Account Manager - East Coast

Cubic · Boston · $120,000–$145,000 (stated in the posting)

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:

Job Summary:

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.

Essential:

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

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

Essential:

Education and qualifications

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

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.

Cubic Pay Range:

$120,000- $145,000 * + benefits.

‎

Cubic Pay Range:

‎ ‎

*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.

‎

Worker Type:

Employee

‎

We are committed to creating an inclusive workplace and welcome applications from people of all backgrounds. We do not discriminate based on any protected characteristic under applicable law.

More jobs at Cubic · Sales & Business Development jobs in Boston