The Company

Founded in 2009, Cubic Telecom has grown to become one of the leading providers of connectivity solutions and analytics services that help vehicle and IoT device manufacturers manage and grow revenue streams. Fast paced, smart, determined, and continually seeking new ideas. That’s us, is it you?

We are a leading cloud-based Machine to Machine (M2M) connectivity platform provider, focused on enabling seamless global connectivity solutions for our Internet of Things (IoT) and enterprise customers. Our success is based on our global connectivity, unique software applications and cloud-based management platform.

The Role

As part of our continued growth, we are seeking an experienced Head of Commercial Operations to lead the establishment of this important function in support of our fast-growing global sales programme.

This pivotal role is responsible for shaping, management and integration of the Cubic’s commercial strategy and processes in support of Cubic’s ambitious growth plan. You will work closely with the Chief Commercial Officer, along with our Sales Leaders to ensure that our commercial and sales operations are aligned with our business objectives, are integral to business planning and are executed with precision and agility. You will play a pivotal role in driving excellent operations which enable the Sales team to focus their time and skills on high-quality and effective customer engagement and solution selling. You will make sure that the overall commercial team activity is well documented through frequent detailed reports to the various parts of the organisation enabling seamless and prompt cooperation. You will also drive the automation effort and the optimisation effort of our processes. You will act as the “the control tower” of commercial performance and help drive continuous improvement in harmony with the wider organisation.

Key Responsibilities:

Support Cubic’s Global Business Growth

• Shape and implement commercial operations processes and systems which support scaling of Cubic’s global performance-driven Sales team. Drive continuous process improvement and cross-functional collaboration to improve efficiency and support scalable business growth.
• Develop, roll out and manage Cubic’s commercial operations to support high-performance sales planning, sales leadership, and sales execution across our global markets.
• Partner with our Commercial leaders to define and implement a Commercial Operations Platform including commercial policies, sales processes, governance structure, sales reporting and performance management tools to support our fast-growing business.

Planning and Performance Management

• Provide timely, high-quality, and qualified short, medium, and long-range sales plans as key inputs to company business planning and budgeting.
• Oversee the preparation and cascade of Sales Targets which are based on data analysis, and which are aligned with Sales leadership and wider company business planning.
• Drive a sales pay-for-performance culture by creating, tracking and reporting progress against plans and sales targets though timely pipeline reporting, sales KPIs and performance dashboards.
• Lead the Commercial Operations, Sales Engineering, and Bid Management teams to ensure a unified and seamless operational experience for our sales team and our customers whilst fostering a culture of continuous improvement and collaboration.

Increase Success Probability

• A key priority is motivating high-performance through transparent, standardized, and fair sales targets, KPIs and sales compensation.
• Support the Sales team to optimize customer stakeholder management, regular customer contact and customer insight through efficient leverage of our CRM tool for information capture and timely management reporting.
• Apply rigour and learning to optimize the process for predictive rating of sales opportunities. Ensure all criteria are considered before a bid is approved (strategic fit, business case, technical requirements, risk factors etc.).
• Increase active selling time for the Sales team by reducing administrative tasks and the smart use of information technology and tools.

Aligned Sales Incentive Structure

• Support ongoing development and management of the Sales Incentive Plan to automate variable compensation calculation determined accurately by performance against sales target achievement, approved by Sales, Finance and People team leadership.
• Collaborate with Finance to provide clear data on the sales pipeline whilst also managing the Commercial organisation’s OPEX budget and reporting.

Bid Management

• Create and maintain a “bid factory” (process, tools, skills) including and involving the rest of the organisation (documentation version management, alignment with Marketing, Product and other corporate functions).
• Lead the Bid Management team in the preparation of all external proposals.
• Maintain an asset base of up to date technical and commercial documents which can be used in customer proposals.
• Prepare thorough and timely submissions ahead of each weekly Sales Governance Committee meeting, to ensure all solicited and unsolicited bids receive the most informed evaluation.
• Collaborate with the Pricing team to provide adequate notice regarding potential new bids and to align on business cases.
• Collaborate with the legal team for screening of legal and contract documents.

In Life Commercial Tasks

• Tracking customer invoicing and billing.
• Ensuring Billing readiness in all customer countries and regions.
• Overseeing and improving the customer journey within Cubic to drive better cash flow and NPS.
• Liaise with Finance department regarding all sales targets and sales compensation.