Commercial Manager - Train UK

About Us

Founded in 1999 and listed on NASDAQ in 2003 and HKEX in 2021, Trip.com Group is a leading global travel service provider comprising of Trip.com, Ctrip, Skyscanner, and Qunar.

Across its platforms, Trip.com Group integrates travel resources from industry partners and helps travellers worldwide pursue the perfect trip with exceptional travel products and services.

We have four Customer Service Centres for Trip.com established in Japan, Korea, the UK, and the Philippines, providing 24/7 customer service in 19 different languages.

We have more than 30,000 employees scattered across 30 countries in Asia, Europe, the Americas, and Oceania, striving to expand our global markets and aiming to be the world's leading and most trusted family of online travel brands that aspire to deliver the perfect trip at the best price for every traveller.

Introduction

We are looking for a Commercial Manager for the UK market to join our Train Business Unit. The role focuses on managing and growing our relationships with UK Train Operating Companies (TOCs), improving our commercial performance, and supporting our strategy to grow Trip.com's train business in the UK.

This person will be the key contact for all UK rail partners and will work closely with internal teams (product, marketing, operations, and finance) to deliver strong business results.

In this Role, you will:

1. Partner & Stakeholder Management

• Lead relationships with UK TOCs.
• Manage day-to-day communication, contracts, performance reviews, and quarterly business updates.
• Negotiate incentives, marketing funds, and commercial agreements to maximise revenue.
• Ensure compliance with UK rail industry standards and retailers' rules.

2. Commercial Strategy & Growth

• Own commercial performance for the UK market: revenue, ticket volume, commissions, cost optimisation.
• Analyse market trends, competitor moves, and online rail retailing developments.
• Identify new opportunities such as fare types, new routes, promotions, and product improvements.
• Build business cases to support strategic decisions (e.g., new partnerships, feature adoption, yield initiatives).

3. Cross-Functional Collaboration

• Work closely with the product team to prioritise UK-specific features (fares, after-sales rules, disruption flows).
• Coordinate with marketing to plan and execute co-branded campaigns with UK TOCs.
• Support the operations and customer service teams with UK-specific processes and requirements.
• Align internally to ensure strong execution across all teams.

4. Reporting & Analysis

• Track UK business results: GMV, tickets per day, incentives, product adoption, user behaviour.
• Prepare monthly and quarterly updates with insights and recommended actions.
• Monitor performance of commercial agreements and adjust strategies when needed.

What you'll Need to Succeed

Must Have

• Experience working directly with UK TOCs (commercial, account management, or partnership role).
• Background in an OTA, rail retailer, mobility platform, or transport company.
• Strong English language skills (written and spoken).
• Solid understanding of the UK rail ecosystem, fare structures, and distribution landscape.
• Strong negotiation, relationship-building, and project management skills.
• Data-driven mindset with the ability to interpret commercial KPIs and market performance.
• Comfortable working in a fast-paced, international environment.

Nice to Have

• Experience with digital ticketing, e-commerce, or app-focused rail products.
• Understanding of after-sales, refunds, disruption management, and revenue protection.
• Knowledge of cross-border rail or multimodal integrations.

Why Trip.com Group

We offer a stage to unleash your full potential and drive global impact. As an international team, we embrace an open and inclusive culture that supports and respect team members in and out of the workplace. Everyone is on a trip, whether it's a career trip or a life trip. At Trip.com Group, you can define your own trip by setting a goal and celebrate your success by recognizing the progress you have made.

What's more?

• Our rapid business growth in global offers abundant career opportunities at various levels and in multiple functions

• Internal transfer is encouraged, and global job rotation program enable you to pursue a global career path and make global impact

• We provide learning opportunities to further your career in areas of leadership capability, soft skill and professional expertise.

• We encourage flexible work arrangement

• Have fun with company-sponsored greetings and activities at holidays, birthdays, and colorful team events.

Click the link to learn more about What makes Trip.com Group a leading global travel service provider?

Click the link to learn more about This is a Trip Where Both Your Career and Life Can Flourish!

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Have a good trip, and see you soon!