Regional VP Sales, North

Job Overview

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

Marketing:  
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.

Sales Activities:
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?

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, 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.
Physical Demands:
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.

Competencies