Sales Director, Protection & Controls - Northeast; Remote

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The Sales Director, Protection and Controls, 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 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.

Candidate must reside in one of the following states (PA, OH, MI, WV, VA, MD, DE, DC).

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
• 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, Business Development, Technical Support 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
• 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 protection, controls, and quality systems within assigned territory.
• Overcomes technical and business objections of prospective and current customers by providing technical solutions based on utility protection, controls and quality system expertise
• Works collaboratively with Commercial 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
• 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

Qualifications:

To perform this job successfully, an…