Sales Director, Electric Meters - Northeast

Job Overview

Sales Director, Electric Meters - Northeast

The Electric Meter Sales Director will be responsible for achieving overall sales goals and growing the installed base of Aclara electric meter products to utilities within assigned territory. Utilizing both direct and indirect sales approaches, the Sales Director, Electric Meters is responsible for leading 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.  The Sales Director will be supporting the Northeast US territory and should reside in one of the following states (PA, MD, DE, NJ, MA, CT, RI, NY, NH, VT, ME, VA, WV).

This is a remote position and requires 60% travel. Candidates must live within the assigned territory listed above. 

A Day In The Life

Sales Activities

• Achieve current year sales targets and year-on-year growth plans by analyzing territory and customers to develop a specific region plan
• Develop and maintain a diverse network of contacts within utility management and project teams, key Aclara partners, consultants, and other industry stakeholders.
• Identify and develop opportunities to grow business with new and existing customers
• Analyze accounts within the assigned territory and develop actionable sales plans and long-term account engagement strategies to penetrate and grow the installed base of Aclara electric meters with new and existing customers
• Serve as an expert on electric meters to relevantly and effectively represent our offerings cross-functionally within utility companies.
• Assess competitor offerings and develop differentiated market approaches
• Understand regional, state, and national dynamics within their region to promote Aclara as a market leader
• Perform all activities in the sales cycle around the electric meter offer —generate leads, qualify opportunities, educate customers, quarterback proposal development, and lead sales meetings/presentations. Work closely and cross functionally with other Aclara and Hubbell sales resources within the territory. 
• Maintain positive client relationships to ensure client satisfaction, account growth, new business acquisition, and customer loyalty through cross-selling and upselling.
• Consolidate and convey market intelligence, competitive feedback, customer requirements, and market direction to Aclara’s product management, partners and development teams to ensure a healthy and relevant product roadmap.
• Represent the company in a manner consistent with its core values and team-based approach.

Additional Responsibilities:

• Maintain current account and opportunity information in Salesforce.com.
• Coordinate closely with Aclara partners for opportunities and deals within the associated territory that include partner components.
• Deliver effective sales presentations that encompass electric meters equipped with both Aclara-owned and partner technologies.
• Support Product Management by monitoring and gathering market/product intelligence from existing and prospective customers, competitors, and potential technology partners.
• Control sales expenses to meet budgets and maintain a proper ratio for the assigned territory
• Follow all established Sales and Account Management processes, procedures, and methodologies.
• Adhere to all Hubbell corporate policies.

What will help you thrive in this role?

Education and Experience Requirements

• Minimum of a bachelor’s degree, preferably in technology-related field. MBA a plus.
• Minimum 5-10 years’ experience working within the utility industry with well-established relationships at relevant organizational levels. Strong ability to network and establish new and/or expanded relationships.
• 5 years of experience in sales, commercial, or product management roles.
• Experience working with and supervising independent sales agents/distributors preferred.

Skills and Knowledge:

• Should have advanced knowledge of the offers and business cases that support electric meters and advanced metering infrastructure.
• Knowledge of Hubbell and competitor products and services and their applications in the generation, transmission, and distribution of electric power, and power quality measurement.
• Must possess the ability to grasp complex selling challenges while formulating strategies to advance business plans across a multitude of accounts.
• 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.
• Must be highly motivated, goal-oriented, and persistent with experience in driving business opportunities and developing markets.
• Must be able to effectively communicate a value proposition and to work both independently and as a member of a broader team.

Physical Demands:

• Ability to travel up to 60% via air or land.
• Must reside in one of the following states (PA, MD, DE, NJ, MA, CT, RI, NY, NH, VT, ME, VA, WV).

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 write speeches and articles for publication that conform to prescribed style and format.  Ability to effectively present information to customers, top management, public groups, and/or boards of directors.

If you know the electric utility market and are passionate about building relationships and winning new business, this could be a great opportunity. #LI-HB1

#Hiring #UtilitySales #SalesLeadership #ElectricMeters #AMI #Aclara #Hubbell

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 applied to 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.