Hubbell Gas Utility Solutions (HGUS)
Territory Manager, Communications & Software - NC 1
Hubbell Gas Utility Solutions (HGUS), Saint Louis, Missouri, United States, 63146
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, Communications and Software 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. Location: St. Louis, MO, US, 63146 Company: Hubbell Incorporated This position supports the North Central 1 territory. Candidate must reside in one of 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 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 with Product Management and sales to gather 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 emphasis on trends and technical differences. Sales Activities
Achieves current year sales targets and year-on-year growth by analyzing territory and customers to develop a specific regional plan. Implement specific 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 assigned territory. Overcome technical and business objections by providing technical solutions based on utility Communication and Software system expertise. Work collaboratively with Communication Operations to prepare proposals and obtain internal approvals. Assist when necessary in establishing customer credit and collection of receivables. Maintain customer information, opportunity pipeline, and forecasts in relevant internal CRM systems. Control sales expenses to meet budgets and maintain a proper ratio for the assigned territory. Sales Channel Management
Collaborate with Sales Channel Leadership to evaluate, establish and maintain a network of independent sales agents/distributors. Assign, direct, and support the efforts of agents/distributors. Supervise agents/distributors within the assigned territory. Keep Sales, Customer Technical Service teams, and other Hubbell personnel informed of agent/distributor assignments. Ensure implementation of current Hubbell policies and procedures for sales agents/distributors. Apply systematic reviews to evaluate all agents/distributors for compliance and identify training needs. Keep agent/distributor contracts current in conjunction with Sales Channel Leadership. Integrate Hubbell strategies through agents/distributors to achieve objectives and goals. Coordinate project and quotation activities between agencies (and Regions) to maximize sales opportunities. Develop bookings and/or sales quota assignments for agents/distributors. Attend industry trade shows and coordinate customer meetings. Qualifications
Educational And Experience Requirements: BS in Engineering (preference 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 electrical standards (UL, CSA, IEC, ANSI, IEEE, CE) where applicable. Familiarity with importing/exporting regulations (letters of credit, Incoterms, etc.). Knowledge of Hubbell and competitor products and their applications in 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 electrical standards and local laboratory certificate requirements. Ability to write and publish technical papers. Familiarity with Microsoft Office applications (Word, Excel, PowerPoint). Additional Information
Language Skills: Ability to read, analyze, and interpret technical and financial documents; respond to inquiries; write speeches and articles; present information to customers, management, and boards. Physical Demands: Ability to travel up to 50% via air or land. Hubbell Incorporated is an EO Employer AA: M/F/Veteran/Disability. All qualified applicants will receive consideration 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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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, Communications and Software 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. Location: St. Louis, MO, US, 63146 Company: Hubbell Incorporated This position supports the North Central 1 territory. Candidate must reside in one of 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 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 with Product Management and sales to gather 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 emphasis on trends and technical differences. Sales Activities
Achieves current year sales targets and year-on-year growth by analyzing territory and customers to develop a specific regional plan. Implement specific 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 assigned territory. Overcome technical and business objections by providing technical solutions based on utility Communication and Software system expertise. Work collaboratively with Communication Operations to prepare proposals and obtain internal approvals. Assist when necessary in establishing customer credit and collection of receivables. Maintain customer information, opportunity pipeline, and forecasts in relevant internal CRM systems. Control sales expenses to meet budgets and maintain a proper ratio for the assigned territory. Sales Channel Management
Collaborate with Sales Channel Leadership to evaluate, establish and maintain a network of independent sales agents/distributors. Assign, direct, and support the efforts of agents/distributors. Supervise agents/distributors within the assigned territory. Keep Sales, Customer Technical Service teams, and other Hubbell personnel informed of agent/distributor assignments. Ensure implementation of current Hubbell policies and procedures for sales agents/distributors. Apply systematic reviews to evaluate all agents/distributors for compliance and identify training needs. Keep agent/distributor contracts current in conjunction with Sales Channel Leadership. Integrate Hubbell strategies through agents/distributors to achieve objectives and goals. Coordinate project and quotation activities between agencies (and Regions) to maximize sales opportunities. Develop bookings and/or sales quota assignments for agents/distributors. Attend industry trade shows and coordinate customer meetings. Qualifications
Educational And Experience Requirements: BS in Engineering (preference 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 electrical standards (UL, CSA, IEC, ANSI, IEEE, CE) where applicable. Familiarity with importing/exporting regulations (letters of credit, Incoterms, etc.). Knowledge of Hubbell and competitor products and their applications in 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 electrical standards and local laboratory certificate requirements. Ability to write and publish technical papers. Familiarity with Microsoft Office applications (Word, Excel, PowerPoint). Additional Information
Language Skills: Ability to read, analyze, and interpret technical and financial documents; respond to inquiries; write speeches and articles; present information to customers, management, and boards. Physical Demands: Ability to travel up to 50% via air or land. Hubbell Incorporated is an EO Employer AA: M/F/Veteran/Disability. All qualified applicants will receive consideration 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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