Sales Director - Intelligent Grid Systems - North Central - Chicago, IL (Remote)

Job Overview

Intelligent Grid Solutions is the market facing organization across several Hubbell Brands within Hubbell Utility Solutions (HUS) including Aclara, Beckwith, EIG, RFL and Trinetics.  These product lines provide solutions that help our utility customers utilize technology and harness data to supply more efficient and reliable services that make modern life possible.   As an end-to-end, smart infrastructure solutions partner, we couple innovative technology with data-driven solutions to predict, plan and respond to system conditions across electric, gas and water distribution networks.  Our systems monitor critical operating parameters, provide critical protection and control functions, meter end user consumption through various sensing and metering devices, transmit the collected data via power line, radio frequency and/or cellular communication systems and process the data for various purposes including system operation, optimization, and billing. 

 

The Sales Director, Intelligent Grid Systems, 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, Intelligent Grid Systems is responsible for leading the customer engagement across multiple product lines 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 is remote and the candidate must reside in the following states (WI, IL, IN, MO, KY)

 

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A Day In The Life

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:

• Initiates, cultivates and develops VP and C-suite level relationships within assigned accounts to create long term partnerships across Hubbell Intelligent grid and other business lines
• Achieves current year sales targets and year-on-year growth plans by analyzing territory and customers to develop specific region plan
• Implement a regional customer engagement strategy to drive customer relationships across the Intelligent Grid Sales team
• Represents Hubbell's Intelligent Grid business lines in regional industry forums to become a recognized industry thought leader 
• Leads development, delivery, and closure of commercial efforts for large complex and integrated offerings in a highly collaborative fashion
• 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
• Leads transactional operating rhythm for sales channels within assigned region across Intelligent Grid product lines
• Assigns, directs, and supports the efforts of agents/distributors
• Supervise agents/distributors within assigned territory
• Keeps Sales, Customer Technical Service teams, and other Hubbell personnel informed of agent/distributors assignments
• Ensures implementation of current Hubbell