Director, Major Accounts - East

Hubbell Lighting Inc; Maryland Heights (MO); Remote; USD 150,000 - 190,000; Full time

Benefits offered by this job

Competitive benefits package

Job summary

Hubbell Lighting Inc. is seeking a Director, Major Accounts - East (remote) to lead strategic relationships with our most important customers in the eastern United States, serving as the primary business contact and driving sustainable orders and revenue through retention, cross-selling, and upselling.

You will develop account plans, coordinate quarterly business reviews, negotiate contracts, and collaborate with marketing, product, and operations to deliver an exceptional customer experience.

Qualifications

• Bachelor's degree in Business, Engineering, Communications, or related field.
• 10+ years of experience in electric, gas, and/or water markets.
• Extensive sales/account management experience with procurement channels, value drivers, and processes.
• Proven ability to develop and execute integrated sales, marketing, and market-development plans.
• Strong communication and relationship-building skills across diverse customer groups.

Responsibilities

• Develop and execute strategic account plans for each assigned customer, including growth opportunities, issue resolution, and executive engagement.
• Build and maintain relationships across customer organizations, serving as the primary point of contact for business-related matters.
• Develop a thorough understanding of customer needs, objectives, and requirements, and present tailored solutions that support their goals.
• Drive orders and revenue growth by identifying and pursuing maintenance, renewal, cross-sell, and upsell opportunities.
• Coordinate and lead quarterly business reviews to assess account performance, address concerns, and align on priorities and opportunities.
• Collaborate with sales leaders across Aclara and with internal teams, including marketing, customer support, product development, and operations, to deliver an exceptional customer experience.
• Manage contract negotiations, renewals, pricing discussions, and related commercial activities in coordination with the sales team.
• Resolve customer issues and complaints promptly, coordinating internal resources to deliver timely solutions and maintain trust.
• Prepare accurate account-performance reports, sales forecasts, progress updates, and market insights for internal and external stakeholders using key account metrics.
• Monitor industry trends, market conditions, and competitor activity to identify emerging risks and opportunities.
• Provide customer feedback and insights to product development teams to support improvements and new product or service offerings.
• Maintain high levels of customer satisfaction and strengthen long-term account retention.

Skills

Strategic account planning

Sales leadership

Negotiation

Relationship management

Cross-functional collaboration

Communication

Proficiency with Salesforce

Power BI

Microsoft Office

Education

Bachelor's degree in Business, Engineering, or related field

Tools

Salesforce

Power BI

Microsoft Office

Job description

Job Overview

Director, Major Accounts - East (remote)

The Director of Major Accounts - East is responsible for managing, nurturing, and expanding relationships with Aclara's most strategic customers. This role serves as the primary business contact for assigned accounts, builds strong partnerships across customer organizations, and drives sustainable orders and revenue growth through retention, cross-selling, and upselling. Success requires sales expertise, strategic thinking, disciplined account planning, and excellent communication and collaboration skills.

This role covers customers in the eastern half of the US.

Compensation will be based on experience and qualifications and will be discussed during the interview process. The salary range for this role is $150,000 - $190,000 per year. This position offers a competitive salary and benefits package.

A Day In The Life

• Develop and execute strategic account plans for each assigned customer, including growth opportunities, issue resolution, and executive engagement.
• Build and maintain relationships across customer organizations, serving as the primary point of contact for business-related matters.
• Develop a thorough understanding of customer needs, objectives, and requirements, and present tailored solutions that support their goals.
• Drive orders and revenue growth by identifying and pursuing maintenance, renewal, cross-sell, and upsell opportunities.
• Coordinate and lead quarterly business reviews to assess account performance, address concerns, and align on priorities and opportunities.
• Collaborate with sales leaders across Aclara and with internal teams, including marketing, customer support, product development, and operations, to deliver an exceptional customer experience.
• Manage contract negotiations, renewals, pricing discussions, and related commercial activities in coordination with the sales team.
• Resolve customer issues and complaints promptly, coordinating internal resources to deliver timely solutions and maintain trust.
• Prepare accurate account-performance reports, sales forecasts, progress updates, and market insights for internal and external stakeholders using key account metrics.
• Monitor industry trends, market conditions, and competitor activity to identify emerging risks and opportunities.
• Provide customer feedback and insights to product development teams to support improvements and new product or service offerings.
• Maintain high levels of customer satisfaction and strengthen long-term account retention.

What will help you thrive in this role?

• Bachelor's degree in Business, Engineering, Communications, or a related field preferred.
• 10+ years of experience in electric, gas, and/or water markets preferred.
• Extensive industry sales/account management experience and a strong understanding of procurement channels, value drivers, and processes.
• Proven success developing and executing integrated sales, marketing, and market-development plans that increase revenue and market position.
• Expertise in sales planning, project tracking, strategy development, and translating strategy into timely tactical execution.
• Strong written, verbal, interpersonal, and relationship-building skills across diverse customer groups.
• Excellent problem-solving, analytical, organizational, and time-management skills, with the ability to resolve issues promptly.
• Strategic, practical, self-motivated, team-oriented, and results-driven, with a strong focus on financial objectives.
• Proficiency in Microsoft Office, Salesforce, and Power BI.
• Ability to travel up to 50%,

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 used in 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.