Sales Director, Electric Meters - Northeast - Portsmouth, NH, USA

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

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