Hubbell Incorporated
Sales Director, Communications and Software - CA/NV
Hubbell Incorporated, Saint Louis, Missouri, United States, 63146
Sales Director, Communications and Software - CA/NV
The Sales Director, 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 Sales Director is responsible for leading customer engagement across multiple product lines and developing winning strategies to assess customer needs and win business with current and new customers.This position is remote and the candidate must reside in one of the following states (CA, NV).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's stakeholders to drive and acquire funding mechanisms to expand market opportunities.Lead segment sales resources in analyzing accounts and developing actionable sales plans.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 emphasis on trends and technical differences.Achieve sales targets and year-on-year growth plans by analyzing territory and customers.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.Overcome technical and business objections of prospective and current customers.Work collaboratively with Communication Operations to prepare proposals and obtain internal approvals.Assist in establishing customer credit and collection of receivables when necessary.Keep customer information, opportunity pipeline, and forecasts current in relevant internal CRM systems.Control sales expenses to meet budgets.Collaborate with Sales Channel Leadership to evaluate, establish and maintain a network of independent sales 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.Evaluate all agents/distributors for compliance and identify training needs.Keep agent/distributor contracts current in conjunction with Sales Channel Leadership.Coordinate project and quotation activities to maximize sales opportunities.Develop bookings and/or sales quota assignments for 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; 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 and utilizes appropriate electrical standards, such as UL, CSA, IEC, ANSI, IEEE, CE, and California Rule 21 where applicable.Familiarity with laws, regulations, and commercial aspects of importing and exporting.Knowledge of Hubbell and competitor products and services and their applications.Knowledge of utility back-office integrations for AMI and distribution automation applications.Ability to write and publish technical papers.Familiarity with Microsoft Office applications.Language Skills:
Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents.Ability to respond to inquiries or complaints from customers with tact and diplomacy.Ability to write speeches and articles for publication.Ability to effectively present information to customers and management.Physical Demands:
Ability to travel up to 50% via air or land.Must reside in one of the following states (CA, NV).Hubbell IncorporatedHubbell creates critical infrastructure solutions that power our customers and communities. Our company is committed to operating sustainably and ethically while promoting an inclusive culture for our people.
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The Sales Director, 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 Sales Director is responsible for leading customer engagement across multiple product lines and developing winning strategies to assess customer needs and win business with current and new customers.This position is remote and the candidate must reside in one of the following states (CA, NV).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's stakeholders to drive and acquire funding mechanisms to expand market opportunities.Lead segment sales resources in analyzing accounts and developing actionable sales plans.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 emphasis on trends and technical differences.Achieve sales targets and year-on-year growth plans by analyzing territory and customers.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.Overcome technical and business objections of prospective and current customers.Work collaboratively with Communication Operations to prepare proposals and obtain internal approvals.Assist in establishing customer credit and collection of receivables when necessary.Keep customer information, opportunity pipeline, and forecasts current in relevant internal CRM systems.Control sales expenses to meet budgets.Collaborate with Sales Channel Leadership to evaluate, establish and maintain a network of independent sales 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.Evaluate all agents/distributors for compliance and identify training needs.Keep agent/distributor contracts current in conjunction with Sales Channel Leadership.Coordinate project and quotation activities to maximize sales opportunities.Develop bookings and/or sales quota assignments for 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; 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 and utilizes appropriate electrical standards, such as UL, CSA, IEC, ANSI, IEEE, CE, and California Rule 21 where applicable.Familiarity with laws, regulations, and commercial aspects of importing and exporting.Knowledge of Hubbell and competitor products and services and their applications.Knowledge of utility back-office integrations for AMI and distribution automation applications.Ability to write and publish technical papers.Familiarity with Microsoft Office applications.Language Skills:
Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents.Ability to respond to inquiries or complaints from customers with tact and diplomacy.Ability to write speeches and articles for publication.Ability to effectively present information to customers and management.Physical Demands:
Ability to travel up to 50% via air or land.Must reside in one of the following states (CA, NV).Hubbell IncorporatedHubbell creates critical infrastructure solutions that power our customers and communities. Our company is committed to operating sustainably and ethically while promoting an inclusive culture for our people.
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