Overview
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Caledonian Sleeper is an iconic overnight rail journey connecting Scotland with London, operating nightly (except Saturdays). The service serves major cities and rural destinations and operates primarily overnight to provide a unique travel experience. Caledonian Sleeper is a service operated on behalf of the Scottish Government and is part of the UK’s public sector efforts to promote sustainable travel. Our core values are Togetherness, Respect, Integrity and Passion, underpinning a collaborative and inclusive approach to delivering an exceptional guest experience.
The Role
The Business Development Manager role will provide an exciting challenge for a dynamic sales professional where you have the potential to make a real impact on the performance of Caledonian Sleeper. We are looking to grow corporate traffic and winter season traffic. The role reports to the Head of Sales & Marketing and is responsible for refining the business development goals and achieving them through proactive selling and expert account management. You will encourage new corporate traffic and targeted leisure groups to experience Caledonian Sleeper for sustainable travel and the unique leisure experience. Account management will be essential to maintain strong relationships with existing partners and grow revenue over time. You will identify and secure niche streams of business to create ad hoc revenue opportunities and maximise revenue from new and existing accounts, given capacity constraints of a fixed fleet. A strong working relationship with Revenue Management, Guest Service Centre and the Marketing team is key. The role sits within the Sales & Marketing Team and works closely with colleagues across Marketing, Finance, Guest Experience, Revenue and Operations. A dotted line report exists with the Guest Service Centre Digital Team Leader who helps administer travel trade bookings.
Responsibilities
* Revenue growth & account management: Refine and implement a targeted, structured plan to secure quick wins and high-potential new business from both new and existing clients. Ongoing management of existing accounts with sustainable, long-term revenue plans and key account strategies. Identify and pursue target accounts aligned with business goals; implement activities to win those accounts and grow over time. Manage the business development budget to maximise ROI.
* Partnerships & Industry Engagement: Grow partnerships with business travel management companies (TMCs) to promote the service and increase revenue through their client channels. Grow partnerships with select tour operators and ground handling companies. Liaise with industry bodies (Rail Delivery Group, TOCs) to stay informed and strengthen Caledonian Sleeper’s industry standing. Build and maintain relationships with key industry players, Chambers of Commerce, VisitScotland and other travel organisations.
* Marketing, Events & Awareness: Drive marketing materials and social media activity focused on corporate travel in partnership with the Marketing team. Represent Caledonian Sleeper at trade shows and events; conduct FAM trips with potential corporate clients. Collaborate with the sales and marketing team to pitch and promote CSL Meeting & Events space in Perth when applicable.
* Market Insights & Product Development: Gather feedback from corporate and group travel segments to inform strategy and share insights. Identify niche streams of business (e.g., spa, theatre, golf, activities) to fill shoulder periods with ad hoc revenue opportunities. Stay informed about market trends and competitor activity to adapt plans.
* Operations, Reporting & Governance: Provide regular progress updates on sales and revenue per account, comparing performance against expectations. Maintain close contact with the Guest Service Centre to support leisure and tour group sales and share conversion techniques. Contribute to cross-functional sales efforts with the wider team.
Qualifications & Experience
* Degree in business or related field (or equivalent experience).
* 3 years in proactive corporate sales development in transport, hospitality, airlines, or travel management.
* Strong understanding of corporate travel buyers, leisure travel buyers, and the corporate buying cycle, systems, and processes.
* Established network of decision-makers in TMCs and major corporate organisations.
* Knowledge of UK domestic and inbound group leisure tours is advantageous.
* Proven track record in negotiating rates and participating in rate tender processes.
* Energetic, commercially astute, autonomous, and able to work well in a team with a structured selling and reporting approach.
* Strong interpersonal skills and ability to translate client needs into sales.
* Proficient with CRM systems to track contacts and activity.
Commitment
* Availability to work outside 9–5 hours for events or client hosting.
* Ability to travel within Scotland/UK to meet clients or host guests onboard.
* Use of own transport.
What We Offer
* 25 days annual leave (plus public holidays)
* Free travel on Scotrail for you and eligible family members
* Free travel on Caledonian Sleeper for you and eligible family members
* Significant discount on other UK rail travel for you and eligible family members
* Allocation of “friends and family” tickets for travel on Caledonian Sleeper
* Healthcare cash plan
* HAPI Benefits membership offering discounts at selected retailers, hospitality venues and gyms
* Contributory pension scheme
Application & Equality
If you are interested in this opportunity, please click Apply. Caledonian Sleeper is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment where all colleagues are respected, valued, and able to thrive. We welcome applicants from all backgrounds and are happy to provide reasonable adjustments during the recruitment process. Closing date for applications will be Monday 20th September 2025. Please apply promptly to avoid disappointment.
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