Territory Manager, Communications and Software - CA​/NV

Job Overview Territory Manager, Communications and Software - CA/NVThe 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 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 is a remote position supporting California and Nevada, candidate must reside within one of those states. #LI-JT1#remoteA 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

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:

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 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

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…