Territory Manager, Communications

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.

This position supports the North Central 1 territory, candidate must reside in one of the following states (WI, IL, IN, MO, KY)

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Marketing:

• 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
• Advocates to customer's stakeholders to drive and acquire funding mechanisms to expand market opportunities
• 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
• Hubbell's installed base of Intelligent Grid Systems
• Assess competitor offerings and develop differentiated market approaches
• Develops and leads 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
• Works 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
• Ensures proper flow of market intelligence with particular emphasis on trends and technical differences

Sales Activities:

• Achieves 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
• Conducts product presentations and demonstrations that promote Hubbell's capabilities
• Ensures full sales support and customer knowledge for communication and software systems within assigned territory.
• Overcomes technical and business objections of prospective and current customers by providing technical solutions based on utility Communication and Software system expertise
• Works collaboratively with Communication Operations to prepare proposals and obtains internal approvals
• Assist when necessary, in establishing customer credit and collection of receivables.
• Keeps customer information, opportunity pipeline, and forecasts current in relevant internal CRM systems
• Controls sales expenses to meet budgets and maintains a proper ratio for their assigned territory

Sales Channel Management:

• Collaborates with Sales Channel Leadership to evaluate, establish and maintain a network of independent sales agents/distributors
• Assigns, directs, and supports the efforts of agents/distributors
• Supervises agents/distributors within assigned territory.
• Keep Sales, Customer Technical Service teams, and other Hubbell personnel informed of agent/distributor assignments
• Ensures implementation of current Hubbell policies and procedures for sales agents/distributors
• Applies systematic reviews to evaluate all agents/distributors under their jurisdiction for compliance with established procedures and identify training needs
• Keeps agent/distributor contracts on a current basis in conjunction with Sales Channel Leadership
• Integrates Hubbell strategies through their assigned agents/distributors to achieve objectives and goals
• Accepts the lead role in coordinating project and quotation activities between agencies (and Regions) to maximize sales opportunities
• Develops bookings and/or sales quota assignments for their agents/distributors
• Attends industry trade shows and coordinates customer meetings

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:

• 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.

LANGUAGE SKILLS:  Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents.  Ability to respond to common inquiries or complaints from customers (at all levels), regulatory agencies, or members of the business community with tact and diplomacy.  Ability to write speeches and articles for publication that conform to prescribed style and format.  Ability to effectively present information to customers, top management, public groups, and/or boards of directors.

Physical Demands:

Ability to travel up to 50% via air or land.

Must reside in one of the following states (WI, IL, IN, MO, KY)

Hubbell Incorporated

Hubbell creates critical infrastructure solutions that power our customers, communities, people and the planet. Our company is strategically aligned around enabling grid modernization and electrification. As more products plug in to an aging grid, Hubbell solutions enable the transition to a more reliable, resilient and efficient energy infrastructure. Founded in 1888 our innovation has made us a leading global manufacturer of high quality electrical and utility solutions enabling customers to operate critical infrastructure reliably and efficiently.

The company operates in two segments. Hubbell Utility Solutions (HUS) enable the grid to conduct, communicate and control energy across utility applications and Hubbell Electrical Solutions (HES) are essential to managing power across a wide range of industries and applications. Our vertical market solutions can be applied to markets including Data Centers, Renewables, Commercial Buildings, Industrial, Telecom and Transportation. Supporting both of our business segments is our corporate and Hubbell Unified Business Solutions teams that provide consistent process, tools technologies across our businesses.

We are committed to operating sustainably and ethically while promoting an inclusive and supportive culture for our people to grow and develop in their careers. Our employees proudly work and serve our communities from our headquarters in Shelton, CT, across the United States and around the globe.

Hubbell Utility Solutions 

Hubbell Utility Solutions (HUS) enable the grid to conduct, communicate and control energy across utility applications. HUS provides the critical components that allow the grid to reliably transmit and distribute energy, as well as the communications and controls technologies to make the grid smarter and more flexible.

Hubbell Incorporated, its subsidiaries and affiliates, is an EO 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.

The above summary of position responsibilities and requirements is not intended, and should not be construed, to be an exhaustive list of duties, skills, efforts, physical requirements, or working conditions associated with the position. It is intended to be an accurate reflection of those principal position elements essential for making decisions related to position performance, employee development, and compensation.