Business Development Manager
Glasgow (Hybrid)
Permanent - Full Time - 37.5 hours
ABOUT CALEDONIAN SLEEPER
Caledonian Sleeper is an iconic overnight rail journey connecting Scotland with London, operating nightly (except Saturdays), serving major cities and rural destinations.
Established in the late 19th century, Caledonian Sleeper has a long-standing reputation for comfort, hospitality, and delivering a unique travel experience across the UK’s scenic routes. The service operates primarily overnight, allowing passengers to sleep comfortably on specially designed sleeper trains, arriving refreshed at their destination.
As a service operated on behalf of the Scottish Government, it is part of the UK’s public sector efforts to promote sustainable and convenient travel.
At Caledonian Sleeper, our core values of Togetherness, Respect, Integrity and Passion underpin everything we do. We believe that fostering a collaborative, respectful and passionate approach is essential to delivering an exceptional guest experience. We are committed to building a diverse and inclusive organisation that reflects the communities we serve.
THE ROLE
Our Business Development Manager role will provide an exciting challenge for a dynamic sales professional where you have the potential to make a real impact to the performance of the one-of-a-kind Caledonian Sleeper.
With a heritage that dates back over 150 years we are looking to take the next step in growing the business, in particular corporate traffic and winter season traffic in general. The Business Development Manager will report to the Head of Sales & Marketing (HOSM) and support the refining of the business development goals for the Caledonian Sleeper and be fully responsible for the achievement of these business goals through proactive selling and expert account management.
The key purpose of the Business Development Manager role is to encourage new corporate traffic, alongside targeted leisure groups, to “wake up” to the benefits travelling with Caledonian Sleeper can have for an organisation’s sustainable travel needs, and indeed the unique experience our iconic train can offer leisure group guests visiting Scotland. CSL Business
Account Management will be essential to this role also to ensure we maintain strong relations with existing partners and can grow revenue over time with all our partners.
The Business Development Manager will also be skilled in identifying and securing niche streams of business also (e.g. theatre, golf, spa, activity etc) to deliver additional ad hoc revenue opportunities to fill shoulder periods in the year.
Given the capacity constraints of a fixed sized fleet the central focus of the Business Development Manager will be to maximise the revenue generated from both new and existing accounts rather than securing new business at any cost.
A strong working relationship with our Revenue Management team, our Guest Service Centre and with the wider Marketing team will be key in this role.
The Business Development Manager sits within the Sales & Marketing Team at Caledonian Sleeper and reports to the Head of Sales & Marketing. The successful candidate will work closely with colleagues in the Caledonian Sleeper Marketing, Finance, Guest Experience, Revenue and Operations Teams. The role will have the Guest Service Centre Digital Team Leader as a dotted line report given that Team Leader role will also support the administration of travel trade bookings.
RESPONSIBLITIES
Our Business Development Manager take responsibility for the following:
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 to secure and develop business from those segments
• Liaise with industry bodies (Rail Delivery Group, TOCs) to stay informed, share insights, and strengthen Caledonian Sleeper’s industry standing.
• Build and maintain relationships with key industry players, Chambers of Commerce, VisitScotland, and other travel organisations to support development goals.
Marketing, events & awareness:
• Drive the creation of 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 or their representatives.
• Collaborate with the sales and marketing team to pitch and promote the 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 with the business.
• Identify and secure 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 accordingly.
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 to share conversion techniques.
• Contribute to cross-functional sales efforts with the wider team, offering expertise as required.
The following skills, knowledge and qualifications are essential for this role:
• 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 approach to selling and reporting
• Strong interpersonal skills and ability to translate client needs into sales
• Proficient with CRM systems to track contacts and activity
We would also require commitment from the successful candidate in relation to:
• 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 etc.
• Contributory pension scheme
If you are interested in this opportunity, please send your CV to recruitmentandonboarding@caledoniansleeper.scot
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, including different ages, ethnicities, genders, sexual orientations, neurodiversity, abilities and faiths. If you require any reasonable adjustments during the recruitment process, please let us know. We look forward to receiving your application.
Closing date for applications will be Thursday 4th September 2025. Occasionally we receive a large volume of applications for our roles and when that happens, we sometimes bring the closing date forward, so please apply promptly to avoid disappointment.