Hubbell Gas Utility Solutions (HGUS)
Territory Manager, Communications & Software - NC 2
Hubbell Gas Utility Solutions (HGUS), Saint Louis, Missouri, United States, 63146
Territory Manager, Communications & Software - NC 2
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 Territory Manager leads customer engagement across multiple product lines within the assigned territory and develops winning strategies to assess customer needs, develop market leading solutions, gather/communicate market intelligence, and win business with current and new customers.
Location and Territory Remote position supporting the North Central 2 territory (ND, SD, NE, KS, MN, IA). Candidate must reside in one of these states.
Responsibilities
Understand regional, state, and national dynamics 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 stakeholders to drive and acquire funding mechanisms to expand market opportunities
Lead the various segment sales resources in analyzing accounts and developing actionable sales plans and long-term account engagement strategies
Assess competitor offerings and develop differentiated market approaches
Develop and lead long-term account-based marketing campaigns
Convey marketing intelligence related to emerging customer needs and competitor products
Contribute to product development ideas and specifications
Gather Voice of the Customer with Product Management and sales teams
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 emphasis on trends and technical differences
Sales Activities
Achieve current year sales targets and year-on-year growth by analyzing territory and customers to develop a regional plan
Implement 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 communication and software systems within the territory
Overcome technical and business objections by providing technical solutions based on utility Communication and Software system expertise
Collaborate with Communication Operations to prepare proposals and obtain internal approvals
Assist with customer credit and receivables as needed
Maintain up-to-date customer information, opportunity pipeline, and forecasts in CRM
Control sales expenses to meet budgets and maintain proper territory ratios
Sales Channel Management
Collaborate with Sales Channel Leadership to establish and maintain a network of independent sales agents/distributors
Direct and support the efforts of agents/distributors; supervise as needed
Keep Sales, Customer Technical Service teams, and other Hubbell personnel informed of agent/distributor assignments
Ensure implementation of Hubbell policies for sales agents/distributors
Evaluate agents/distributors for compliance and training needs
Maintain current agent/distributor contracts with Sales Channel Leadership
Coordinate project and quotation activities between agencies/regions to maximize sales opportunities
Develop bookings and/or sales quota assignments for agents/distributors
Attend industry trade shows and coordinate 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
Understanding of electrical standards (UL, CSA, IEC, ANSI, IEEE, CE) where applicable
Familiarity with import/export regulations, Incoterms, bid processes, and related commercial aspects
Knowledge of Hubbell and competitor products and their applications in power generation, transmission, distribution, and power quality measurement
Knowledge of utility back-office integrations for AMI and distribution automation
Knowledge of domestic and international electrical standards and local laboratory certificate requirements
Ability to write and publish technical papers
Familiarity with Microsoft Office applications (Word, Excel, PowerPoint)
Language Skills
Ability to read, analyze, and interpret scientific and technical journals, financial reports, and legal documents
Ability to respond to inquiries from customers and regulatory agencies with tact and diplomacy
Ability to write speeches and articles for publication that conform to prescribed style and format
Ability to present information effectively to customers, management, and stakeholders
Physical Demands
Ability to travel up to 50% via air or land
Must reside in ND, SD, NE, KS, MN, or IA
Hubbell Incorporated
Hubbell creates critical infrastructure solutions that power our customers, communities, people and the planet. Our company is aligned around enabling grid modernization and electrification. Founded in 1888, Hubbell is a global manufacturer of electrical and utility solutions.
Hubbell Utility Solutions (HUS) enable the grid to conduct, communicate and control energy across utility applications. HUS provides components that allow grid reliability and smarter, more flexible operation. Hubbell is an Equal Opportunity 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.
Nearest Major Market:
St Louis
Job Segment:
Telecom, Telecommunications, CRM, Developer, Technology
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Location and Territory Remote position supporting the North Central 2 territory (ND, SD, NE, KS, MN, IA). Candidate must reside in one of these states.
Responsibilities
Understand regional, state, and national dynamics 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 stakeholders to drive and acquire funding mechanisms to expand market opportunities
Lead the various segment sales resources in analyzing accounts and developing actionable sales plans and long-term account engagement strategies
Assess competitor offerings and develop differentiated market approaches
Develop and lead long-term account-based marketing campaigns
Convey marketing intelligence related to emerging customer needs and competitor products
Contribute to product development ideas and specifications
Gather Voice of the Customer with Product Management and sales teams
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 emphasis on trends and technical differences
Sales Activities
Achieve current year sales targets and year-on-year growth by analyzing territory and customers to develop a regional plan
Implement 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 communication and software systems within the territory
Overcome technical and business objections by providing technical solutions based on utility Communication and Software system expertise
Collaborate with Communication Operations to prepare proposals and obtain internal approvals
Assist with customer credit and receivables as needed
Maintain up-to-date customer information, opportunity pipeline, and forecasts in CRM
Control sales expenses to meet budgets and maintain proper territory ratios
Sales Channel Management
Collaborate with Sales Channel Leadership to establish and maintain a network of independent sales agents/distributors
Direct and support the efforts of agents/distributors; supervise as needed
Keep Sales, Customer Technical Service teams, and other Hubbell personnel informed of agent/distributor assignments
Ensure implementation of Hubbell policies for sales agents/distributors
Evaluate agents/distributors for compliance and training needs
Maintain current agent/distributor contracts with Sales Channel Leadership
Coordinate project and quotation activities between agencies/regions to maximize sales opportunities
Develop bookings and/or sales quota assignments for agents/distributors
Attend industry trade shows and coordinate 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
Understanding of electrical standards (UL, CSA, IEC, ANSI, IEEE, CE) where applicable
Familiarity with import/export regulations, Incoterms, bid processes, and related commercial aspects
Knowledge of Hubbell and competitor products and their applications in power generation, transmission, distribution, and power quality measurement
Knowledge of utility back-office integrations for AMI and distribution automation
Knowledge of domestic and international electrical standards and local laboratory certificate requirements
Ability to write and publish technical papers
Familiarity with Microsoft Office applications (Word, Excel, PowerPoint)
Language Skills
Ability to read, analyze, and interpret scientific and technical journals, financial reports, and legal documents
Ability to respond to inquiries from customers and regulatory agencies with tact and diplomacy
Ability to write speeches and articles for publication that conform to prescribed style and format
Ability to present information effectively to customers, management, and stakeholders
Physical Demands
Ability to travel up to 50% via air or land
Must reside in ND, SD, NE, KS, MN, or IA
Hubbell Incorporated
Hubbell creates critical infrastructure solutions that power our customers, communities, people and the planet. Our company is aligned around enabling grid modernization and electrification. Founded in 1888, Hubbell is a global manufacturer of electrical and utility solutions.
Hubbell Utility Solutions (HUS) enable the grid to conduct, communicate and control energy across utility applications. HUS provides components that allow grid reliability and smarter, more flexible operation. Hubbell is an Equal Opportunity 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.
Nearest Major Market:
St Louis
Job Segment:
Telecom, Telecommunications, CRM, Developer, Technology
#J-18808-Ljbffr