Overview
The Director of Business Development is a dynamic, results-driven leader who plays a pivotal role in advancing the company’s strategic growth initiatives in the tolling and intelligent transportation systems (ITS) industry. As a senior individual contributor, this high-impact position focuses on capturing new business, winning competitive proposals, and cultivating long-term client partnerships that directly drive revenue and market expansion.
Working as part of a collaborative team of Business Development Directors, engineers and proposal experts, this role contributes to the company’s leadership in shaping the future of mobility. By driving industry-leading innovation in tolling and ITS delivery, this team helps position the company at the forefront of transformation and long-term success in an evolving marketplace.
Responsibilities
Business Growth & Capture Strategy
Lead the end-to-end business development process—from opportunity identification and qualification to bid submission and contract award.
Collaborate closely with fellow Business Development Directors to shape and execute a shared growth strategy across target markets.
Identify and drive pursuit strategies that align with corporate objectives and deliver differentiated value to clients.
Build a strong, proactive pipeline of high-value opportunities in the tolling and ITS sectors.
Proposal Leadership
Serve as the capture lead and proposal strategist on major pursuits.
Partner with proposal teams, solution architects, and subject matter experts to craft compelling, client-focused responses.
Ensure proposals meet or exceed RFP requirements, with a focus on quality, compliance, and differentiation.
Continuously improve win themes, storytelling, and messaging to reflect the company’s innovative market position.
Client & Industry Engagement
Develop and maintain trusted relationships with clients, industry consultants, and strategic partners.
Represent the company at conferences, industry forums, and key events to promote brand visibility and gather market insights.
Act as a consultative partner to clients, helping shape transformative ITS and tolling solutions that address their evolving challenges.
Internal Collaboration & Mentorship
Work cross-functionally with peers in Business Development, Marketing, Product, and Operations to align messaging and strategies.
Mentor and guide proposal staff, contributing to a high-performing pursuit team culture.
Participate in knowledge-sharing across the business development function to drive continuous improvement.
Market Intelligence & Strategic Insight
Stay current on market trends, procurement activity, and emerging technologies shaping the tolling and ITS landscape.
Use competitive intelligence and strategic analysis to inform capture plans and solution positioning.
Report regularly on opportunity pipeline, pursuit status, and market developments.
This list of responsibilities might not cover everything you'll end up doing.
Qualifications
- Bachelor’s degree in Business Administration, Marketing, Engineering, or a related field is required.
- 10+ years of experience in business development, capture, or strategic sales—ideally in the tolling, ITS, or transportation infrastructure sectors.
- Combination of education and experience will be considered.
- Demonstrated success leading and winning complex, high-value proposals.
- Strong understanding of public-sector procurement and customer buying behavior.
- Proven ability to build relationships, influence decision-makers, and lead cross-functional pursuit teams.
- Strategic thinker with excellent communication, storytelling, and writing skills.
- Self-driven with a collaborative mindset and strong business acumen.
- Willingness to travel up to 30% for client meetings, conferences, and pursuit efforts.