Territory Manager, Communications & Software - North Central US

Hubbell Incorporated; Kansas; Remote; USD 90,000 - 130,000; Full time

Job summary

Hubbell Incorporated is seeking a Territory Manager for Communications and Software to drive sales across the utility market within the assigned territory. You will lead customer engagements across multiple product lines, develop market-leading solutions, and coordinate with product management to capture Voice of the Customer.

The role is remote and requires residency in KS or neighboring states. Ideal candidates bring 10+ years in power systems or communications and software, with 5+ years in

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 in an engineering capacity; 5+ years in sales, commercial, or product management.
• Experience working and supervising independent sales agents/distributors preferred.
• Knowledge of electrical standards (UL, CSA, IEC, ANSI, IEEE, CE) and global trade practices.
• Familiarity with Hubbell products and applications in generation, transmission, and distribution of electric power.

Responsibilities

• Achieve current year sales targets and year-over-year growth by analyzing territory and customers to develop a regional plan.
• Develop and implement sales programs to promote Hubbell products and services.
• Maintain customer information, opportunity pipeline, and forecasts in CRM systems.
• Overcome objections by providing technical solutions based on utility communication and software system expertise.
• Collaborate with Sales Channel Leadership to evaluate and maintain a network of independent agents/distributors.
• Attend industry trade shows and coordinate customer meetings.

Skills

Sales strategy

Strategic account management

CRM proficiency

Technical solutioning

Market research

Education

Bachelor's in engineering

MBA is a plus

Tools

CRM systems

MS Office

Job description

Job Overview 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 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 one of the following states (ND, SD, NE, KS, MN, IA)

#remote

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

Develops and leads implementation of long-term account-based marketing campaigns

Consolidate and convey marketing intelligence related to emerging customer needs and competitor products

Works closely with Product Management and sales team to gather product Voice of the Customer

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
• 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
• 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
• 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

What will help you thrive in this role?

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

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; 5+ years of experience in sales, commercial, or product management roles.

~ Experience working and supervising independent sales agents/distributors preferred

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.

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 effectively present information to customers, top management, public groups, and/or boards of directors.
• Ability to travel up to 60% via air or land.

Hubbell creates critical infrastructure solutions that power our customers, communities, people and the planet. 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.

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. 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 (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.

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.