Business Development Director

Overview

Cubic Transportation Systems is a provider of technology solutions in transportation. The company aims to simplify daily journeys and support mission success and safety in defense. Cubic is committed to solving global issues through innovation and service to customers and partners.

Job Details

Job Summary: This role is responsible for identifying, advocating and pursuing business development opportunities related to business growth within the APAC region. Responsibilities include developing and implementing sales and marketing strategies targeting rail operators and regional transport authorities in all cities. Working within the Growth team, the role covers operations, solutions, commercial, bids & proposals, with the aim of retaining and growing our existing customer base while leading on large new opportunities and tenders, supported by the broader Cubic global team. This position typically works under limited supervision and requires discretionary and substantial decision-making authority. An entrepreneurial mindset is critical.

Essential Job Duties and Responsibilities

• Owns, drives and implements the growth strategy for APAC in line with the company strategy
• Develops and executes business plans related to goals including revenue, bookings and profit
• Develops strategic business and political relationships with Ministers, regional transport authorities, regional political leaders, treasury, and other stakeholders
• Drive digital marketing strategy, leveraging channels and social media to develop new business
• Develops and executes opportunity-specific capture plans and engagement strategies based on best practice
• Influences to obtain internal support and maintains productive relationships with the business and engineering teams
• Develops thought leadership — issues white papers to position Cubic as a leader in APAC
• Contract revenue/values between 5m - 100m
• Exemplar CRM administration discipline (Salesforce), with accurate reporting and forecasting using CRM data
• Oversees timely production of quality written submissions for pre-qualification documents and tender quality statements
• Ensures solutions and product teams have access to clients and market influencers
• Improves competitive position by recommending new applications of systems and assisting in program planning
• Maintains understanding of products, price to win, competition, market forces and customer needs in APAC transportation
• Complies with Cubic's values and all company policies and procedures, code of conduct, quality, security, and OH&S policies
• Performs other duties as assigned by management as reasonably required

Minimum Job Requirements Skills, knowledge and experience Essential:

• Experience in successfully winning and growing business in transportation
• Established contact and relationship base within the transportation industry at all levels
• Understanding of rail fare engines/central booking engines and industry standards by sales channel (mobile, TVMs, ticket offices, onboard mPOS, etc.)
• Understanding of rail ticketing and payments, account-based ticketing, legacy closed-loop card solutions, MaaS, journey planning, and hardware requirements (gates, readers, validators, TVMs, etc.)
• Open/Closed Loop and Private Label transit card experience/knowledge
• Mobile wallet understanding (Apple Pay, Google Pay, etc.)
• Understanding of retail and validation of all rail ticket/token types
• Experience selling services, systems and/or products and recording data in Salesforce or similar tools
• Experience securing large contract sales
• Evidence of significant deal closures (likely 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 equivalent relevant on-the-job experience
  Personal Qualities
  • Strong customer focus and ability to build trusted, lasting relationships
  • Good listening skills and empathy
  • Ability to prioritize work, manage multiple tasks and meet deadlines
  • Ability to make substantial decisions without supervision
  • Excellent interpersonal and negotiation skills with business and technical awareness
  • Self-motivated, creative, and able to work closely with other departments at all levels
  • Willingness to travel domestically and internationally and work off hours as required
  • 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.

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