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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.

Responsibilities:

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.

Who we are looking for:

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.

Requirements:

• 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 management, sales support, account development, or related functions in a B2B or B2G environment.
• Demonstrated success in managing strategic pursuits, RFP responses, and supporting enterprise-level clients.
• Experience in Salesforce CRM administration or power-user capacity; strong understanding of opportunity lifecycle and reporting.
• Excellent written and verbal communication skills, with a sharp eye for detail and messaging clarity.
• Strong project management skills with the ability to manage multiple workstreams under tight deadlines.
• High emotional intelligence and collaboration skills, able to navigate cross-functional teams and client relationships with professionalism.

Preferred Qualifications:

• Background in transportation, transit technology, infrastructure, or connectivity solutions.
• Familiarity with public procurement processes in the U.S. and Canada.
• Experience engaging with industry associations and trade publications to promote thought leadership.
• APMP or Shipley training or certification.

We offer:

• Competitive salary and benefits package.
• Opportunity to play a hands-on role in growing Icomera’s footprint in North America.
• Access to a global network of transportation technology professionals and projects.
• Professional development and travel opportunities through attendance at major industry events and conferences.
• Premium health insurance
• Generous PTO policy
• 401k matching up to 6% from day 1

In our Rockville, MD facility, you will also have:

• Free parking
• Walking distance to public transit
• Access to gym and other leisure activities in the building
• Walking distance to Pike & Rose
• Last but not least, at Icomera, you will get a chance to work on products that are visible by many users worldwide, including passengers for some of the largest train and bus companies all over Europe and North America.

Does this sound like an interesting role for you? Apply today and join our team!

This is a full-time position based in Rockville, MD. We will be reviewing applicants ongoing, and the position might be filled before the last application date. Icomera welcomes candidates from all backgrounds, and we value a diverse and inclusive work environment.

Last day to apply is 03-09-2026

At Icomera we value a diverse and inclusive work environment. We welcome candidates from all backgrounds.

About Icomera:

Icomera is the world’s leading provider of integrated connectivity solutions for trains, trams, buses, and coaches, serving millions of passengers and tens of thousands of vehicles on a daily basis. The IcoCrew now consist of 300+ employees globally. Icomera is headquartered in Gothenburg, Sweden, with main offices in the United States, Canada, the United Kingdom, Germany, France, Ireland, and Italy.

Icomera’s vision for green mobility within the public transport industry perfectly complements the wider mission of our parent company, Equans. As the global leader in multi-technical services with 74,000 employees working across 17 country hubs, Equans delivers customised solutions which connect, protect and energise territories, cities, buildings, industries and transport infrastructures, empowering their energy, industrial and digital transitions. Visit www.icomera.com for further information.