Business Development Director

Job Summary:

This role is responsible for identifying, advocating and pursuing business development opportunities related to business growth within the APAC 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 APAC 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 APAC
• 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 APAC 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

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