Tolling Product & Sales Director

Cubic Corporation•San Diego, CA

2d•$140,000 - $235,000•Hybrid

About The Position

The Tolling Product and Sales Director plays a leading role in defining, documenting and communicating the CTS Road User Charging (RUC) strategy, with an initial focus on our North American regional solutions. This role is responsible for product strategy and business development of the tolling solutions and will act as the product and sales lead for the function, leading customer acquisition of road tolling solutions. The Tolling Product and Sales Director will liaise with senior leadership and key stakeholders across the business to ensure our tolling/RUC strategy is consistent with our strategic goals and meets the needs of our different target regions, market-segments, and hardware and software product-lines to meet our ambitious growth targets and to support existing customers. This role works across stakeholders in a highly matrixed environment to drive step change in how we position, message, and differentiate our tolling portfolio and service offerings against our competitors, as part of our broader product portfolio and product strategy, including identifying and working with strategic third-party partners. The Tolling Product and Sales Director is both the internal and external face of our tolling portfolio and will work closely with business development, project delivery, engineering, and services teams to understand the key drivers for our customers and the broader market.

Requirements

Highly experienced Product Manager with a track record of working with a portfolio tolling products, solutions, or equivalent.
Demonstrable experience in defining product strategies and delivering winning value propositions.
Demonstrable experience in sales and business development.
Strong understanding of intelligent transport technologies and associated technical concepts in relation to tolling and payment solutions.
Strong commercial acumen.
Comfortable in both the product and sales domains.
Proven experience in complex, global, matrixed organisations.
Degree qualification in technology or business discipline or equivalent.
Demonstrable experience in user-centred design and delivering customer benefits.
Proven record of working with partners, preferably in both the software and hardware domains.
Demonstrable experience of working with complex stakeholder groups across organisations.
Experience of portfolio rationalization activities and wider product lifecycle management.
Understands change management and the culture of business improvement transformation.
Ability and flexibility to work in a global environment across multiple time zones.
Highly resilient personality and comfortable with complexity.

Nice To Haves

Experience of the transit industry is highly desirable.
Experience of both public and private sector environments is desirable.
Natural leader who works well with others and brings the best out of other people.
Strong communication skills and ability to take different stakeholders on a journey.
Ability to define a compelling vision and work across business and technical domains.
Dynamic personality with a positive outlook who thrives on change.
Ability to quickly attain and retain credibility across diverse teams.
Ability to work with ambiguity and effect change through influence as well as authority.

Responsibilities

Work with cross-functional teams across regions to define the Tolling/RUC strategy.
Be hands-on and can-do to drive the definition and execution of our tolling strategy in collaboration with multiple stakeholders at all levels of the business.
Develop and execute business plan related goals including revenue, bookings and profit.
Develop business opportunities as the lead business development person in the functional area with values from $5m to $500m.
Support defining and communicating compelling and differentiated value propositions in relation to our tolling products and bring a deep understanding of the competitive landscape.
Lead on Build/Partner discussions and support Engineering where NRE work is required for existing solutions and/or to explore new ways of leveraging existing assets.
Proactively perform market analysis and research and develop go-to-market plans for different geographies, including new market entry.
Work with marketing to shape the associated marketing strategy to position our tolling strategy internally and externally with customers, consultants, and partners.
Work with the Business Development team to ensure voice of the customer is represented, ensure customer needs are captured and there is a customer/user experience focus for all our tolling solutions.
Lead sales enablement activities in relation to our tolling portfolio, including sales training and internal knowledge sharing.
Support the development of product price books and pricing frameworks for our tolling solutions, including different product and service options aligned to the tolling portfolio.
Support the sales cycle, including customer demos, workshops, and presentations as part of ongoing customer engagement or as part of formal bid processes.
Help drive TAM expansion and proactively identify growth opportunities across regions in relation to our tolling portfolio, including adjacent markets and use of procurement frameworks.
Support identifying and managing portfolio partners including defining joint go-to-market value propositions.
Support bid and proposal teams in presenting our tolling portfolio in response to formal Requests for Proposals.
Support Service Delivery Managers, Account Managers, and Business Development Managers in developing account plans for existing customers in relation to their supplied and supported tolling solutions.
Lead in collaboration with Engineering on portfolio rationalization initiatives and ensure the tolling portfolio is manged through product management lifecycle disciplines.
Lead the creation of individual product P&Ls within the portfolio and supporting reporting functions to ensure we are strategically and commercially focused for all decision-making.
Support creating and uplifting product documentation in relation to our tolling solutions, including sales brochures, technical specifications, datasheets, and user guides.
Support identifying opportunities for process improvement and help build product management discipline and governance into BAU processes across the business in relation to our tolling portfolio.
Be the go-to-person for all tolling strategy questions and issues.
Work closely with product and sales leaders, key stakeholders across the business, and report to the VP, Head of Product.