Tolling Product & Sales Director

Job Summary:

TheTollingProductand SalesDirectorplays a leading role in defining,documentingand communicating the CTSRoad User Charging (RUC)strategy, with aninitialfocus on ourNorth Americanregional solutions.

This role is responsible forproduct strategy andbusiness developmentofthetolling solutionsandwill act as theproduct and saleslead for thefunction, leadingcustomer acquisition ofroad tollingsolutions.

TheTollingProduct and Sales Directorwill liaise with senior leadership and key stakeholders across the business to ensure ourtolling/RUCstrategy is consistent with our strategic goals and meets the needs of our different target regions, market-segments, andhardware and softwareproduct-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 ourtollingportfolioand service offeringsagainst our competitors, as part of our broader product portfolio and product strategy, includingidentifyingand working with strategic third-party partners.

TheTollingProduct and Sales Directoris both the internal and external face of our tollingportfolio and will work closely withbusiness development, project delivery, engineering, and services teams to understand the key drivers for our customers and the broader market.

KEY RESPONSIBILITIES

• Work with cross-functional teamsacross regionsto define theTolling/RUCstrategy.

• Be hands-on and can-do to drive the definition and execution of ourtollingstrategy in collaboration with multiple stakeholders at all levels of the business.

• Develop and execute business plan related goals including revenue,bookingsand profit.

• Develop businessopportunitiesas the lead business developmentperson in thefunctional areawithvaluesfrom $5m to $500m.

• Support defining and communicating compelling and differentiated value propositions in relation to ourtollingproducts and bring a deep understanding of the competitive landscape.

• Lead on Build/Partner discussions and support Engineering where NRE work isrequiredfor existing solutions and/or to explore new ways ofleveragingexisting 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 ourtollingstrategy internally and externally with customers, consultants, and partners.

• Work with theBusiness Development teamtoensurevoice of the customerisrepresented,ensure customer needs are captured and there is a customer/user experience focus for all ourtollingsolutions.

• Lead sales enablement activities in relation to ourtollingportfolio, including sales training and internal knowledge sharing.

• Support the development of product price books and pricing frameworks for ourtollingsolutions, including different product and service options aligned to thetollingportfolio.

• 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 proactivelyidentifygrowth opportunities across regions in relation to ourtollingportfolio, including adjacent markets and use of procurement frameworks.

• Supportidentifyingand managing portfolio partners including defining joint go-to-market value propositions.

• Support bid and proposal teams in presenting ourtollingportfolio inresponse toformalRequests forProposals.

• Support Service Delivery Managers, Account Managers, and Business Development Managers in developing account plans for existing customers in relation to their supplied and supportedtollingsolutions.

• Lead in collaboration with Engineering on portfolio rationalization initiatives and ensure thetollingportfolio is manged through product management lifecycle disciplines.

• Lead the creation ofindividualproduct P&Lswithin the portfolioand supporting reporting functions to ensure we are strategically and commercially focused for all decision-making.

• Support creating and uplifting product documentation in relation to ourtollingsolutions, including sales brochures, technical specifications, datasheets, and user guides.

• Supportidentifyingopportunities for process improvement and help build product management discipline and governance into BAU processes across the business in relation to ourtollingportfolio.

• Be the go-to-person for alltollingstrategy questions and issues.

• Work closely with productand salesleaders, key stakeholders across the business, and report to the VP, Head of Product.

QUALIFICATIONS

• Highly experienced Product Manager witha track recordof workingwitha portfoliotollingproducts, solutions,or equivalent.

• Demonstrable experience in definingproductstrategies and delivering winning value propositions.

• Demonstrableexperience insales and businessdevelopment.

• Strong understanding ofintelligent transporttechnologies and associated technical concepts in relation totolling and paymentsolutions.

• Strong commercial acumen.Comfortable in both the product and sales domains.

• Proven experience in complex, global, matrixed organisations.

• Degreequalificationin technology or business discipline or equivalent.

• Demonstrable experience in user-centred designand delivering customerbenefits.

• Proven record of working with partners, preferably inboththesoftware andhardware 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.

• Experience of the transit industry ishighlydesirable.

• Experience of both public and private sector environments is desirable.

PERSONAL TRAITS

• Natural leader who works well with others and brings the best out of other people.

• Strong communicationskills 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 quicklyattainand retain credibility across diverse teams.

• Ability to work with ambiguity and effect change through influence as well as authority.

• Ability and flexibility to work in a global environment across multiple time zones.

• Highly resilient personality and comfortable with complexity.

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:

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.

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.