Director, Commercial Performance - 90377727 - Washington (Hybrid)

Your success is a train ride away!

As we move America’s workforce toward the future, Amtrak connects businesses and communities across the country. We employ more than 20,000 diverse, energetic professionals in a variety of career fields throughout the United States. The safety of our passengers, our employees, the public and our operating environment is our priority, and the success of our railroad is due to our employees.

 

Are you ready to join our team?

Our values of ‘Do the Right Thing, Excel Together and Put Customers First’ are at the heart of what matters most to us, and our Core Capabilities, ‘Building Trust, Accountability, Effective Communication, Customer Focus, and Proactive Safety & Security’ are what every employee needs to know and do to be most impactful at Amtrak. By living the Amtrak values, focusing on our capabilities, and actively embracing and fostering diverse ideas, backgrounds, and perspectives, together we will honor our past and make Amtrak a company of the future.

 

SUMMARY OF DUTIES:
The Director of Commercial Performance is responsible for establishing a framework for measurement and evaluation of Amtrak’s ticket revenue and ridership performance. He/she will orchestrate a series of regular working sessions with key functional leaders, culminating in a cross-functional meeting, during which areas of success and opportunity are reviewed, acting as a catalyst to drive effectiveness in the department’s activities related to revenue optimization. The scope includes all aspects of the responsibility of the Commercial team related to revenue generation, including asset deployment, schedules, trip times, product, pricing, sales channels, revenue management, advertising, promotions, customer engagement, loyalty, customer OTP, customer satisfaction, etc. These activities will include: (i) measuring and evaluating performance against KPIs; (ii) maintaining an effective performance dashboard; (iii) developing initiatives to address variances to plan and forecast; (iv) presenting actionable insights at the monthly meetings and fostering a vigorous dialogue around action plans; (vi) tracking impact of initiatives being worked on by the commercial team.

 

The Director will work in close cooperation with service planning, pricing & revenue management, customer analytics, brand marketing, customer engagement, and the service lines (NEC, Long Distance, State Support).

The role is focused on the analysis of Amtrak’s performance to identify continuous improvement opportunities together with cross-functional partners.

 

The position provides station and on-board business owner perspective for corporate level initiatives and working groups. Serves as a subject matter expert and point of contact / liaison with internal departments and stakeholders regarding stations and onboard operations and policies. Leads technology requirements development for various customer/employee systems, manages the employee uniform program and provides station support equipment.
 

ESSENTIAL FUNCTIONS:

• Oversee data models that measure trends for identification of potential improvement opportunities;
• Present diagnostic conclusions to the Commercial leadership team;
• Support Service Lines with route performance diagnostics;
• Strategically identifies underperforming routes and work with Service Planning, Pricing Strategy, Revenue Management, Brand Marketing, and Service lines to establish route-specific improvement plans;
• Perform deep-dive analytics to determine drivers of revenue performance;
• Additional projects/responsibilities as assigned.

 

MINIMUM QUALIFICATIONS:

• Bachelor’s Degree required OR equivalent combination of training, education and relevant experience may be considered in lieu of a degree.
• 10 years of relevant experience working in commercial strategy, revenue management, or continual improvement roles.
• Solid understanding of P&L statements, variance analysis and FP&A.
• Strong business acumen, with proven track record of developing and implementing commercial strategy.
• Proficient in the theories and concepts of Revenue Management.
• Proven experience effectively presenting and communicating to senior management.
• Significant experience developing, implementing, and measuring revenue enhancing initiatives from inception through completion.
• Strong quantitative analysis and modeling skills and highly developed analytical reasoning skills; mastery of analysis and reporting in Microsoft Excel and other reporting tools;
• Ability to balance multiple projects and competing priorities.
• Well organized and priority focused.

PREFERRED QUALIFICATIONS:

• MBA or MS in a quantita