General Manager: B2C Commercial

Resourgenix is recruiting on behalf of our client, a leading organisation within the car rental and mobility sector.

We are seeking an accomplished senior commercial leader to drive the B2C commercial strategy and performance. The role is responsible for delivering sustainable revenue growth, profitability, market expansion and customer value across digital and traditional rental channels.

KEY RESPONSIBILITIES

• Develop and execute the national B2C commercial strategy.

• Take ownership of revenue, margin, profitability, budgets and forecasts across the B2C portfolio.

• Lead pricing, yield management and revenue-optimisation strategies.

• Identify new markets, products, customer propositions and routes to market.

• Lead commercial performance across e-commerce, leisure, travel-management, international, partnership and long-term rental channels.

• Develop strategic relationships with global rental partners, travel-management companies, tour operators, aggregators and distribution partners.

• Lead complex commercial negotiations, partnership agreements and joint growth initiatives.

• Drive customer acquisition, retention, loyalty, rental frequency and lifetime value.

• Use customer, competitor and market insights to improve commercial performance and customer propositions.

• Lead and develop a high-performing national commercial team.

• Build alignment across Commercial, Operations, Finance, Revenue Management, Technology, Marketing, Fleet and Customer Experience.

• Present commercial performance, business cases and strategic recommendations to executive leadership.

DIGITAL COMMERCE AND BUSINESS ENABLEMENT

• Lead the commercial strategy and performance of digital sales and distribution channels.

• Identify opportunities to increase online revenue, improve conversion and strengthen the end-to-end digital customer experience.

• Work closely with Technology, Marketing, Operations and external partners to deliver e-commerce, automation, self-service and system-integration initiatives.

• Develop business cases for digital investments and ensure that initiatives deliver measurable commercial and customer value.

• Support the expansion of partner distribution capabilities through appropriate digital platforms and integrations.

DETAILED JOB REQUIREMENTS

Qualifications

• A relevant bachelor’s degree in Business Administration, Commerce, Marketing, Finance or a related discipline is required

• An Honours degree, MBA or equivalent postgraduate qualification would be advantageous.

Commercial Experience

• A minimum of 10 years’ progressive experience across commercial leadership, sales, revenue management, strategic partnerships, digital commerce or related commercial functions.

• At least five years’ experience operating at senior management or executive level.

• Proven experience developing and implementing commercial strategies across multiple B2C channels.

• Demonstrated ability to identify and commercialise new markets, products, customer propositions and revenue opportunities.

Leadership Experience

• Proven experience leading multi-disciplinary and geographically dispersed teams.

• Experience managing senior or management-level direct reports.

• Demonstrated ability to lead leaders, build high-performing teams and establish clear performance accountability.

• Strong cross-functional leadership experience involving Commercial, Operations, Finance, Technology, Marketing, Fleet and Customer Experience teams.

Financial and Commercial Accountability

• Proven responsibility for a substantial revenue portfolio, including budgets, forecasts, margins and profitability.

• Strong experience in pricing strategy, yield management, revenue optimisation and commercial performance analysis.

• Ability to interpret complex financial and commercial data and convert insights into practical business decisions.

• Experience presenting commercial results, business cases and strategic recommendations to executive leadership or governance forums.

• Digital Commerce and Transformation

• Demonstrated experience leading or sponsoring e-commerce, digital-distribution or customer self-service initiatives.

• Practical exposure to APIs, platform integrations, automation and customer-facing technology solutions.

• Proven ability to develop business cases, prioritise digital investments and measure commercial benefits.

• Experience improving online revenue, conversion, customer acquisition and digital customer journeys.

Partnerships and International Business

• Strong experience managing strategic partnerships, distribution channels and complex commercial agreements.

• Proven ability to negotiate with senior stakeholders, suppliers, partners and international organisations.

• Exposure to international business, partner distribution, travel-management companies, tour operators or online aggregators would be advantageous.

Industry Experience

• Experience within car rental,, mobility, fleet, e-commerce or another multi-channel service environment is strongly preferred.

• Candidates should understand the commercial relationship between demand, pricing, capacity, availability, customer experience and profitability.

Leadership Competencies

• Strategic and commercially astute, with the ability to translate market insights into executable priorities.

• Customer focused, digitally curious and comfortable challenging established ways of working.

• Decisive, accountable and able to operate effectively in a fast-paced, performance-driven environment.

• Strong executive communication, negotiation, presentation and stakeholder-management skills.

• High levels of integrity, confidentiality and ethical judgement.

• Strong numerical reasoning, analytical judgement and data-led decision-making capabilities.

Additional Requirements

• Valid driver’s licence.

• Willingness and ability to travel nationally and internationally when required.

Duties & Responsibilities

• Develop and execute the national B2C commercial strategy. • Take ownership of revenue, margin, profitability, budgets and forecasts across the B2C portfolio. • Lead pricing, yield management and revenue-optimisation strategies. • Identify new markets, products, customer propositions and routes to market. • Lead commercial performance across e-commerce, leisure, travel-management, international, partnership and long-term rental channels. • Develop strategic relationships with global rental partners, travel-management companies, tour operators, aggregators and distribution partners. • Lead complex commercial negotiations, partnership agreements and joint growth initiatives. • Drive customer acquisition, retention, loyalty, rental frequency and lifetime value. • Use customer, competitor and market insights to improve commercial performance and customer propositions. • Lead and develop a high-performing national commercial team. • Build alignment across Commercial, Operations, Finance, Revenue Management, Technology, Marketing, Fleet and Customer Experience. • Present commercial performance, business cases and strategic recommendations to executive leadership. Desired Experience & Qualification

• A relevant bachelor’s degree in Business Administration, Commerce, Marketing, Finance or a related discipline is required • An Honours degree, MBA or equivalent postgraduate qualification would be advantageous.