Business Development Director

2 Months ago • All levels • Business Development

Job Summary

Job Description

This Business Development Director role focuses on growing business opportunities in the EMEA region, specifically targeting rail operators and regional transport authorities. The responsibilities include developing and executing sales and marketing strategies, managing large new opportunities and tenders, and maintaining relationships with existing clients. The role requires an entrepreneurial mindset, developing business plans, building strategic relationships, and driving the digital marketing strategy. The role involves leading capture plans, influencing internal support, developing thought leadership, and ensuring CRM discipline. The director is also responsible for ensuring the right level of internal support is obtained to place Cubic in a leading position and maintaining a productive relationship with the business and engineering teams. The role also includes improving competitive position, maintaining product knowledge, and adhering to company policies.
Must have:
  • Experience in winning and growing transportation business.
  • Established contacts in the transportation industry.
  • Complete understanding of rail fare engines and industry standards.
  • Thorough understanding of rail ticketing and payments.
  • Experience in selling services, systems or products.
  • Experience securing large contract sales.
  • Evidence of significant deal closure.
  • Account management experience.
  • Complex sales management experience.
  • Ability to manage capture teams.
  • Experience in building client relationships.
  • Deal shaping and negotiation skills.
  • Computer literacy.
Good to have:
  • Project/Program management experience.
  • Industry experience.
  • Sales methodology training such as Shipley or Miller Heiman.
  • Expert knowledge of the public transportation sector in general.

Job Details

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:

Job Summary:

This role is responsible for identifying, advocating and pursuing business development opportunities related to business growth within the EMEA region. Responsibility includes developing and implementing sales and marketing strategies, specifically targeting rail operators and regional transport authorities in all cities. Working within the Growth 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.

Essential Job Duties and Responsibilities:

  • Owns and drives and implements the growth strategy for EMEA in line with the company strategy
  • 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 with EMEA
  • 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 EMEA 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.
  • 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:
 

Skills knowledge and experience:

Essential:

  • Experience in successfully winning and growing business in transportation
  • Have an established contact and relationship base within the transportation industry at all levels
  • Complete understanding of the rail fare engine/central booking engine stakeholders and the industry standards & requirements by sales channel (mobile, TVM’s, ticket office, Onboard mPOS, etc)
  • Thorough understanding of rail ticketing & payments, account-based ticketing, legacy closed loop card solutions, MaaS, journey planning, industry hardware requirements (gates, readers, validators, TVM’s, etc)
  • Open / Closed Loop and Private Label transit card experience/knowledge
  • Mobile wallet understanding (ApplePay, GooglePay,etc)
  • A thorough understanding of retail and validation of all rail ticket/token types
  • 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 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

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 prioritise 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 organisation
  • 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

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

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About The Company

Cubic creates and delivers technology solutions in transportation that make people’s lives easier by simplifying their daily journeys, and defense capabilities that 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 challenges 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).CTS is an industry-leading integrator of payment and information solutions and related services for intelligent travel applications.CTS delivers integrated systems for transportation and traffic management, delivering tools for travelers to choose the smartest and easiest way to travel and pay for their journeys, and enabling transportation authorities and agencies to manage demand across the entire transportation network. Cubic Defense provides networked Command, Control, Communications, Computers, Cyber, Intelligence, Surveillance and Reconnaissance (C5ISR) solutions, and live, virtual, constructive and game-based training solutions for both U.S. and Allied Forces. These mission-inspired capabilities enable assured multi-domain access; converged digital intelligence; and superior readiness for defense, intelligence, security and commercial missions.

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