, the head office located in Glasgow city centre.

ScotRail have many revolutionary developments to promote across Scotland with the delivery of new trains, timetable enhancements and great products available for both business and travel organisations.

The Sales Manager will be responsible for finding new opportunities across Scotland, ensuring continued first-class customer service to current customer databases, and will work closely with the business on smart strategies to grow sales and customer journeys. The Sales Manager will be a member of the senior team and will lead and develop a sales team of three, proposing and delivering the sales strategies for business travel and tour and group travel industry sales.

THE ROLE: Setting the strategy for ScotRail’s Sales team for corporate (b2b) travel and sales within the travel industry (tour and group), leading a team of 3 sales professionals. You’ll manage and drive forward new business initiatives with focus on identifying and winning new business as well as retaining clients through exceptional customer service.

Results driven, you’ll have first-hand knowledge of using and maximising sales portfolio platforms to interrogate and identify opportunities and will bring new ways of reporting to the business that have been successful in previous roles.

Working closely with the marketing team, you’ll target and challenge client databases to maximise on sales, both business and leisure, to increase journeys on ScotRail.

You’ll challenge current ScotRail sales client accounts and propose incentives, commercial agreements and new ways of working to maximise the sales potential.

As a senior member of the Sales and Marketing, you’ll assist on the delivery of the overarching Sales and Marketing strategy working towards achieving and exceeding passenger revenue targets. You’ll also assist in the nurturing of a diverse, inclusive and driven Sales and Marketing team through coaching and development of team members.


Leading, managing and developing a best-in-class Sales team at ScotRail including: Business Development Manager, Tour & Group Account Manager, Sales Support Executive.

Set and lead the Sales strategies for b2b and tour and group travel sales.

Maximise ScotRail’s route network to reach new opportunities across the length and breadth of Scotland.

Build upon current business and travel relationships to ensure the best level of customer service is maintained, challenging current contracts and incentives to maximise sales.

Raise the profile of the value of ScotRail’s Sales Team within the business and particularly to key internal, and external, stakeholders.

Working alongside ScotRail’s senior marketing managers (x2) to establish new initiatives, incentives and tactics to penetrate existing databases and contact lists to increase journeys.

Working alongside ScotRail’s Tourism Manager to ensure ScotRail’s visibility within Scotland’s tourism industry is enhanced and maximising any new and existing opportunities to increase sales.

Stakeholder and relationship management of clients, stakeholders (internal and external) and tourism industry key contacts.

Setting and enhancing the standards of the sales portfolio reporting and analysis to the business.

Investigating and proposing new insight tools and platforms to challenge the transport and travel landscape to challenge and make business and sales proposals.

THE PERSON: Self-starter with proactive approach and the ability to work well along on the road.  Ability to undertake multiple projects at the same time with a highly organised and logical approach whilst being highly motivated and able to work to tight deadlines under pressure.  Ability to adapt to change quickly to the business needs and work towards sales and revenue growth targets as part of the wider Sales and Marketing strategy.  Previous experience working within a Sales Manager role. Commercial acumen and driven by working towards ambitious revenue targets

KNOWLEDGE /SKILLS:  Excellent written and verbal communication skills, including presentation skills with the ability and confidence to present at Exec level.  Numerate, confident with data analysis, including competitor analysis with experience in working with various insight tools to inform decisions.  Strong problem-solving skills and a ‘can do’ attitude.  Strong interpersonal and negotiation skills and experience.

ADDITIONAL INFORMATION:  Post covers 35 hours per week. Reference Salary £50k- £55k depending upon experience. Benefits include contributory final salary pension scheme, free and reduced rail travel for you and your family, where applicable.

ScotRail is a strong promotor of diversity in rail and particularly welcomes applicants from members of minority groups

Selection process: Selected candidates will be invited to attend an interview. The final stage for successful candidates will be a medical questionnaire. Appointees must submit at least two satisfactory references, Disclosure Scotland clearance and complete a six month probation period. Training initially involves a five day Induction training programme including first aid and fire safety.