Business Development Director

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:

Essential Job Duties and Responsibilities:

• Owns / drives and implements the growth strategy for the UK in line with the company strategy including partnerships
• 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 UK
• 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 UK 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

Essential:

• Qualifications in Marketing, Engineering or Management or Marketing or equivalent relevant on the job experience
• Experience in successfully winning and growing business in UK transportation
• Have an established contact and relationship base within the UK transportation industry at all levels
• Complete understanding of the UK 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 UK 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 pound 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

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.

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Worker Type:

Employee