E-Commerce Manager

JOB SUMMARY

The Senior Revenue Manager is responsible for driving UBTC’s revenue performance through effective pricing, demand forecasting, and commercial analysis. This role ensures that fare structures, schedules, and ticketing strategies are aligned with profitability and growth objectives. Using data-driven insights, the Senior Revenue Manager evaluates market demand, customer segments, and channel performance to optimise pricing, yield, and capacity utilisation. Working with the CCO, they will lead the development of ticket bundles and pricing models that balance affordability with revenue targets, and provide strategic input on timetable planning, product design, and distribution. The role also includes oversight of commercial partnerships and the development of pricing strategies that maximise value across both direct and third-party sales channels.

KEY RESPONSIBILITIES

o Work closely with the Customer Experience team to ensure pricing for products are well aligned by product

o Work closely with the Business Planning team to analyse data and forecast demand, ensuring that the timetable and ticket pricing are aligned with profitability goals

o Suggest adjustments to schedules and services based on yield analysis to optimise capacity and revenue

o Collaborate with the Strategic Planning team to ensure pricing and revenue management aligns to the company’s strategy and long-term plan.

o Design fare structures that cater to various customer segments, ensuring affordability while maintaining profitability

o Create ticket bundles, such as all-day tickets, that offer value and convenience to customers while optimizing revenue

o Evaluate the performance and profitability of different sales channels (e.g., B2B2C vs. B2C) to ensure each channel remains attractive and profitable. This includes overall

o responsibility for encouraging cruise passengers to take onward journeys with UBTC, and ensuring attractive pricing to tour operators without compromising other channels

o Develop strategies to balance the commercial tradeoffs between channels, optimising distribution and sales efforts

o Conduct market research to understand customer preferences and behaviors, using this information to refine ticketing and pricing strategies

o Continuously monitor yield metrics to assess the effectiveness of pricing strategies and make necessary adjustments

o Provide commercial input into product development and service enhancements across the customer journey

BEHAVIOURAL COMPETENCIES:

o Excellent communication and negotiation skills

o Deep analytical and problem-solving skills

o Strong commercial judgement

o Robust collaboration and stakeholder management

o Comfortable working in a fast-paced, data-driven, and performance-focused environment

o Strong numerical, analytical, and commercial acumen

LOCATION AND TRAVEL

o Role is based at Head Office at Trinity Buoy Wharf.

Requirements

QUALIFICATIONS & EXPERIENCE

o Degree or professional certification in Revenue Management, Pricing Strategy, or Data Science (e.g., CIMA, CFA, or equivalent).

o Experience in transport, travel, or hospitality pricing strategies.

o Minimum of 4 years’ experience in revenue management, pricing strategy, commercial analytics, or a similar function.

o Proven experience in designing and implementing dynamic pricing models and yield optimisation strategies.

o Demonstrated ability to interpret demand forecasts and align service capacity with revenue goals.

o Experience evaluating and managing the performance of multi-channel sales strategies (e.g., B2C, B2B2C).

o Strong background in working with cross-functional teams including Finance, Strategy, and Commercial Operations.

Benefits

KEY RESPONSIBILITIES

· Own and grow online revenue, conversion, AOV, and retention

· Manage the e‑commerce platforms (Web, APP and Digital Kiosks)

· Optimise the end‑to‑end customer journey (UX, navigation, checkout, payment, delivery)

· Lead onsite trading activities: promotions, merchandising, pricing, offers

· Analyse performance using tools such as GA4, heatmaps, and funnel analysis

· Work closely with Marketing on traffic acquisition and campaign execution

· Coordinate with Product, Operations, IT, and Customer Experience to ensure smooth fulfilment

· Manage third‑party agencies (CRO, UX, development)

· Manage multi-acquirer relationships and evaluate Payment Service Providers (PSPs) to negotiate competitive transaction fee structures

BEHAVIOURAL COMPETENCIES:

· Highly organised with a proactive, problem-solving approach.

· Curious, commercially aware, and data-driven.

· Comfortable in a fast-paced, evolving environment.

· Eager to learn and grow within a commercially focused team.

· Strong interpersonal and communication skills; comfortable working with cross-functional teams and external partners.