Regional Sales Director, Electric Meters - North Central Region

Position Overview

The Electric Meter Sales Director will be responsible for driving bookings and revenue opportunities associated with Aclara Meters to Electric Utilities, within assigned US and/or Canada territory. As a member of the Sales team, this person will be a highly networked, experienced industry professional who can expertly develop, close, and manage comprehensive Aclara deals while working in a matrixed Sales organization alongside Enterprise and Geographic Sales Directors.

Duties & Responsibilities

• Meet and exceed assigned targets for profitable sales bookings for Electric Meters to both direct customers and via channels.
• Build, extend, and manage a diverse network of contacts within utility management and project teams, key Aclara partners, consultants, and other industry stakeholders.
• Serve as an expert on Electric Meters to relevantly and effectively represent our offerings cross-functionally within utility companies.
• Analyze the assigned accounts and territory and develop actionable sales plans to penetrate and grow Aclara’s market share for Electric Meters.
• 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 with the overall Aclara and Hubbell account owners to coordinate the Electric Meter business into Aclara’s account portfolio.
• Maintain positive client relationships to ensure client satisfaction, account growth, new business acquisition, and customer loyalty through cross-selling and upselling.
• Convey 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.
• Follow all established Sales and Account Management processes, procedures, and methodologies.
• Adhere to all Hubbell corporate policies.
  

Education, Skills & Experience

Required:

• Minimum of a bachelor’s degree, preferably in technology-related field.
• 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 by employing ‘high touch’ strategies.
• Must be highly motivated, goal-oriented, and persistent with experience in driving business opportunities and developing markets.
• Must possess the ability to grasp complex selling challenges while formulating strategies to advance business plans across a multitude of accounts.
• Should have advanced knowledge of the offers and business cases that support electric meters and advanced metering infrastructure.
• Must be able to effectively communicate a value proposition and to work both independently and as a member of a broader team.
  

Preferred:

• Master’s or advanced degree in Business or equivalent area of study.
• Five (5) years’ experience working specifically with electric meters or related utility distribution products.

Physical Demands:

• Ability to travel up to 50% via air or land.

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