Director, Sales & Marketing

Genfare Summary

 

Genfare is a fare collection technology provider in the detection and measurement segment within SPX Technologies. Our purpose is to simplify and positively impact the public transit rider experience with our agency partners. Genfare strives to drive growth in public transportation use, improve operational efficiency, reduce travel congestion and improve each rider’s daily commute.

We are tackling several challenging trends occurring in the world, including: acceptance of all payment types, urbanization, digital transformation, real-time connectivity, end-to-end cybersecurity, and data analytics. Through collaboration with transit agencies and their partners, we provide fully integrated highly-efficient software, industry-leading hardware solutions, and services that enable fast, secure and accurate public transportation operating systems.

Working at Genfare opens doors to getting hands-on with cutting-edge fare collection technologies. Our culture is made up of team players who are driven and inspired problem solvers. At Genfare, you are part of a dynamic team that makes an impact on many of our nation’s prominent transit agencies. Genfare welcomes you to discover the open opportunities on our team!

Core Function

 

This position reports directly to the Business Unit President and is a member of the senior leadership team with primary focus on leading and developing the sales and marketing team. This leader will be able to model strong leadership, problem-solve, set strategy and facilitate our sales growth. Through partnership with business leadership create and execute strategy, develop plans and budgets, build and monitor our pipeline of new business, and provide sales forecasts for operational and financial planning. The position is responsible for the staffing and management of sales and marketing activities designed to profitably increase market share and meet company financial goals.  Serves as a strategic and commercial leader to advocate and implement sales and marketing methodologies, strategies, and “best practices”. Objectives include:

1. Develop and execute the business strategic and annual operating plan with leadership team
2. Obtain new profitable business through large and small project contracts while growing aftermarket sales with best in class sales and marketing processes
3. Help optimize the customer experience with other business leaders through all integration and selling phases; manage the customer as a lifelong customer.
4. Expand recurring sales received from existing customers, deepen & broaden relationships, and ensure retention of profitable clients
5. Align strategic marketing initiatives with sales strategies to optimize sales process and customer communication
6. Support product and solutions that reflect the voice of customer needs and communicate internally to build roadmap
7. Support and potential scale to larger organizations by working through the acquisition process (targeting companies, evaluations, due diligence, financial model, and integration)
8. Drive and manage the request for proposal process and all aspect of sales, marketing and product management tasks.

 

Responsibilities and Duties

 

• Productively work with peers in other departments to support and contribute to overall profitable growth of the business
• Ability to appropriately analyze our sales situation (market, economy, competitors, customers, channel, etc. etc.) and determine and execute the appropriate sales strategy to effectively grow our sales/bookings profitably
• Deploy best in class sales, contract and marketing methodology for driving and harvesting pipeline.
• Ability to motivate, mentor, train, coach, and lead a diverse and multi-functional staff in a fast-paced, dynamic environment.
• Provides recommendations and analysis to support the development of appropriate pricing policies.

• Reviews sales reports, monitors all sales-related expenses (i.e., cost of sales, margins, etc.), analyzes variances from budget or other relevant plans, and initiates corrective action, as needed/appropriate.
• Participates in the review, design and implementation of incentive compensation programs.

• Develops sales forecasts for the business (monthly, quarterly and annually) by analyzing and interpreting general economic and market trends, competitor activity; manages group through weekly, monthly and quarterly KPIs
• Deliver product and solutions to understand customer needs and build resolutions
• Develop trusted advisor relationships with key accounts, customer stakeholders and executive sponsors, and Transit CEOs
• Coordinates communication and activities with other business functions to ensure all "before the project" and "after t