Sales Director- West Region, ITS

Cubic Corporation • Knoxville, TN

2d

About The Position

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).

Job Summary: Develop and execute strategic plans to achieve overall revenue targets with Intelligent Transportation Systems (ITS) product portfolio, including but not limited to Gridsmart, Trafficware, and related software products. Drives, manages, and executes the business and revenue of the regional sales team to achieve and surpass growth goals. Partners with marketing, strategy, product, engineering and operations teams to deliver the best possible customer experience.

Requirements

• Minimum of 15 years of related experience with a Bachelor’s degree; or 12 years and a Master’s degree; or a PhD with 8 years’ experience; or equivalent experience.
• Previous experience securing contracts in Intelligent Transportation Systems preferred.
• Demonstrable success including meeting or exceeding annual targets with growth.
• Strong people leadership skills with a proven track record of building a high performing team.
• Demonstrated ability to set and manage targets and goals driving empowerment and accountability.
• Prior experience of working within a matrix organization; able to foster collaboration and communication with all stakeholders.
• Salesforce experience desirable or experience with similar tools.
• Motivated self-starter, keen business and technical awareness; ability to adapt to changing business needs.
• Excellent interpersonal and negotiation skills.
• Ability to prioritize work, complete multiple tasks and work under deadlines.
• Ability to perform analytical work.
• Travel as required.

Responsibilities

• Develop, manage and report pipeline and funnel health as well as monthly, quarterly and full year goal attainment and any mitigating strategies and plans to ensure delivery of financial targets.
• Analyze market and industry conditions to maximize existing successes and to secure new business opportunities aligned to the strategic plan.
• Ensure that the regional sales plan is aligned with and supports the corporate revenue goal.
• Prepare forecasts, territory/industry management, and growth plans.
• Assign quotas across the sales team to include breakdown by product lines.
• Work collaboratively with the Channel Manager to establish and manage distributor networks and agreements.
• Build and maintain strong relationships with customers while partnering with them to understand the business objectives and needs.
• Effectively communicate value propositions through presentations and proposals.
• Lead, mentor, and develop sales team, enabling empowerment and accountability.
• Drive annual performance review process and goal setting and actively monitor performance against goals in accordance with the company practice and aligned with the business plan.
• Establish and report on metrics to measure team performance, correct deficiencies where necessary.
• Recruit, hire and train sales representatives.
• Educate around product applications to meet client requirements and gain buy-in from internal teams, consultants, and clients.
• Create and implement product training for sales that requires competency in the full portfolio.
• Attend and present at external customer meetings and internal stakeholder meetings and follow up with external customers, as necessary.
• Partner with cross-functional teams to support defining product roadmaps.
• Leverage partners within the region
• Organize and attend exhibits and other marketing events; work with Marketing teams on digital campaigns, webinars, events etc.
• Initiates new plans to drive sales.
• Remain up-to-date competitor intelligence.
• Ensure the team maintains client contact reports and opportunities in Salesforce.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director