Cubic Corporation
Senior Director, EMEA Business Development (Intelligent Transportation Systems)
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Business Unit: Cubic Transportation Systems
Company Details:
When you join Cubic, you become part of a company that creates and delivers technology solutions in transportation to make people’s lives easier by simplifying their daily journeys, and defense capabilities to help promote mission success and safety for those who serve their nation. Led by our talented teams around the world, Cubic is committed to solving global issues through innovation and service to our customers and partners. We have a top-tier portfolio of businesses, including Cubic Transportation Systems (CTS) and Cubic Defense (CD). Explore more on Cubic.com.
Job Details:
Reporting to the SVP and Managing Director EMEA, the Senior Director EMEA Business Development ITS will serve on the leadership team to drive the growth of the organization. Responsibility includes opening new markets and developing and implementing sales and marketing strategies within the region.
This role is responsible for identifying, advocating, and pursuing business development opportunities related to business growth within the EMEA ITS market. Working within the EMEA leadership team incorporating operations, solutions, commercial, bids & proposals, the responsibility is to both retain and grow our existing customer base as well as lead on numerous large new opportunities and tenders, with the backing of the larger Cubic global team.
This role typically works under limited supervision and direction and will regularly exercise discretionary and substantial decision-making authority. An entrepreneurial mind-set is critical. The candidate must be able to demonstrate a track record of winning and closing business within transportation.
Essential Job Duties and Responsibilities:
- Leads country focused business development leaders within the EMEA region, with a specific focus on the ITS business
- Develop employee engagement and communication strategies to shape and build the CTS EMEA culture.
- Hire and develop talent to meet the needs of the business.
- Provide a clear vision, direction on goals and outcomes fostering a culture of ownership and accountability.
- Provide regular feedback and manage performance to achieve individual and team goals.
- Responsible for building a pipeline of talent to leadership succession.
- Develops and executes business plan related goals including revenue, bookings and profit.
- Develops strategic business and political relationships with Ministers, regional transport authorities, regional political leaders, treasury, etc.
- Drive digital marketing strategy, leveraging channels, tools and social media to develop new business.
- Develops and executes opportunity specific capture plans and strategies to ensure customer engagement is being performed based on best practice.
- Influences to ensure the right level of internal support is obtained to place Cubic in a leading position, maintaining a productive relationship with the business and engineering teams.
- Develops thought leadership --issues white papers to position Cubic as a leader in the EMEA region.
- Contract revenue/values between $5m - $100m.
- Exemplar CRM administration discipline (Salesforce), performing appropriate, accurate and realistic reporting and forecasting utilizing CRM data – leading by example.
- Helps oversee the timely production and compilation of quality written submissions for pre-qualification documents and tender quality statements.
- Ensures our solutions and product teams have access to clients and market influencers such as consultants.
- Improves competitive position by recommending new applications of systems, providing information on the technical development of systems and assisting in program planning.
- Maintains a thorough understanding of products, price to win, competition, market forces and customer needs in transportation.
- Comply with Cubic’s values and adherence to all company policy and procedures.
- Comply with the code of conduct, quality, security and occupational health, safety and environmental policies and procedures.
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In addition to the duties and responsibilities listed, the job holder is required to perform other duties assigned by their manager from time-to-time, as may be reasonably required of them.
Minimum Job Requirements:
Essential:
- Proven success in leading teams.
- Experience in successfully winning and growing business in transportation.
- Have an established contact and relationship base within the road transportation industry at all levels.
- Complete understanding of the Integrated Traffic Solutions and Traffic Management stakeholders and the industry standards & requirements by sales channel (Safety, Enforcement, Management, Control, Back Office, Communication, Surveillance, Signage)
- Thorough understanding of Home Office and industry hardware requirements (Camera’s, Barriers, Signage, CCTV, Communication Systems, Roadside Control, PA Systems)
- HSE Roadside Repair guidance, Highways Electrical Registration Scheme, GG 104 Framework NRSWA, TMP Guidelines experience/knowledge
- Experience working with Adaptive traffic signal control systems, Traffic analytics and AI-driven optimization platforms, V2X / connected vehicle infrastructure, Smart corridor and smart city initiatives, Cloud-based transportation management platforms
- Experience in selling services, systems and/or products and recording data in Salesforce or similar tool
- Experience in securing large contract sales.
- Evidence of significant deal closure (likely to be multi-million dollar value deals) with system and service elements
- Account Management experience.
- Complex sales management experience with cross-functional teams
- Ability to manage capture teams.
- Experience building and maintaining client relationships.
- Deal shaping and negotiation skills.
- Computer literacy
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Desirable:
- Project/Program management experience
- Industry experience
- Sales methodology training such as Shipley or Miller Heiman
- Expert knowledge of the public transportation sector in general
Education and qualifications:
Essential:
- Qualifications in Marketing, Engineering or Management or Marketing or equivalent relevant on the job experience
Personal Qualities:
- Strong customer focus, ability to build trusted and lasting relationships.
- Good listening skills and empathy
- Ability to prioritize work, complete multiple tasks and work under deadlines.
- Ability to make substantial decisions without supervision
- Must have excellent interpersonal and negotiation skills with a keen business and technical awareness
- Must be self-motivated, creative and have the ability to work closely in a team environment with other departments and individuals at all levels in the organization
- Extensive travel required - May be required to travel domestically and internationally and work off hours, in-line with customer requirements
- Positive attitude with the ability to embrace change
Worker Type: Employee
We are committed to creating an inclusive workplace and welcome applications from people of all backgrounds. We do not discriminate based on any protected characteristic under applicable law.
Equal Employment Opportunity:
Cubic is proud to have a presence in over 60 countries and employ over 5,000 people worldwide. We are committed to hiring and retaining a diverse workforce and are proud to be an Equal Opportunity/Affirmative Action-Employer. We are committed to ensuring a workplace free of discrimination based on race, color, religion, age, disability, genetic information, sex, sexual orientation, gender identity, or national origin, military or veteran status, and any other basis protected by applicable law. For more information on Equal Employment please visit: http://www.cubic.com/Careers/Applicant-Help
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