Territory Manager, Communications & Software - NC 1

Overview

Drive sales and grow installed base of Hubbell grid communication/software solutions in NC1.

Key Responsibilities

• sales planning
• agent management
• technical solutions
• product demonstrations
• crm management
• market intelligence

Tasks

-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 -Assess competitor offerings and develop differentiated market approaches -Ensures implementation of current Hubbell policies and procedures for sales agents/distributors -Develop and maintain a network of contacts within utility management, project teams, channel partners, and industry stakeholders -Controls sales expenses to meet budgets and maintains a proper ratio for their assigned territory -Achieves current year sales targets and year-on-year growth plans by analyzing territory and customers to develop specific region plan -Supervises agents/distributors within assigned territory. -Attends industry trade shows and coordinates customer meetings -Integrates Hubbell strategies through their assigned agents/distributors to achieve objectives and goals -Lead the commercialization process for new offerings in the market -Advocates to customer's stakeholders to drive and acquire funding mechanisms to expand market opportunities -Keeps agent/distributor contracts on a current basis in conjunction with Sales Channel Leadership -Ensures proper flow of market intelligence with particular emphasis on trends and technical differences -Overcomes technical and business objections of prospective and current customers by providing technical solutions based on utility Communication and Software system expertise -Keep Sales, Customer Technical Service teams, and other Hubbell personnel informed of agent/distributor assignments -Assist when necessary, in establishing customer credit and collection of receivables. -Implement specific sales programs to promote Hubbell products and services -Applies systematic reviews to evaluate all agents/distributors under their jurisdiction for compliance with established procedures and identify training needs -Ensures full sales support and customer knowledge for communication and software systems within assigned territory. -Develops and leads implementation of long-term account-based marketing campaigns -Conducts product presentations and demonstrations that promote Hubbell’s capabilities -Develops bookings and/or sales quota assignments for their agents/distributors -Assigns, directs, and supports the efforts of agents/distributors -Works collaboratively with Communication Operations to prepare proposals and obtains internal approvals -Consolidate and convey marketing intelligence related to emerging customer needs and competitor products -Identify and develop opportunities to grow business with new and existing customers -Keeps customer information, opportunity pipeline, and forecasts current in relevant internal CRM systems -Works closely with Product Management and sales team to gather product Voice of the Customer -Conduct market research and special projects as required -Accepts the lead role in coordinating project and quotation activities between agencies (and Regions) to maximize sales opportunities -Contribute to product development ideas and specifications -Collaborates with Sales Channel Leadership to evaluate, establish and maintain a network of independent sales agents/distributors

Requirements

• 5 years
• electrical standards
• microsoft office
• bs engineering
• power systems
• technical writing

What You Bring

-5 years of experience in sales, commercial, or product management roles. -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. -Familiarity with Microsoft Office applications, such as Word, Excel, PowerPoint. -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. -BS in Engineering, preference in Electrical Engineering. MBA a plus. -Experience working and supervising independent sales agents/distributors preferred. -10 years of experience in power generation, transmission and distribution systems, or communications and software systems in an engineering capacity; Utility experience strongly preferred. -Ability to write and publish technical papers. -Understand regional, state, and national dynamics within their region to promote Hubbell as a market leader in electrical grid automation -Knowledge of Hubbell and competitor products and services and their applications in the generation, transmission, and distribution of electric power, and power quality measurement.

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About Hubbell Incorporated

-Products span from high-voltage grid components to connectors, lighting fixtures, wiring devices, and data-center infrastructure. -It serves markets ranging from utilities and renewables to commercial construction, healthcare, OEMs, telecom, and residential. -Notable projects include equipping smart grids, powering hospitals, wiring data centers, and supporting wind and solar farms. -It traces its roots through a century of innovation, adding major acquisitions like Ohio Brass, Burndy, Aclara to its legacy. -An unusual fact: its founder’s 1900s patent for a paper-roll cutter shaped its early success and led to today’s broad industrial reach. -Headquartered in Shelton, CT, it maintains a storied heritage in electrification.

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