Senior Director, EMEA Business Development (Intelligent Transportation Systems) in Salfords

Company

Cubic

Business Unit

Cubic Transportation Systems

Job Title

Senior Director EMEA Business Development ITS

Reports To

SVP and Managing Director EMEA

Location

• EMEA
• Job Summary

Reporting to the SVP and Managing Director EMEA, the Senior Director EMEA Business Development ITS will serve on the leadership team to drive the growth of the organization.

The role involves opening new markets and implementing sales and marketing strategies within the region, identifying, advocating, and pursuing business development opportunities related to business growth within the EMEA ITS market.

Working closely with the EMEA leadership team that includes operations, solutions, commercial, bids & proposals, the incumbent will retain and grow the existing customer base while leading large new opportunities and tenders with support from the wider Cubic global team.

The position typically works with limited supervision, exercising discretionary and substantial decision‑making authority.

An entrepreneurial mind‑set is critical, and the candidate must demonstrate a track record of winning and closing business within transportation.

Essential Job Duties and Responsibilities

• Leads country focused business development leaders within the EMEA region, with a specific focus on the ITS business
• Develop employee engagement and communication strategies to shape and build the CTS EMEA culture.
• Hire and develop talent to meet the needs of the business.

Provide clear vision, direction on goals and outcomes, fostering a culture of ownership and accountability.

Provide regular feedback and manage performance to achieve individual and team goals.

Build a pipeline of talent for leadership succession.

• 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 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 EMEA region.
• Contract revenue/values between $5m – $100m.
• Exemplar CRM administration discipline (Salesforce), performing 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 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 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

• Proven success in leading teams.
• Experience in successfully winning and growing business in transportation.
• Have an established contact and relationship base within the road transportation industry at all levels.
• Complete understanding of the Integrated Traffic Solutions and Traffic Management stakeholders and the industry standards & requirements by sales channel (Safety, Enforcement, Management, Control, Back Office, Communication, Surveillance, Signage)
• Thorough understanding of Home Office and industry hardware requirements (Camera’s, Barriers, Signage, CCTV, Communication Systems, Roadside Control, PA Systems)
• HSE Roadside Repair guidance, Highways Electrical Registration Scheme, GG 104 Framework NRSWA, TMP Guidelines experience/knowledge
• Experience working with Adaptive traffic signal control systems, Traffic analytics and AI‑driven optimisation platforms, V2X / connected vehicle infrastructure, Smart corridor and smart city initiatives, Cloud‑based transportation management platforms
• 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

Education and Qualifications

Essential

• 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 and internationally and work off hours, in‑line with customer requirements.
• Positive attitude with the ability to embrace change.

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.

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