Sr. Director Strategic Accounts - Specialty Infrastructure

Job Overview

The
Sr. Director, SI - Strategic Accounts, is the representative of Hubbell, Inc. who will partner with and manage several key accounts across multiple market segments to service their unique business needs. Using their knowledge of the account and representing the portfolio of the Specialty Infrastructure SBU, they will provide products and solutions to help deliver strong vertical market opportunities to the account.

Key responsibilities will be to engage with these key end users; manage material and service contracts, execute RFQs, drive new product sales and end user engagement; work to increase support and product line depth within the account. They will also work to integrate acquisitions into the organization and handle those introductions to Hubbell key accounts as well as work with colleagues across multiple business units.

The leader will work closely with Hubbell associates across all our business groups to drive an enterprise approach to our key clients in the industry. The key accounts will primarily focus on the Telecommunications, Utility Gas and Water Infrastructure markets.

• Lead multiple employees in various markets creating a consistent key account program focused on high level services for Hubbell’s most critical end users.
• Assist business group leadership teams in aligning strategy and support teams as necessary to support the customer needs.
• Create annual comprehensive sales and marketing plans/objectives for each key account; detailing objectives and actions, communicate and drive the plan across all groups.
• Work with VPGMs, Customer Service, VIP2 support, Product managers, and other sales leaders to increase revenue.
• Plan strategic sales & marketing programs that drive growth at each key account and support the full SI product portfolio.
• Works with Pricing, Marketing, and Field Sales teams to produce a pricing/merchandising strategy and quotations.
• Develop and provide monthly detailed budgets, performance reviews, market reports and project plans to group leaders.
• Conducts competitive analysis to identify market share, new product development, and opportunities for growth.
• Benchmark the practices of other competitive and non-competitive suppliers to identify best developed practices.
• Continually monitor marketplace activities, identifying opportunities and risks as they relate to company's strategic direction.
• Regularly benchmark performance against peer competitors and historical company results in market share, product mix, customer satisfaction, and financial performance.
• Connect distributors with appropriate resources in each group.
• Coordinate and attend industry training, trade shows and other related industry meetings.

• 10+ years of experience in one or more of the following industries or other related experience:
  Utility Gas, Telecommunications, Water Infrastructure.
• Several years of experience managing national/key accounts personally and key account managers as a team.
• Leadership and employee development strengths.
• Extensive industry sales experience.
• Expertise in developing sales plans, project tracking, and market development.
• Strong fundamental grasp of the various industries, their procurement channels, relative value and processes.
• Demonstrated success in the development and execution of integrated sales and marketing plans that directly increased company revenues and position in market place.
• Demonstrated ability to develop strategy and translate to tactical actions and effectively execute results under demanding timelines.
• Strategic vision with practical approach to meet goals.
• Highly motivated to reach financial objectives.
• Extremely organized and disciplined.
• Strong interpersonal skills and the ability to engage with a wide variety of customers; relationship building.
• Excellent written & oral communication skills.
• Extended travel a necessity (moderate to heavy travel, primarily within the continental U.S.).

Hubbell creates critical infrastructure solutions that power our customers, communities, people and the planet. Our company is strategically aligned around enabling grid modernization and…