Regional VP Sales, North
Location: South Bend, Indiana
Job Type: Not Specified
The Regional Vice President, Intelligent Grid Systems, is responsible for developing and leading a team of territory leaders that achieve overall sales goals and growing the installed base of Hubbell’s technology products and services designed to secure, operate and optimize the electrical distribution grid within the assigned territory. The Regional Vice President is responsible for leading the customer engagement process across multiple product lines within the assigned region, acquiring and developing talent and managing overall financial performance and growth with current and new customers.
A Day In The Life
Leads overall sales and marketing activities within the assigned region achieving high levels of market penetration and growth through thought leadership and innovative market approaches.
Develops, manages and extends a diverse network of contacts within utility management and project teams, channel partners, consultants, and other industry stakeholders.
Leads the assessment of the overall market to identify and develop opportunities that grow business with both new and existing customers to meet sales goals and objectives
Advocates to customer’s stakeholders such as local, state and federal government authorities, non-governmental organizations and industry groups to drive and acquire funding mechanisms to expand market opportunities
Ensures a robust process is developed and executed within the assigned region that prioritizes accounts and opportunities to achieve high levels of market growth.
Leads competitiveness assessment process within assigned region to identify and implement actions to improve overall win rates
Develops and leads regional team in the implementation of long term account based marketing campaigns to achieve account growth targets
Conveys market intelligence related to emerging customer needs and competitor products, services and strategies to sales and product line leadership
Contributes to product development ideas by understanding customer application needs and translating those needs into new product enhancements, or alliance partner venture recommendations
Works closely with Product Management, Business Development and Customer Technical Support teams and other Sales team members to identify new ideas for applying Hubbell’s products
Work closely with Product Management and sales team to gather product Voice of the Customer.
Drives overall commercial intensity within the assigned region
Initiates, cultivates and develops VP and C-suite level relationships within assigned accounts to create long term partnerships across Hubbell Intelligent grid and other business lines
Achieves current year sales targets, industry leading market position and year on year growth plans by analyzing territory and customers to develop and execute a specific and actionable region strategy plan across the Intelligent Grid portfolio
Develops and executes a regional customer engagement strategy consisting of user groups, conferences and other promotional activities to drive customer relationships across the Intelligent Grid Sales team
Sales Channel Management:
Collaborates with Sales Channel Leadership to evaluate, establish and maintain a network of independent sales agents and distributors to provide total coverage for all products and services offered by the Hubbell for those customers involved in the generation, transmission and distribution of electrical power and C&I customers within his/her assigned territory.
Leads transactional operating rhythm for sales channels within assigned region across Intelligent Grid product lines
Assign, direct, and support the efforts of agents and distributors to maintain thorough coverage for all users, consulting engineers, OEMs, or other sales channels involved in the generation, transmission, and distribution of electrical power.
Keep Sales, Customer Technical Service teams and other Hubbell personnel informed of agent assignments, changes, etc.
Ensure implementation of current Hubbell policies and procedures for sales agents; make additional policy and procedure recommendations to the VP of Sales as needed
Apply systematic reviews to evaluate all agencies under his/her jurisdiction for compliance with established procedures; use review results to identify sales training programs essential for agency development
What will help you thrive in this role?
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Educational and Experience Requirements:
BS in Engineering, preference in Electrical Engineering. MBA a plus.
15+ years’ experience power generation, transmission and distribution systems, or communications and software systems in engineering capacity, with specific experience in distribution automation, protection, controls and power quality systems, with electrical utility experience strongly preferred
10+ years experience in sales, commercial or product management roles with particular emphasis in working across multiple product lines and structuring and securing large complex and long-cycle sales efforts within a matrix environment
Demonstrated success in innovating commercial approaches to increase market share in highly technical engineered equipment businesses
Demonstrated ability to operate within VP and C-suite circles achieving trusted advisor status resulting in long term partnerships
Experience working and supervising independent sales agents and distributors
Skills and Knowledge:
Strong commercial / contracting abilities with demonstrated success in negotiating and securing large complex transactions
Familiarity with the current laws, regulations and commercial aspects of importing and exporting, such as knowledge of letters of credit, Incoterms, performance bonds, tariff codes, bid bonds, penalty clauses, currency hedging, etc.
Demonstrated ability to lead in a matrix environment
Knowledge of Hubbell and competitor products and services and their applications in the industry of 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.
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.
Ability to travel up to 50% via air or land.
Compensation will be based on experience and qualifications and will be discussed during the interview process. The salary range for this role is $159,000-200,000 per year. This position offers a competitive salary and benefits package.
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.