Sales Director, Protection & Controls - Northeast 2 - Richmond, VA

Hubbell - Richmond, VA

Full-time - Senior

Richmond, VA

Electrical Equipment, Appliance, and Component Manufacturing

About the position

The Sales Director, Protection and Controls is responsible for achieving sales goals and expanding the installed base of Hubbell's technology products and services within the electrical distribution grid. This role involves leading customer engagement, developing strategies to meet customer needs, and driving business growth through both direct and indirect sales approaches.

Responsibilities

• Understand regional, state, and national dynamics 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.
• Advocate to customer's stakeholders to drive and acquire funding mechanisms to expand market opportunities.
• Assess competitor offerings and develop differentiated market approaches.
• Develop and lead 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.
• Work 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.
• Ensure proper flow of market intelligence with emphasis on trends and technical differences.
• Achieve 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.
• Conduct product presentations and demonstrations that promote Hubbell's capabilities.
• Ensure full sales support and customer knowledge for protection, controls, and quality systems within assigned territory.
• Overcome technical and business objections of prospective and current customers by providing technical solutions based on utility protection, controls, and quality system expertise.
• Collaborate with Commercial Operations to prepare proposals and obtain internal approvals.
• Assist when necessary in establishing customer credit and collection of receivables.
• Keep customer information, opportunity pipeline, and forecasts current in relevant internal CRM systems.
• Control sales expenses to meet budgets and maintain a proper ratio for their assigned territory.
• Collaborate with Sales Channel Leadership to evaluate, establish, and maintain a network of independent sales agents/distributors.
• Assign, direct, and support the efforts of agents/distributors.
• Supervise agents/distributors within assigned territory.
• Keep Sales, Customer Technical Service teams, and other Hubbell personnel informed of agent/distributor assignments.
• Ensure implementation of current Hubbell policies and procedures for sales agents/distributors.
• Apply systematic reviews to evaluate all agents/distributors under their jurisdiction for compliance with established procedures and identify training needs.
• Keep agent/distributor contracts current in conjunction with Sales Channel Leadership.
• Integrate Hubbell strategies through their assigned agents/distributors to achieve objectives and goals.
• Accept the lead role in coordinating project and quotation activities between agencies (and Regions) to maximize sales opportunities.
• Develop bookings and/or sales quota assignments for their agents/distributors.
• Attend industry trade shows and coordinate customer meetings.

Requirements

• BS in Engineering, preference in Electrical Engineering; MBA is a plus.
• 10 years of experience in power generation, transmission and distribution systems, or communications and software systems in an engineering capacity, with specific experience in distribution automation, protection, controls, and power quality systems; Electrical utility experience strongly preferred.
• 5 years of experience in sales, commercial, or product management roles.
• Experience working and supervising independent sales agents/distributors preferred.
• Understands and utilizes appropriate electrical standards, such as UL, CSA, IEC, ANSI, IEEE, CE and California Rule 21 where applicable.
• Familiarity with the current laws, regulations, and commercial aspects of importing and exporting, such as letters of credit, Incoterms, performance bonds, tariff codes, bid bonds, penalty clauses, currency hedging, etc.
• Knowledge of Hubbell and competitor products and services and their applications in the generation, transmission, and distribution of electric power, and power quality measurement.
• Knowledge of utility back-office integrations for AMI and distribution automation applications.
• Knowledge of the application of domestic and international electrical standards, such as UL, IEC, ANSI, IEEE and CE, and local laboratory certificate requirements.
• Ability to write and publish technical papers.
• Familiarity with Microsoft Office applications, such as Word, Excel, PowerPoint.

Nice-to-haves

• 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.

Benefits

• Health insurance coverage
• 401k retirement savings plan
• Paid holidays
• Professional development opportunities
• Flexible scheduling options