Account Manager - East Coast

Cubic Corporation; Boston (MA); On-site; USD 120,000 - 145,000; Full time

Job summary

Cubic Transportation Systems in Boston seeks a senior business development professional to identify and pursue rail and tolling opportunities across North America. The role focuses on growing the existing customer base and leading on large bids, with support from Cubic’s global team.

The candidate will drive sales strategies, build executive-level relationships with state and regional authorities, and manage opportunities from identification to contract award. Extensive travel may be required.

Qualifications

• Experience winning and growing transportation business.
• Established contacts within the transportation sector in North America.
• Deep understanding of rail fare engines, central booking, and ticketing systems.
• Experience with tolling, AET, and MaaS concepts in public transit.

Responsibilities

• Develops and executes business plans including revenue targets and bookings.
• Builds strategic relationships with ministers, regional authorities, and industry stakeholders.
• Leads digital marketing and capture plans for opportunities.
• Oversees end-to-end tolling pursuits in North America and chases large contracts.

Skills

Business development

Sales strategy

Relationship management

Negotiation

Public sector sales

Education

Marketing, Engineering or Management degree

Tools

Salesforce

Job description

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.

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

Education and qualifications

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. Cubic creates and delivers technology solutions in transportation that make people’s lives easier by simplifying their daily journeys, and defense capabilities that 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 challenges 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). Cubic is dedicated to providing a comprehensive employee benefits program. All regular, full-time and part-time employees (working an average of 20 hours per week) are eligible for benefits that are effective on the first day of employment. Cubic offers medical, dental and vision insurance, company-paid disability (company continues full pay and benefits for up to six weeks), life insurance options, critical illness and accident coverages, Flexible Spending Accounts, a pre-paid legal plan, travel accident insurance, an award-winning well-being program which includes an employer-funded lifestyle spending account, up to six weeks of paid parental leave, and a 401k Retirement Plan with a company match. Employees can also take advantage of backup childcare, pet care, pet insurance, virtual tutoring, and a tuition reimbursement program. Many locations follow a 9/80 work schedule with time-off policies to help encourage employees to take time for rest and relaxation. Full-time salaried employees are eligible to participate in Cubic’s flexible time-off arrangement. Part-time and hourly employees accrue paid time-off (PTO)/Sick leave at a rate of 5.23 hours bi-weekly. Lastly, Cubic provides its employees 11 paid holidays throughout the calendar year. With a presence in over 60 countries and more than 5,000 employees worldwide, Cubic is committed to hiring and retaining a diverse workforce.

We are proud to be an Equal Opportunity/Affirmative Action-Employer. We are committed to ensuring a workplace free of discrimination based on race, color, religion, age, disability, genetic information, sex, sexual orientation, gender identity, national origin, military or veteran status, and any other basis protected by applicable law. For more information on Equal Employment please visit: http://www.cubic.com/Careers/Applicant-Help To learn more, visit Cubic.com. Follow us on LinkedIn!