Sales Director, Protection & Controls - Northeast 2 - Richmond, VA

Company: Hubbell Incorporated
Location: Richmond
Posted on: November 6, 2024

Job Description:

Sales Director, Protection & Controls - Northeast 2 - Richmond, VALocation: HCI Non Hubbell Location, CT, US, 06484-4300Company: Hubbell IncorporatedJob OverviewThe Sales Director, Protection and Controls, is responsible for achieving overall sales goals and growing the installed base of Hubbell's technology products and services designed to secure, operate, and optimize the electrical distribution grid within the assigned territory. Utilizing both direct and indirect sales approaches, the Sales Director is responsible for leading customer engagement within the assigned territory and developing winning strategies to assess customer needs, develop market-leading solutions, gather/communicate market intelligence, and win business with current and new customers.Candidate must reside in the following states (PA, OH, MI, WV, VA, MD, DE, DC).A Day In The Life

• Understand regional, state, and national dynamics within their region to promote Hubbell as a market leader in electrical grid automation.
• Develop and maintain a network of contacts within utility management, project teams, channel partners, and industry stakeholders.
• Identify and develop opportunities to grow business with new and existing customers.
• Advocate to customer's stakeholders to drive and acquire funding mechanisms to expand market opportunities.
• Assess competitor offerings and develop differentiated market approaches.
• Develop and lead implementation of long-term account-based marketing campaigns.
• Consolidate and convey marketing intelligence related to emerging customer needs and competitor products.
• Contribute to product development ideas and specifications.
• Work closely with Product Management, Business Development, Technical Support, and sales team to gather product Voice of the Customer.
• Lead the commercialization process for new offerings in the market.
• Conduct market research and special projects as required.
• Ensure proper flow of market intelligence with particular emphasis on trends and technical differences.
• Achieve current year sales targets and year-on-year growth plans by analyzing territory and customers to develop specific region plan.
• Implement specific sales programs to promote Hubbell products and services.
• Conduct product presentations and demonstrations that promote Hubbell's capabilities.
• Ensure full sales support and customer knowledge for protection, controls, and quality systems within assigned territory.
• Overcome technical and business objections of prospective and current customers by providing technical solutions based on utility protection, controls, and quality system expertise.
• Collaborate with Commercial Operations to prepare proposals and obtain internal approvals.
• Assist when necessary in establishing customer credit and collection of receivables.
• Keep customer information, opportunity pipeline, and forecasts current in relevant internal CRM systems.
• Control sales expenses to meet budgets and maintain a proper ratio for their assigned territory.
• Collaborate with Sales Channel Leadership to evaluate, establish, and maintain a network of independent sales agents/distributors.
• Assign, direct, and support the efforts of agents/distributors.
• Supervise agents/distributors within assigned territory.
• Keep Sales, Customer Technical Service teams, and other Hubbell personnel informed of agent/distributor assignments.
• Ensure implementation of current Hubbell policies and procedures for sales agents/distributors.
• Apply systematic reviews to evaluate all agents/distributors under their jurisdiction for compliance with established procedures and identify training needs.
• Keep agent/distributor contracts current in conjunction with Sales Channel Leadership.
• Integrate Hubbell strategies through their assigned agents/distributors to achieve objectives and goals.
• Accept the lead role in coordinating project and quotation activities between agencies (and Regions) to maximize sales opportunities.
• Develop bookings and/or sales quota assignments for their agents/distributors.
• Attend industry trade shows and coordinate customer meetings.What will help you thrive in this role?Qualifications:
  • BS in Engineering, preference in Electrical Engineering. MBA a plus.
  • 10 years of experience in power generation, transmission and distribution systems, or communications and software systems in an engineering capacity, with specific experience in distribution automation, protection, controls, and power quality systems; Electrical utility experience strongly preferred.
  • 5 years of experience in sales, commercial, or product management roles.
  • Experience working and supervising independent sales agents/distributors preferred.Skills and Knowledge:
    • Understands and utilizes appropriate electrical standards, such as UL, CSA, IEC, ANSI, IEEE, CE and California Rule 21 where applicable.
    • Familiarity with the current laws, regulations, and commercial aspects of importing and exporting, such as letters of credit, Incoterms, performance bonds, tariff codes, bid bonds, penalty clauses, currency hedging, etc.
    • Knowledge of Hubbell and competitor products and services and their applications in the generation, transmission, and distribution of electric power, and power quality measurement.
    • Knowledge of utility back-office integrations for AMI and distribution automation applications.
    • Knowledge of the application of domestic and international electrical standards, such as UL, IEC, ANSI, IEEE and CE, and local laboratory certificate requirements.
    • Ability to write and publish technical papers.
    • Familiarity with Microsoft Office applications, such as Word, Excel, PowerPoint.Language Skills:
      • Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents.
      • Ability to respond to common inquiries or complaints from customers (at all levels), regulatory agencies, or members of the business community with tact and diplomacy.
      • Ability to write speeches and articles for publication that conform to prescribed style and format.
      • Ability to effectively present information to customers, top management, public groups, and/or boards of directors.Physical Demands:
        • Ability to travel up to 50% via air or land.
        • Must reside in the following states (PA, OH, MI, WV, VA, MD, DC, DE).Hubbell IncorporatedHubbell creates critical infrastructure solutions that power our customers, communities, people, and the planet. Our company is strategically aligned around enabling grid modernization and electrification. As more products plug into an aging grid, Hubbell solutions enable the transition to a more reliable, resilient, and efficient energy infrastructure. Founded in 1888, our innovation has made us a leading global manufacturer of high-quality electrical and utility solutions enabling customers to operate critical infrastructure reliably and efficiently.We are committed to operating sustainably and ethically while promoting an inclusive and supportive culture for our people to grow and develop in their careers. Our employees proudly work and serve our communities from our headquarters in Shelton, CT, across the United States and around the globe.Hubbell Utility Solutions (HUS) enable the grid to conduct, communicate, and control energy across utility applications. HUS provides the critical components that allow the grid to reliably transmit and distribute energy, as well as the communications and controls technologies to make the grid smarter and more flexible.Hubbell Incorporated, its subsidiaries, and affiliates, is an EO Employer AA: M/F/Veteran/Disability. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation, gender identity, or any other protected class.
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