Business Unit:
Cubic Transportation Systems
Company Details:
For us, transportation is personal. We know that every journey matters, no matter how long or short. That’s why the team at Cubic Transportation Systems helps transportation authorities and transit agencies design, integrate, deploy, and manage mobility systems fit for the challenges of tomorrow. We work alongside our transportation partners to understand their needs, objectives, and budgets while helping them build modern mobility systems to manage demand and congestion, make journeys safer, and empower travelers to make informed and preferred travel choices. Join us in moving millions of people safely and efficiently.
Job Details:
What You Will Do (Job Summary):
The Business Development Director is responsible for defining and acquiring new regional business in line with our Strategic Business Plans. In this role, you will build a qualified pipeline that will ensure we meet our growth expectations and position Cubic to fulfill the future needs of our clients. Provide leadership and ownership of our business capture strategies. Create and maintain a network of stakeholders within our client organizations and in the wider market. This is an individual contributor role that works under limited supervision.
Essential Job Duties and Responsibilities:
Direct Business Development in urban mobility:
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New business acquisition:
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Win new business opportunities aligned to the regional bookings plan and performance targets
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Builds qualified pipeline for opportunities that permit us to achieve our goals
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Produces capture plans for all forecasted opportunities
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Develop win strategies for each opportunity and ensure the captures teams are focused and aligned
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Ensures new business development progresses through our capture stage gate reviews
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Weekly use of Salesforce and Altify to ensure our engagements are coordinated and aligned with our capture process
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Maintains opportunities in Salesforce together with client contact reports
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Prepares opportunity stage gate reviews and Bid/No Bid recommendation
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Participates to proposal preparation in partnership with the bid and proposal team
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Formulates price recommendation based on grounded market information and analysis
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Formulates the commercial negotiation strategy with the capture team and regional management
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Identifies, engages and coordinates outside consultants as required
Market understanding and positioning:
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Lead and contribute to customer and internal stakeholder meetings with follow-up on Business Development actions.
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Ensure we understand our client needs and expand new business opportunities.
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Partner with the Products and Platforms teams to help define product roadmaps that position our products to fulfil the client and consultants’ requirements, and by extension ensure that RFPs are written in a way that supports our product roadmaps.
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Works with the ITS team to help define TMP product roadmaps and ensure we convince clients and consultants that our products can fulfil the client and consultants’ requirements, and by extension ensure that the RFPs are written in a way that supports our product roadmaps
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Leverages our partnerships within the region like Microsoft, Salesforce, Mastercard and Visa
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Monitors competitor activities and informs our business unit management
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Collaborate with Marketing teams on events, speaking opportunities, webinars, sponsorships etc.
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Attend and presents at external customer meetings and internal stakeholder meetings and follow up with external customers as necessary
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Partner with our internal teams to best serve our clients
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Use of LinkedIn and other digital platforms to promote Cubic products, services, achievements and thought leadership
Platform solutions in Urban Mobility:
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Supports opportunities linked to our regional programs
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Develops strategies to expand or integrate platform solutions within our urban mobility client base
Who we are looking for (minimum job requirements):
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Four-year degree in Business Administration, Engineering, or related field, Marketing preferred (MBA desirable)
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8 years in sales and/or business development experience with demonstratable success
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Previous experience securing multi-million-dollar ($5m-100m) contracts in any of the target markets
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Demonstrable knowledge of payments sector for Transit (Bankcards cEMV, Smartcards, mobile) and Platform and Enterprise back-office payments sector
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Desirable to have ITS Traffic Management knowledge
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Prefer establishing reseller networks and agreements
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Salesforce and Altify experience
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Strategic selling training, such as Miller Heiman and Shipley capture management
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Entrepreneurial, self-starter, keen business and technical awareness
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Display leadership and ownership
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Excellent interpersonal and negotiation skills
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Culturally aware and inclusive
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Language skills: English
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Ability to prioritize work, complete multiple tasks and work under deadlines.
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Ability to perform analytical work
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Self-motivated and creative problem-solver
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Home-based, remote role with the ability to travel as required (estimated 25-50%)
Does this sound like you? If so, join us!
(California only***) Targeted full-time salary range between $196,570- $247,849 + benefits.
***Note: Disclosure of the pay scale data as required by Labor Code Section 432.3.
The description provided above is not intended to be an exhaustive list of all job duties, responsibilities and requirements. Duties, responsibilities and requirements may change over time and according to business need.
Worker Type:
Employee
