Sales Director - Intelligent Grid Systems - North Central - Chicago, IL (Remote)

Sales Director - Intelligent Grid Systems - North Central - Chicago, IL (Remote)

Intelligent Grid Solutions is the market facing organization across several Hubbell Brands within Hubbell Utility Solutions (HUS) including Aclara, Beckwith, EIG, RFL and Trinetics.

These product lines provide solutions that help our utility customers utilize technology and harness data to supply more efficient and reliable services that make modern life possible.

As an end-to-end, smart infrastructure solutions partner, we couple innovative technology with data-driven solutions to predict, plan and respond to system conditions across electric, gas and water distribution networks.

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, Intelligent Grid Systems 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 is remote and the candidate must reside in the following states (WI, IL, IN, MO, KY).

Responsibilities :

• 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 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.
• Collaborate with Sales Channel Leadership to evaluate, establish and maintain a network of independent sales agents / distributors.
• Lead transactional operating rhythm for sales channels within assigned region across Intelligent Grid product lines.
• 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 / distributors 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 on a current basis 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.

Qualifications :

• BS in Engineering, preference in Electrical Engineering. MBA a plus.
• 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.

Skills and Knowledge :

• 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.

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 (WI, IL, IN, MO, KY).

About Hubbell :

Hubbell 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 in to 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.

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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