Territory Manager, Communications & Software

This is a fully remote position, open to applicants in Iowa, +5 more states.

📋 Description

• Attain overall sales objectives and expand the installed base of Hubbell technology products and services aimed at securing, operating, and optimizing the electrical distribution grid.

• Drive customer engagement across various product lines within the designated territory.

• Create assessments of customer needs, market-leading solutions, market intelligence, and strategies to secure business from both existing and new customers.

• Position Hubbell as a leader in the electrical grid automation sector.

• Establish and nurture relationships with utility management, project teams, channel partners, and industry stakeholders.

• Identify and cultivate opportunities with both new and existing clients.

• Advocate on behalf of customer stakeholders to secure funding mechanisms and broaden market opportunities.

• Evaluate competitor offerings and develop distinctive market strategies.

• Create and manage long-term account-based marketing initiatives.

• Consolidate and share market intelligence on emerging customer demands and competitor products.

• Contribute ideas and specifications for product development.

• Gather customer feedback in collaboration with Product Management and sales teams.

• Lead the commercialization of new market offerings.

• Conduct market research and undertake special projects.

• Meet sales targets and year-on-year growth objectives through territory and customer analysis.

• Implement sales programs and deliver product presentations and demonstrations.

• Provide sales support and customer knowledge for communication and software systems.

• Address technical and business objections utilizing expertise in utility communications and software.

• Prepare proposals and secure internal approvals with Communication Operations.

• Assist with customer credit and receivables collection as necessary.

• Maintain customer data, opportunity pipeline, and forecasts in CRM systems.

• Manage sales expenses within budgetary constraints.

• Assess, establish, and maintain independent sales agent/distributor networks.

• Assign, direct, support, and oversee agents/distributors.

• Keep relevant Hubbell personnel updated on agent/distributor assignments.

• Ensure agents/distributors adhere to Hubbell policies and procedures.

• Review agents/distributors for compliance and identify training requirements.

• Maintain agent/distributor contracts with Sales Channel Leadership.

• Integrate Hubbell strategies through agents/distributors to achieve set objectives.

• Coordinate project and quotation activities among agencies and regions.

• Develop bookings and/or sales quota assignments for agents/distributors.

• Attend industry trade shows and coordinate customer meetings.

⛳️ Requirements

• Bachelor of Science in Engineering, preferably Electrical Engineering; an MBA is a plus.

• Over 10 years of experience in power generation, transmission and distribution systems, or communications and software systems in an engineering role; utility experience is highly preferred.

• More than 5 years of experience in sales, commercial, or product management positions.

• Experience in managing and supervising independent sales agents/distributors is preferred.

• Familiar with and able to apply electrical standards including UL, CSA, IEC, ANSI, IEEE, CE, and California Rule 21 where applicable.

• Knowledgeable in importing and exporting laws, regulations, and commercial aspects, such as letters of credit, Incoterms, performance bonds, tariff codes, bid bonds, penalty clauses, and currency hedging.

• Understanding of Hubbell and competitor products and services related to electric power generation, transmission, distribution, and power quality measurement.

• Familiarity with utility back-office integrations for AMI and distribution automation applications.

• Knowledge of domestic and international electrical standards and local laboratory certification requirements.

• Capability to write and publish technical papers.

• Proficient in Microsoft Office applications, including Word, Excel, and PowerPoint.

• Ability to read, analyze, and interpret scientific and technical journals, financial reports, and legal documents.

• Capable of responding to inquiries or complaints from customers, regulatory agencies, and the business community.

• Skilled in writing speeches and articles for publication.

• Ability to effectively present information to customers, top management, public groups, and boards of directors.

• Must reside in North Dakota, South Dakota, Nebraska, Kansas, Minnesota, or Iowa.

🏝️ Benefits

• Reasonable accommodations may be provided to enable individuals with disabilities to perform essential functions.

• An inclusive and supportive culture that fosters employee growth and development in their careers.

• Equal employment opportunity protections.

• Up to 60% travel required via air or land.