Commercial Strategy & Pursuit Manager

Job Description

Commercial Strategy & Pursuit Manager

Rockville, MD

Icomera North America, a subsidiary of Equans, is the world’s leading provider of integrated connectivity solutions for public transportation. We connect millions of passengers to their digital lives and help transit operators digitize their operations for greater efficiency, safety, and impact.

The Commercial Strategy & Pursuit Manager plays a pivotal role in driving Icomera’s growth through pursuit strategy, proposal development, client engagement, and brand presence across the region. The ideal candidate will be a highly organized, client-facing professional who can manage the development of compelling proposals and presentations, own the regional CRM (Salesforce) system, support strategic accounts, and serve as a connective tissue between sales, marketing, executive leadership and related functions at headquarters located in Europe.

This position will be located at our office in Rockville, MD.

Proposal Development & Pursuit Strategy

• Lead the planning, development, and submission of proposals, RFPs, RFIs, and unsolicited offers in coordination with Sales, Engineering, and Leadership teams.
• Shape pursuit strategies, identify key differentiators, and tailor messaging to align with client needs and procurement priorities.
• Build and maintain a dynamic content library including boilerplate responses, technical overviews, case studies, and compliance documentation.
• Develop high-quality sales presentations, pitch decks, and executive briefing materials that support capture and pre-sales engagement.

Client Development & Account Management

• Serve as a key contributor to client development plans and account growth strategies across named accounts and priority regions.
• Support relationship management efforts with existing clients, including regular check-ins, opportunity tracking, and preparation of client-facing materials.
• Work alongside Client Success and Sales teams to coordinate renewals, contract modifications, and expansions.
• Track key account activity within Salesforce and provide data-backed insights that influence account strategies and regional sales decisions.

Event Presence & Industry Engagement

• Lead Icomera’s local and regional presence at key industry events, conferences, and trade shows, supporting pre-event planning, booth management, speaking engagements, and on-site representation.
• Coordinate with Commercial teams to maximize the impact of Icomera’s participation before, during, and after each event.
• Foster and forge partnerships with key transit industry associations, event organizers, and media publications to expand Icomera’s influence and visibility across North America.

CRM Management & Sales Support

• Serve as the regional Salesforce CRM manager, ensuring accurate pipeline data, managing user support, and generating reports for leadership and global coordination.
• Support sales and client teams with pursuit tools, templates, and training to improve productivity and conversion rates.
• Maintain visibility into deal status, proposal timelines, and team workload to support resource planning and performance tracking.

Process Optimization & Continuous Improvement

• Identify gaps in pursuit processes, tools, or communication workflows and lead initiatives to resolve them in coordination with corporate teams.
• Analyze win/loss data and client feedback to continuously improve proposal quality and pursuit effectiveness.
• Collaborate with Global Marketing to align on messaging, visual identity, and go-to-market tactics.

You should be driven and be able to form long-term trusting relationships both internally and externally. You should be a highly organized self-starter who can prioritize delivering high quality results according to demanding timelines. You make sure to support your colleagues when they need it, and in turn they will be there to support you. Occasional travel to HQ as well as train rides will be necessary.

• Master’s Degree in Engineering or equivalent experience.
• Bachelor’s degree in Business, Communications, Marketing, or a related field.
• Minimum 7+ years of experience in proposal…