The posting
Job Description
The Role
As Senior Product Propositions Manager – B2C (Retail), you will play a key role in shaping and delivering compelling direct-to-consumer propositions, including Priority Pass. Working closely with the Head of Value Proposition – B2C (Retail), you will own end-to-end proposition development for targeted initiatives and lead defined workstreams within larger, more complex propositions.
You will translate the B2C strategy and consumer insight into executable propositions spanning membership, benefits, pricing and packaging, customer journeys and go-to-market plans. In collaboration with the proposition team and finance, you will also have responsibility for the commercial performance of the B2C channel, including forecasting, monitoring budget against actual performance, and understanding the key revenue and cost drivers within the P&L. You will identify emerging risks and opportunities and lead cross-functional interventions to improve overall financial performance.
Key Responsibilities
- Shape and deliver B2C retail propositions that meet the needs of current and future consumer segments, differentiate Collinson in the market and contribute to sustainable revenue and profit growth.
- Own proposition development from insight and concept through business case, validation, launch, evaluation and optimisation for targeted initiatives; lead defined workstreams within larger strategic propositions.
- Build a deep understanding of consumer needs, behaviours, motivations and pain points by partnering with Research, Analytics and Customer teams, and convert insight into clear proposition choices and investment recommendations.
- Define the proposition for each initiative, including target audience, customer problem, value exchange, benefits, membership or offer structure, pricing, customer journey, commercial model, product-market fit tests and go-to-market approach.
- Develop robust business cases and financial models, clearly articulating customer value, revenue and margin potential, costs, risks, dependencies and expected benefits; remain accountable for the assumptions and benefits realisation of owned initiatives.
- Define and own proposition KPIs and success measures, including revenue, margin, customer lifetime value, engagement, retention, churn, customer satisfaction and operational metrics.
- Monitor proposition and launch performance using qualitative and quantitative evidence; identify root causes, recommend interventions and drive ongoing test-and-learn optimisation.
- Provide evidence-led inputs to the B2C proposition roadmap and prioritisation process, making clear recommendations and trade-offs across customer value, commercial return, delivery effort and strategic fit.
- Lead cross-functional collaboration across Product Management, Design, Engineering, Marketing, Growth, Commercial, Finance, Partnerships, Operations, Customer Support, Legal and Compliance, ensuring clear outcomes, decisions, dependencies and launch readiness.
- Act as a consumer and market advocate, maintaining a strong view of B2C retail, membership and subscription trends, competitor activity, consumer expectations and emerging technologies in travel and adjacent sectors.
- Build strong relationships and influence senior stakeholders, champion the proposition vision, mentor colleagues where appropriate and contribute to consistent best practice across the Value Proposition function.
Knowledge, Skills and Behaviours
Essential
- 5 to 7 years of experience in product proposition, product strategy, growth, consulting or commercial planning roles, ideally within B2C retail, e-commerce, subscription, membership, travel or other global direct-to-consumer businesses.
- Demonstrated success taking consumer propositions from insight and concept through validation, launch and optimisation, with clear accountability for customer and commercial outcomes.
- Strong consumer proposition skills, including segmentation, needs analysis, proposition design, concept testing and translating insight into a differentiated customer offer.
- Commercial acumen with experience of pricing, business case development, financial modelling, managing a P&L and delivering against revenue, margin and profitability targets.
- Proven ability to define and own KPIs, interpret qualitative and quantitative data, and use experimentation and performance insight to make decisions and improve results.
- Experience of leading regular commercial performance reviews, interpreting data into meaningful insights for senior stakeholders.
- Experience shaping go-to-market and lifecycle activity across digital retail journeys, working closely with Product, Marketing, Growth, Sales or channel teams.
- Skilled at understanding and balancing customer behaviour and business performance.
- Excellent with data, business models and digital product development.
- Strong communication, storytelling and influencing skills, with experience aligning diverse cross-functional teams and engaging senior stakeholders.
- Effective at managing multiple complex workstreams, dependencies and trade-offs in a fast-moving, ambiguous and matrixed environment.
Desirable
- Experience mentoring or coaching others.
- Experience in global or multi-market propositions.
- Knowledge of travel, loyalty or airport experiences.
Reward & Benefits: What's in it for me?
We want our people to feel recognised, supported and able to thrive both at work and beyond it.
We offer a competitive reward package designed to support your financial, physical and mental wellbeing, alongside opportunities to learn, develop and be recognised for the contribution you make. Benefits vary by role and location, and full details will be shared as part of the application process.
Equal opportunities: Our commitment to inclusion
Collinson Group is an equal opportunities employer. We welcome applications from people of all backgrounds, identities and experiences, and believe that different perspectives make our business stronger.
