Head of Business Development – Maternity Cover (12 Month FTC)
Big Bus Tours is the world’s largest operator of open-top sightseeing tours, carrying nearly six million customers a year across many major cities and operating a fleet of around 500 vehicles. Founded in 1991, the company now employs over 2,000 people and is backed by private equity firm Exponent. We are driving an ambitious phase of digital transformation and portfolio expansion, focusing on growth through technology, innovation, new markets, and enhanced customer value.
Our business culture is defined by ambition, collaboration, and a commitment to delivering outstanding customer experiences. Following significant transformation over the past three years, we are focused on growth through smart technology, digital innovation, new market opportunities, and enhanced customer value.
Role Overview
The Head of Business Development will lead all Local & Agent sales activities for London, planning, prospecting, and account management, leveraging best practices to maximise sales. This role has commercial responsibility for the performance of the Agent Sales & Local Trade channel and works closely with the central sales team to set regional partner sales strategies, deliver all elements of the Partner Sales plan to budget, and exceed targets on revenue, profitability, passenger volume, and customer satisfaction.
Key Responsibilities
* Devise a sales plan and support the Agent Sales Manager & team to grow existing partners and recruit new ones, setting timescales, sales projections, and costs.
* Create and manage the Agent Sales & Local Trade budget including targets, incentives, and strategy.
* Identify opportunities to enter new sources of demand and sectors.
* Ensure alignment with the central sales team’s strategic agenda.
* Submit written reports for the Managing Director on all aspects of sales and present to the SLT during relevant meetings.
* Deliver the City Agents Sales revenue, net profitability, and passenger budget.
* Analyse daily and weekly sales performance vs. budget and put corrective actions and plans in place as needed.
* Lead the Agent Sales commission plans.
* Be a brand ambassador for Big Bus Tours in the B2B environment.
* Ensure consistent delivery of the brand to external partners, and consistent understanding of the brand from all team members.
* Keep all relevant partners up to date with pricing and product changes, and advocate for the channel when internal changes are made.
* Monitor commission costs, ATP (average ticket price), and performance vs. budget and YoY.
* Report on competitor activity and proactively recommend changes as needed to compete.
* Maintain a performance management system that supports Sales Executives and the Agent Sales Manager in setting clear goals, tracking progress, and staying accountable to role expectations.
* Have diaryed 1-2-1's with all direct reports.
* Keep the wider London team informed on key issues, and contribute actively to a culture of continuous improvement.
Advertising Income
* Create the strategy for delivery of advertising income.
* Build and manage relationships with key strategic partners to create a portfolio of advertising revenue opportunities.
* Help create and design artwork (with the central team) as required.
Knowledge
* Excellent understanding of the travel industry and the ability to assess demand to plan sales & promotional activities in a timely manner.
Skills
* Ability to prioritise effectively and deliver high‑quality work to deadlines.
* Able to adapt quickly to changing business needs and priorities.
* Demonstrates creative thinking and problem‑solving.
* Excellent writing skills, able to communicate messages clearly and persuasively.
* Strong communication and collaboration skills.
* Proficient at presenting clearly and influencing stakeholders at all levels, including senior leadership.
* Strong negotiation and presentation skills.
* Experience managing, leading, and motivating a team.
* Strong analytical skills; able to use data to identify insights and trends.
* Fluency in English (written and spoken) is essential.
* Proficient in Microsoft Office (Excel, PowerPoint, Word) (or equivalent tools).
Experience / Qualifications
* University degree preferred but not required.
* 3+ years’ relevant sales experience (travel industry preferred), with a proven track record in managing partner relationships.
* Experience delivering partner‑focused solutions based on customer needs and solving complex problems effectively.
* Proven ability to manage multiple projects simultaneously while paying strong attention to detail.
* Budget management and reporting experience, managing budgets to maximise impact.
* Excellent communication skills, adapting style to different audiences and building alignment.
* Customer focus – exceeding customer expectations by providing solutions of the highest possible standards.
* Strategic and critical thinking – taking account of long‑term issues, opportunities, and contingencies; implementing plans in line with the vision and direction.
* Analytical – identifying problems, seeking pertinent data, recognising important information, and identifying possible causes of problems.
* Technical knowledge – applying in-depth knowledge of the area to solve a range of problems.
* Results‑orientated – owning business results, prioritising effectively, setting clear goals, meeting deadlines, and maintaining high quality standards.
* Planning and budgeting – establishing efficient courses of action to accomplish goals.
* Commercial awareness – understanding key business issues affecting profitability and growth, taking appropriate action.
Working Hours and Conditions
* FTC – 1 Year Maternity Cover.
* 4 days per week – 9 am to 5:30 pm, hours can be split across 5 days.
* Requirement to be available outside these hours for business needs and trade events.
* Mobility and flexible hours is an integral part of the role.
* Hybrid role – 3 days per week required in the office.
Seniority level: Not Applicable
Employment type: Contract
Job function: Business Development
Industries: Hospitality; Travel Arrangements, Transportation, Logistics, Supply Chain and Storage
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