IOU Regional Director - Northeast Region

Job Overview

The IOU Regional Director is tasked with leading the implementation of the operational / sales strategies including collaboration with other Regional Investor-Owned Utility leads and the larger HUS market resources to achieve annual sales volume goals. This role will serve to manage, grow, and improve the effectiveness of the IOU business, and drive future evolution in both customer and market segment growth. This position would report to the Regional VP.

The territory for this position is in the Northeast Region

A Day In The Life

• Provide strategic direction to the Northeast Region; establish direction and prioritize opportunities and product approvals within the IOU market. Evaluate regional business potential. Work with BU leaders and key stakeholders to develop end user product approaches and to increase HPS market share, knowledge, awareness, and ownership. Focus business development activity for IOU; develop regional orders and sales plans, forecast results, and update plans as necessary.
• Expand and improve our existing direct sales force. Collaborate with your RVP and the HUS resources to develop and manage your direct reports, design positions and qualifications, lead hiring activity. Put in place enhanced performance measurement systems. Collaborate with the HUS Commercial Excellence/Sales Operations team to provide requirements for the development and implementation of training programs.  Measure and manage sales force effectiveness, productivity, and volume growth.
• Evaluate the existing regional distributor and sales agent network. Collaborate with your RVP and Channel leadership to make additions and improvements to the network. Oversee adherence to Hubbell Inc. policies and processes. Lead effort to integrate this network into the sales force.
• Coordinate with business units and HUS Commercial Excellence/Sales Operations to see that the network has enough technical support and training. Increasing the utilization and implementation of Salesforce in enhance pipeline development and contact management.
• Work with BU leaders, and sales personnel to develop region specific product strategies for high growth products. Strategies shall be designed to maximize sales and standard margins for IOU customers. Provide directions to collect and analyze market and competitor information and recommend prioritized product and introduction strategies. Act as the regional sounding board to review and propose changes and additions.
• Explore and integrate new ideas / strategies from outside our industry that we could integrate into our existing and future IOU management models. Provide insight and ideas to your RVP and the HUS region resources.  Provide new and innovative branding and marketing aspects to the existing and future IOU teams. Participate in cross region IOU leadership teams to leverage best practices and consistency nationally.
• Work closely with internal shared services groups including the Pricing and Legal Groups to provide service contracts, competitive price reviews, and overall market analysis.  Work closely with Customer Service organization to ensure professional, timely, accurate processing of pricing, KPI Reporting, order entry and shipment performance as directed by the customer contract and in-line with HPS policies.
• Work in conjunction with your RVP, Territory Managers, and Channel leadership to make regular executive level customer visits to reinforce awareness, accountability, and adherence to our partnership agreements.

What will help you thrive in this role?

• Engineering / Business degree with MBA preferred.  
• 5-10 years of business leadership and account development experience. 
• Must be a strong business leader with a sound vision for the future of the IOU market and growth opportunities.
• Needs to be an able communicator; and provide leadership to the sales, business unit, channel management as required and packager organization.
• The position requires extensive knowledge of the overall utility markets, distribution channels as required and end-user account development.
• The individual needs to be an advocate for overall growth, capable of managing customer sales activity, and be effective working with BU management/personnel, pricing group management/personnel, customer service management/personnel; along with distributor as required and Utility executives on a day-to-day basis.  
• Above average presentation and analytical skills, strong written and oral English skills. 
• Willing to travel extensively within your assigned accounts.