Capture Manager - Tolling & Traffic

Indra USA Inc•San Francisco, CA

3d•Onsite

About The Position

Indra USA is seeking a skilled Commercial Manager – Tolling and Traffic with experience in transportation to help drive commercial activities and proposal development in the USA, focusing on the tolling and traffic sectors. The ideal candidate will have a strong background defining technology solutions for public transportation agencies and operators, including experience in tolling systems, ITS, traffic management systems, and Connected Vehicles solutions, among others. The ideal candidate will have experience defining commercial messaging to the market, overseeing the development of proposals in response to public-agency procurements, and sufficient technology acumen to write commercial offers, whether by participating in proposals or generating white papers. The candidate can expect to split their time between commercial and capture activity and direct proposal preparation work. The candidate should be prepared to gradually expand their commercial/customer-facing activity, as they develop business development competencies.

Requirements

Bachelor’s degree in Business, Marketing, Transportation, or a related field.
Minimum of 5 years of commercial experience in the transportation sector, specifically in selling technological solutions for tolling and transportation agencies and operators.
Proven expertise in tolling, ITS and ATMS systems.
Strong commercial acumen with the ability to understand complex technological solutions and effectively communicate their value to clients.
Excellent negotiation, presentation, and interpersonal skills.
Excellent content development and content writing skills.
Solution and compliance management skills.
Native or fluent English speaker.
Proficiency in Spanish is highly preferred.
Based in Northern California

Nice To Haves

Proficiency in Spanish

Responsibilities

Involved in the opportunity from qualification through proposal submission.
Collaborates with BD on the capture strategy, including why the customer should select the company.
Builds an understanding of the customer's priorities, pain points, procurement strategy, budget, and decision-making process.
Analyzes competitors and determines their likely strengths, weaknesses, partners, and positioning.
Collaborates with BD to develop the company's win themes and discriminators. Ensures that the proposal team receives a well-developed content strategy when the solicitation is released.
Collaborates with BD to determine the optimal teaming strategy, including prime/sub relationships and technology or delivery partners. Implements the strategy.
Coordinates solution development, pricing strategy, technical approach, staffing, and commercial strategy.
Identifies gaps that could prevent a win and develops actions to close them.
Collaborates with Proposal Manager and Technical Writer to define the proposal structure that will result in a compliant, compelling proposal that speaks to customer needs, concerns and unique characteristics.
Reviews technical proposal content regularly to steer it away from content deficiencies and compliance gaps, to ensure a compliant, compelling proposal that speaks to customer needs, concerns and unique characteristics.
Collaborates with Proposal Manager to gate reviews and status reporting.