OVERVIEW

Cubic Transportation Systems (CTS) is seeking a Traffic Management Product and Sales Director to play a leading role in defining, documenting and communicating the CTS traffic management strategy, with a specific focus on our EMEA and APAC global and regional solutions. 

This role will also be responsible for product strategy and business development of the traffic management solutions and will act as the product and sales lead for the function, leading customer acquisition of traffic management solutions. 

The Traffic Management Product and Sales Director will liaise with senior leadership and key stakeholders across the business to ensure our traffic management strategy is consistent with our strategic goals and meets the needs of our different target regions, market-segments, and hardware and software product-lines to meet our ambitious growth targets and to support existing customers. 

As a new role in the Cubic business, this will require working with many stakeholders in a highly matrixed environment to drive step change in how we position, message, and differentiate our traffic management portfolio against our competitors, as part of our broader product portfolio and product strategy. This will include identify and working with strategic third-party partners. 

The Traffic Management Product and Sales Director will be both the internal and external face of our traffic management portfolio and will work closely with sales, project delivery, engineering, and services teams to understand the key drivers for our customers and the broader market. 

KEY RESPONSIBILITIES 

The Traffic Management Product and Sales Director will: 

• Work with cross-functional teams across regions to define the traffic management strategy. 

• Be hands-on and can-do to drive the definition and execution of our traffic management strategy in collaboration with multiple stakeholders at all levels of the business. 

• Develop and execute business plan related goals including revenue, bookings and profit. 

• Develop business opportunities as the lead business development person in the functional area with values from $5m to $500m. 

• Support defining and communicating compelling and differentiated value propositions in relation to our traffic management products and bring a deep understanding of the competitive landscape. 

• Lead on Build/Partner discussions and support Engineering where NRE work is required for existing solutions and/or to explore new ways of leveraging existing assets. 

• Proactively perform market analysis and research and develop go-to-market plans for different geographies, including new market entry. 

• Work with marketing to shape the associated marketing strategy to position our traffic management strategy internally and externally with customers, consultants, and partners. 

• Work with the Business Development team to ensure voice of the customer is represented, ensure customer needs are captured and there is a customer/user experience focus for all our traffic management solutions. 

• Lead sales enablement activities in relation to our traffic management portfolio, including sales training and internal knowledge sharing. 

• Support the development of product price books and pricing frameworks for our traffic management solutions, including different product and service options aligned to the traffic management portfolio. 

• Support the sales cycle, including customer demos, workshops, and presentations as part of ongoing customer engagement or as part of formal bid processes. 

• Help drive TAM expansion and proactively identify growth opportunities across regions in relation to our traffic management portfolio, including adjacent markets and use of procurement frameworks. 

• Support identifying and managing portfolio partners including defining joint go-to-market value propositions. 

• Support bid and proposal teams in presenting our traffic management portfolio in response to formal Requests for Proposals. 

• Support Service Delivery Managers, Account Managers, and Business Development Managers in developing account plans for existing customers in relation to their supplied and supported traffic management solutions. 

• Lead in collaboration with Engineering on portfolio rationalization initiatives and ensure the traffic management portfolio is manged through product management lifecycle disciplines. 

• Lead the creation of individual product P&Ls within the portfolio and supporting reporting functions to ensure we are strategically and commercially focused for all decision-making. 

• Support creating and uplifting product documentation in relation to our traffic management solutions, including sales brochures, technical specifications, datasheets, and user guides. 

• Support identifying opportunities for process improvement and help build product management discipline and governance into BAU processes across the business in relation to our traffic management portfolio. 

• Be the go-to-person for all traffic management strategy questions and issues. 

• Work closely with product and sales leaders, key stakeholders across the business, and report to the VP, Head of Product.  

QUALIFICATIONS 

• Highly experienced Product Manager with a track record of working with a portfolio of traffic management products or equivalent. 

• Demonstrable experience in defining product strategies and delivering winning value propositions. 

• Demonstrable experience in sales and business development. 

• Strong understanding of intelligent transport technologies and associated technical concepts in relation to traffic management solutions. 

• Strong commercial acumen. Comfortable in both the product and sales domains.