Job Overview

The Territory Manager is responsible for the sales and promotion of Hubbell Killark Harsh and Hazardous product portfolio to distributors, electrical contractors, end-users and specifying influences and for attaining assigned sales quotas within an assigned territory. Heavy focus on contractor relationships and end user sales. Territory consists of the State of Arizona and Las Vegas, NV.

Duties and Responsibilities

• Manage assigned territory to ensure effective, efficient and economical use of available time and Company assets to achieve sales objectives.
• Conduct sales calls on Distributors and all potential users/consumers of Hubbell Killark products.
• Train Distributor personnel to sell and promote Hubbell products; manage Distributor inventory/investments to ensure maintenance of proper inventories to service the trading area and maximize the “Return on Investment”.
• Maintain accurate account records (TMS/Electronic TMS).
• Conduct sales training, internal and external, within the District and Region as directed by Field Management.
• Conduct formal sales presentations to various groups, distributors, and end-users. Communicate to diverse types of end-users in a variety of ways, either by letter, telephone, small group meetings, person to person meetings, Trade Shows and Business oriented social functions.
• Communicate through District Manager on any issues, problems, opportunities, successes, and new products.
• Service distributors and end-users while creating demand for the Company’s product offering.
• Build rapport and strong relationships with distribution, end-users and specifying influences.
• Communicate through District Manager on new products, product modifications and sales tools.    
• Cover open territories with assignment made by the District Manager.
• Serves as a customer information center for literature requests, catalog requests, technical detail, drawings, and cross-reference information. 

A Day In The Life

A successful Territory Manager must be a self-starter who works well independently and as a team member.  The individual will need to be able to be able to demonstrate the following:

• Establishes consistent short and long-term sales plans and routinely meets or exceeds sales and quota requirements.
• Ability to analyze growth opportunities.
• Helps develop Territory-District short/long term strategies.
• Assumes leadership role in District and can help drive activities with peers.
• Impact more than their own territory through effective communication skills/local relationships with customers that have larger geographical footprint.
• Improves Hubbell Specification position and embraces One Hubbell strategy.
• Embraces technology and adapts to change utilizing internal and external data and reporting to identify Hubbell rich projects and seeks to improve our probability of securing the business.
• Recognized by competition as a threat to established market share.
• Volunteers/takes on additional responsibilities with a positive attitude. (creates marketing promotions/evaluates competition/part of advisory teams)
• Has special skill sets in targeted vertical markets such as mining, oil & gas, data centers & renewables.
• Provides VOC (Voice of Customer) input to product marketing regarding new product development and potential acquisition candidates.
• Provides competitive pricing feedback to the District Manager, Product Managers, and our pricing team.
• Has expanded Industry knowledge, represents Hubbell in Electrical Associations and/or Peer Groups.
• Plays active role in mentoring training new hires/interns.
• Has strong relationships with Channel Partners and becomes account lead for larger national/regional chains.
• Has expanded relationships at the Distributor and Contractor / End User Management level.
• Ability to assist in conflict management by providing alternative solutions.
• Strong persuasive presentation skills.
• Ability to multi-task and provide goal measurement/attainment in detailed format to manager.
• Has high potential for career advancement. If willing, relocation or obtain additional geography.

What will help you thrive in this role?

The successful Territory Manager will be able to prioritize and manage multiple tasks to service customer needs.  The individual will need to successfully execute a weekly sales plan to service our customers and become a trusted advisor that generates revenue and meets sales quotas for the assigned Territory.

• Bachelor’s degree in business or HS Diploma and 2+ years relevant industry sales experience.
• Prior sales and/or industry experience is preferred.
• Serves as a customer information center for literature requests, catalog requests, technical detail, drawings, and cross-reference information.
• Build rapport and strong relationships with distribution, end-users and specifying influences.
• Communicate through District Manager on new products, product modifications and sales tools.
• Cover open territories with assignment made by the District Manager.
• Proficient computer skills including MS Office 365: Excel; PowerPoint; Word; TEAMS; OneDrive. SAP Concur Solutions.
• Experience w/ Salesforce.com preferred.
• Excellent presentation skills.

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