Sales Director, Protection & Controls - Northeast (remote)

Sales Director, Protection & Controls - Northeast (Remote)

The 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 the 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 one of the following states (PA, OH, MI, WV, VA, MD, DE, DC).

A day in the life includes:

• Understanding regional, state, and national dynamics within their region to promote Hubbell as a market leader in electrical grid automation
• Developing and maintaining a network of contacts within utility management, project teams, channel partners, and industry stakeholders
• Identifying and developing opportunities to grow business with new and existing customers
• Advocating to customer's stakeholders to drive and acquire funding mechanisms to expand market opportunities
• Assessing competitor offerings and developing differentiated market approaches
• Developing and leading implementation of long-term account-based marketing campaigns
• Consolidating and conveying marketing intelligence related to emerging customer needs and competitor products
• Contributing to product development ideas and specifications
• Working closely with Product Management, Business Development, Technical Support, and sales team to gather product Voice of the Customer
• Leading the commercialization process for new offerings in the market
• Conducting market research and special projects as required
• Ensuring proper flow of market intelligence with particular emphasis on trends and technical differences

Sales activities include:

• Achieving current year sales targets and year-on-year growth plans by analyzing territory and customers to develop a specific region plan
• Implementing specific sales programs to promote Hubbell products and services
• Conducting product presentations and demonstrations that promote Hubbell's capabilities
• Ensuring full sales support and customer knowledge for protection, controls, and quality systems within the assigned territory
• Overcoming technical and business objections of prospective and current customers by providing technical solutions based on utility protection, controls, and quality system expertise
• Working collaboratively with Commercial Operations to prepare proposals and obtain internal approvals
• Assisting when necessary, in establishing customer credit and collection of receivables
• Keeping customer information, opportunity pipeline, and forecasts current in relevant internal CRM systems
• Controlling sales expenses to meet budgets and maintaining a proper ratio for the assigned territory

Sales channel management includes:

• Collaborating with Sales Channel Leadership to evaluate, establish, and maintain a network of independent sales agents/distributors
• Assigning, directing, and supporting the efforts of agents/distributors
• Supervising agents/distributors within the assigned territory
• Keeping Sales, Customer Technical Service teams, and other Hubbell personnel informed of agent/distributor assignments
• Ensuring implementation of current Hubbell policies and procedures for sales agents/distributors
• Applying systematic reviews to evaluate all agents/distributors under their jurisdiction for compliance with established procedures and identify training needs
• Keeping agent/distributor contracts on a current basis in conjunction with Sales Channel Leadership
• Integrating Hubbell strategies through their assigned agents/distributors to achieve objectives and goals
• Accepting the lead role in coordinating project and quotation activities between agencies (and regions) to maximize sales opportunities
• Developing bookings and/or sales quota assignments for their agents/distributors
• Attending industry trade shows and coordinating customer meetings

What will help you thrive in this role?

Qualifications:

• BS in Engineering (Electrical Engineering preferred) or equivalent two year degree with 15+ years industry experience in utility protection and controls in a technical role
• 5 - 10 years of experience in power generation, transmission and distribution systems along with associated communications and software systems. Specific experience in distribution automation, protection, controls and power quality systems at an electric utility organization is strongly preferred.
• 3 - 5 years of experience in sales, commercial, or product management roles.
• Experience working and supervising independent sales agent/distributors preferred.

Skills and knowledge:

• 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 distribution automation & AMI 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 one of the following states (PA, OH, MI, WV, VA, MD, DE, DC).