Job Overview
This position will lead a team of Field Application Engineers (FAE) / Regional Sales Engineers (RSE) who support the distribution and substation automation product areas under the Utility Automation Business Unit. In addition, the position will serve as a working manager covering technical support for a specific sales territory. Support customers, sales teams, customer service representatives, agents, and Hubbell subsidiaries by providing technical support and sustaining their efforts in promoting/selling products. Work with customers on preparing proposals and help business unit with requirements and technical requirements for quotations. Lead VoC initiatives and serve as a liaison between engineering, product management and sales.
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A Day In The Life
- Direct supervision of the FAE/RSE team.
- Lead the development of a regional sales strategy for technical products and solutions by working with the field sales representatives and channel partners.
- Partner with the product management, sales and marketing teams to develop a targeted go-to-market plan that best fits the customers in the assigned territory and globally by working with other FAEs.
- Work collaboratively with field sales to achieve order and revenue targets for the specific assigned region and all globally across all regions.
- Provide supervision, direction, and guidance to the team for UA Product / Solution Training:
- Ensure FSE/RSE team is trained and knowledgeable on the current product offerings in their areas of responsibilities.
- Coordinate with UA product management, engineering and FAEs/RSEs to co-create training on new and existing products geared towards various internal and external audiences.
- Coach the FAEs/RSEs to provide the training proficiently to the internal and external audiences.
- Direct, align, and engage the team in the sales process and sales goals.
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- Objective setting – Develop specific and measurable objectives for FAE/RSE team that drive revenue and market penetration. Management of sales reps / agents for the substation automation products. Provide direction to FAE/RSE team achieve sales goal for the assigned region for UA technical products and new products. Guide the team in creating and executing regional strategy plans to achieve the revenue targets. Drive accountability of FAE/RSE for region revenue targets.
- Strategic Planning – Develop regional, national and global sales strategies and go-to-market plans working with sales teams, channel partners, marketing and product management teams, in alignment with the overall business unit growth plans and strategies.
- Opportunity Tracking – create and deliver training on UA products and solutions to the sales team responsible for each product area. Train the FAE/RSE team to deliver this training.
- Opportunity development – coordinate and coach the FAE/RSE team in presenting solution / product information to prospective customers in conjunction with the Manufacturing Agents and HUS Territory Managers.
- Market Intelligence – Gather market intelligence data from FAEs and provide regular updates to the business units on market trends, drivers, key projects, competitive analysis etc.
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- The successful candidate in this position will drive the FAEs to become subject matter experts on field applications, troubleshooting and other product support tasks.
- Attend Trade Shows, Customer Demonstrations, Sales and Customer Trainings as needed
What will help you thrive in this role?
- BS degree in Electrical, Mechanical or similar Engineering discipline
- Minimum 8-10 years of work experience
- Knowledge of Utility Electric Distribution (VVO, CVR, FLISR, etc.) and Substation Systems
- Strong written and verbal communications skills
- Must have strong Microsoft Office, e-mail and other PC application skills
- Travel required throughout North America – possess a valid passport and US driver’s license
- Experience in utilities or manufacturers of electrical power system equipment preferred
- Experience in Application Engineering, Sales, or customer facing role preferred
- Experience in Power System Utility Industry, Electrical Distribution Products. Medium Voltage Switchgear, and Capacitor Bank systems preferred
- Experience leading a team of application engineers or other engineering teams preferred
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.
