Territory Manager, Protection & Controls - Northeast (Remote)

Job Overview

The Sales Director, Protection and Controls, is responsible for achieving 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. Utilizing both direct and indirect sales approaches, the Sales Director leads the customer engagement within the assigned territory and develops winning strategies to assess customer needs, develop market‑leading solutions, gather and communicate market intelligence, and win business with current and new customers.

Candidate must reside in one of the following states: PA, OH, MI, WV, VA, MD, DE, DC.

A Day In The Life

Marketing

• Understand regional, state, and national dynamics within their region 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 particular emphasis on trends and technical differences

Sales Activities

• Achieves 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
• Work collaboratively 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

Sales Channel Management

• 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

Qualifications

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 (Electrical Engineering preferred) or equivalent two‑year degree with 15+ years industry experience in utility protection and controls in a technical role
• 5–10 years of experience in power generation, transmission, and distribution systems along with associated communications and software systems. Specific experience in distribution automation, protection, controls, and power quality systems at an electric utility organization is strongly preferred.
• 3–5 years of experience in sales, commercial, or product management roles.
• Experience working and supervising independent sales agent/distributors preferred.

Skills and Knowledge

• 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 distribution automation & AMI 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.

Physical Demands

• Ability to travel up to 50% via air or land.
• Must reside in one of the following states: PA, OH, MI, WV, VA, MD, DE, DC.

Hubbell Incorporated, its subsidiaries and affiliates, is an Equal Opportunity 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.