Account Manager, Tolling and New England

Business Development Manager

This role reports to the Assistant General Manager (AGM) is responsible for identifying, advocating, and pursuing business development opportunities related to business growth within NAM. Responsibility includes developing and implementing sales and marketing strategies, specifically targeting rail operators, tolling authorities and regional transport authorities across North America. 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. The candidate must be able to demonstrate a track record of winning and closing business within transportation.

Essential Job Duties and Responsibilities:

• 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 US
• 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
• Leads North America tolling pursuits end-to-end, including all-electronic tolling (AET), managed lanes, congestion pricing, and mileage-based user fee programs, from opportunity identification through contract award
• Builds and maintains executive-level relationships with state Departments of Transportation, turnpike authorities, bridge & tunnel authorities, Metropolitan Planning Organizations, and tolling industry bodies
• Identifies and advances opportunities arising from the IIJA/Bipartisan Infrastructure Law, state P3 programs, and tolling conversions on previously free facilities, working with capture and proposal teams to shape winning solutions
• Champions cross-modal / multimodal integration strategies that link tolling with transit fare collection, parking, and mobility-as-a-service, leveraging Cubic's combined transportation portfolio as a market differentiator
• Maintains a thorough understanding of products, price to win, competition, market forces and customer needs in US 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.
• This is a single contributor role with no direct reports.

Minimum Job Requirements:

• 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)
• 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
• Demonstrated track record of winning and delivering tolling business in North America with state DOTs, turnpike authorities, or bridge & tunnel operators
• Working knowledge of all-electronic tolling concepts of operation
• Familiarity with tolling roadside technology and back-office/CSC platforms
• Experience with public-sector procurement in the tolling space, including RFP/RFQ processes, unsolicited proposals, design-build, and public-private partnership (P3) delivery models
• Established relationships within the North American tolling community, including active participation in IBTTA and related industry forums
• 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 dollar 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
• Project/Program management experience
• Industry experience
• Sales methodology training such as Shipley or Miller Heiman
• Expert knowledge of the public transportation sector in general
• 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 prioritize 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 organization
• Extensive travel required - May be required to travel domestically with limited, potentially no international travel and work off hours, in-line with customer requirements
• Positive attitude with the ability to embrace change

Cubic Pay Range:

$175,000.00 - $210,000.00* + benefits.

*Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from our lowest geographic market up to our highest geographic market.

The Cubic pay range for this job level is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, experience, knowledge, skills, and abilities, as well as internal equity, alignment with market data, applicable bargaining agreement (if any), or other law.