Commercial Director – Rail Infrastructure

Job Summary The Commercial Director will lead the commercial strategy and operations of the railway company, driving revenue growth, market expansion, and customer satisfaction across all segments (B2B and B2C). This senior leadership role combines strategic oversight with hands-on management of pricing, sales, marketing, customer service, and digital engagement to ensure the company’s long-term commercial success.Key ResponsibilitiesStrategy & Revenue ManagementDevelop and implement comprehensive commercial strategies aligned with the company’s growth and profitability goals.Lead demand studies and market research to forecast passenger trends and identify new business opportunities, including routes, services, and partnerships.Design and manage dynamic pricing models and fare strategies to optimize yield and load factors.Monitor and analyze key performance indicators related to revenue, profitability, and customer satisfaction, ensuring data-driven decision-making.Sales & ChannelsDrive all B2B commercial initiatives, negotiating and securing contracts with corporate clients, tour operators, and public-sector entities.Oversee B2C sales through digital platforms, physical stations, and third-party distribution channels to maximize reach and conversion.Manage Contact Center operations, ensuring exceptional service delivery, efficient handling of customer inquiries, and seamless integration with sales and marketing campaigns.Customer Experience, Digital Engagement & Incident ManagementLead the company’s customer service and claims management framework, ensuring prompt resolution and continuous service improvement.Oversee digital engagement strategies and social media platforms to strengthen brand reputation, enhance communication, and support marketing activities.Champion a customer-centric culture across all commercial departments, ensuring that service excellence is embedded in every touchpoint.Lead the operational response to major incidents, ensuring transparent communication, swift recovery, and effective long-term solutions.Core CompetenciesStrategic Commercial Leadership: Demonstrated success in developing and executing large-scale strategies in regulated, high-volume sectors (rail or transport preferred).Revenue & Yield Management: Proven expertise in dynamic pricing, revenue forecasting, and capacity optimization.Customer & Market Insight: Strong analytical background in market research, demand forecasting, and segmentation.Team Leadership: Skilled in leading, mentoring, and motivating multi-disciplinary commercial teams.Digital & Communication Proficiency: Advanced understanding of digital sales channels, CRM systems, and social media engagement for business growth.Negotiation & Stakeholder Management: Strong ability to secure B2B partnerships and manage complex stakeholder relationships.Education & ExperienceMaster’s degree (preferred) or Bachelor’s degree (minimum) in Business Administration, Economics, Marketing, Engineering, or a related field.Minimum of 20 years of progressive commercial experience, including 10 years in senior leadership roles and at least 3–5 years as a Commercial Director or Head of Commercial—ideally within the railway or transport industry.Proven record of driving significant revenue growth, market expansion, and operational excellence.