[Hiring] Territory Manager, Communications & Software @Hubbell Incorporated

Role Description

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. This position is remote, and the candidate must reside in one of the following states (ND, SD, NE, KS, MN, IA).

• 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.
• 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.

• Achieve 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.
• Conduct product presentations and demonstrations that promote Hubbell’s capabilities.
• Ensure full sales support and customer knowledge for communication and software systems within assigned territory.
• Overcome technical and business objections of prospective and current customers 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.
• 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.
• 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/distributor 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.
• 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.

Requirements

• 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.

Physical Demands

• Ability to travel up to 60% via air or land.
• Must reside in the following states (ND, SD, NE, KS, MN, IA).