Territory Manager, Communications & Software - North Central 2

Job Overview

The Territory Manager, Communications and Software, 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, Communications and Software is responsible for leading the 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.

This position supports the North Central 2 territory, it is remote and the candidate must reside in the following states (ND, SD, NE, KS, MN, IA) 

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A Day In The Life

Marketing:

• 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
• Advocates to customer's stakeholders to drive and acquire funding mechanisms to expand market opportunities
• Leads 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
• Develops and leads 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
• Works 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
• Ensures proper flow of market intelligence with particular emphasis on trends and technical differences

Sales Activities:

• Achieves 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
• Conducts product presentations and demonstrations that promote Hubbell’s capabilities
• Ensures full sales support and customer knowledge for communication and software systems within assigned territory.
• Overcomes technical and business objections of prospective and current customers by providing technical solutions based on utility Communication and Software system expertise
• Works collaboratively with Communication Operations to prepare proposals and obtains internal approvals
• Assist when necessary, in establishing customer credit and collection of receivables.
• Keeps customer information, opportunity pipeline, and forecasts current in relevant internal CRM systems
• Controls sales expenses to meet budgets and maintains a proper ratio for their assigned territory

Sales Channel Management:

• Collaborates with Sales Channel Leadership to evaluate, establish and maintain a network of independent sales agents/distributors
• Assigns, directs, and supports the efforts of agents/distributors
• Supervises agents/distributors within assigned territory.
• Keep Sales, Customer Technical Service teams, and other Hubbell personnel informed of agent/distributor assignments
• Ensures implementation of current Hubbell policies and procedures for sales agents/distributors
• Applies systematic reviews to evaluate all agents/distributors under their jurisdiction for compliance with established procedures and identify training needs
• Keeps agent/distributor contracts on a current basis in conjunction with Sales Channel Leadership
• Integrates Hubbell strategies through their assigned agents/distributors to achieve objectives and goals
• Accepts the lead role in coordinating project and quotation activities between agencies (and Regions) to maximize sales opportunities
• Develops bookings and/or sales quota assignments for their agents/distributors
• Attends industry trade shows and coordinates customer meetings

What will help you thrive in this role?

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Educational and Experience Requirements:

• 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; 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 (ND, SD, NE, KS, MN, IA)