Company: Hubbell Incorporated
The Sales Director, Intelligent Grid Systems, 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 across multiple product lines 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.
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. Lead the various segment sales resources in analyzing accounts within the assigned territory and developing actionable sales plans and long-term account engagement strategies to grow Hubbell's installed base of Intelligent Grid Systems. 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 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.
Initiate, cultivate, and develop VP and C-suite level relationships within assigned accounts to create long-term partnerships across Hubbell Intelligent Grid and other business lines. Achieve current year sales targets and year-on-year growth plans by analyzing territory and customers to develop a specific region plan. Implement a regional customer engagement strategy to drive customer relationships across the Intelligent Grid Sales team. Represent Hubbell's Intelligent Grid business lines in regional industry forums to become a recognized industry thought leader. Lead development, delivery, and closure of commercial efforts for large complex and integrated offerings in a highly collaborative fashion. 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.
What will help you thrive in this role? Four-year BS degree in Electrical Engineering or equivalent. 15+ years of experience in power generation, transmission and distribution systems, or communications and software systems in engineering capacity, with specific experience in distribution automation, protection, controls, and power quality systems; Electrical utility experience strongly preferred. 10+ years of experience in sales, commercial, or product management roles with particular emphasis in working across multiple product lines and structuring and securing large complex and long-cycle sales efforts within a matrix environment.
Demonstrated success in innovating commercial approaches to increase market share in highly technical engineered equipment businesses. Demonstrated ability to operate within VP and C-suite circles achieving trusted advisor status resulting in long-term partnerships. Experience working and supervising independent sales agents and distributors. Strong commercial/contracting abilities with demonstrated success in negotiating and securing large complex transactions. 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. Demonstrated ability to lead in a matrix environment. 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. Fluent in Spanish and English.
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