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Business Development Director (m/f/d)

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Cubic Corporation

2mo ago

  • Job
    Full-time
    Expert Level
  • Sales & Business Development
    Marketing
  • Hamburg
  • Quick Apply

AI generated summary

  • You need transportation industry experience, strong rail ticketing knowledge, multilingual skills, account management expertise, negotiation abilities, and a proactive attitude.
  • You will drive growth strategy, manage business plans, build key relationships, enhance digital marketing, oversee proposal submissions, and improve competitive positioning in EMEA transport.

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)
  • Open / 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
  • 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 value deals) with system and service elements
  • Fluent English and German language skills
  • 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
  • Qualifications in Marketing, Engineering or Management or Marketing or equivalent relevant on the job experience
  • Strong customer focus, ability to build trusted and lasting relationships.
  • Good listening skills and empathy
  • Ability to prioritise 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 organisation
  • 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

Responsibilities

  • Owns and drives and implements the growth strategy for EMEA in line with the company strategy
  • 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
  • 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
  • Maintains a thorough understanding of products, price to win, competition, market forces and customer needs in EMEA transportation
  • Comply with Cubic’s values and adherence to all company policy 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

FAQs

What is the main responsibility of the Business Development Director at Cubic Transportation Systems?

The main responsibility is to identify, advocate and pursue business development opportunities related to business growth within the EMEA region, specifically targeting rail operators and regional transport authorities.

Is experience in the transportation industry required for this position?

Yes, experience in successfully winning and growing business in transportation is essential for this role.

What languages are required for this job?

Fluency in English and German is required, and knowledge of Spanish is desirable.

What kind of educational background is preferred for the Business Development Director position?

Qualifications in Marketing, Engineering, or Management, or equivalent relevant on-the-job experience are essential.

Will I be required to travel for this position?

Yes, extensive travel is required, both domestically and internationally, in line with customer requirements.

What type of contract values will the Business Development Director be handling?

The role involves managing contract revenues/values ranging between 5 million to 100 million.

Is there a specific CRM tool that the candidate should be familiar with?

Yes, experience with Salesforce or a similar CRM tool is required for maintaining accurate reporting and forecasting.

What personal qualities are important for this role?

Important personal qualities include strong customer focus, good listening skills, ability to prioritize work under deadlines, excellent interpersonal and negotiation skills, and a positive attitude towards change.

Does the role involve working with cross-functional teams?

Yes, complex sales management experience with cross-functional teams is essential for this position.

What is the company's commitment regarding customer relationships?

The company places a strong emphasis on building trusted and lasting relationships with customers.

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Cubic Corporation

We make the world better through innovation, technology solutions and world-class products in defense and transportation

Defence & Aerospace
Industry
5001-10,000
Employees
1949
Founded Year

Mission & Purpose

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 driven to solve global challenges through innovation and service to our customers and partners. We have a leading portfolio of businesses, including Cubic Transportation Systems (CTS) and Cubic Mission and Performance Solutions (CMPS).

Culture & Values

  • We believe in creating excellence through teamwork and collaboration, upholding a commitment to ethics and integrity through a distinct culture that focuses on collaboration, agility, accountability and execution.