VP Sales, Protection & Controls

Job Overview

The Vice President Sales, Protection and Controls, is responsible for achieving overall sales goals and growing the installed base of Hubbell’s Protection and Controls products and services in the electric and gas utility market globally.  Utilizing both direct and indirect sales approaches, the Vice President Sales, Protection and Controls is responsible for leading the global sales and application engineering team across regions in developing winning strategies to assess customer needs, develop market leading solutions, gather/communicate market intelligence and win business with current and new customers.

The Vice President Sales, Protection and Controls, is responsible for achieving overall sales goals and growing the installed base of Hubbell’s Protection and Controls products and services in the electric and gas utility market globally.  Utilizing both direct and indirect sales approaches, the Vice President Sales, Protection and Controls is responsible for leading the global sales and application engineering team across regions in developing winning strategies to assess customer needs, develop market leading solutions, gather/communicate market intelligence and win business with current and new customers.

A Day In The Life

Marketing:

• Understand regional, state, and national dynamics within each 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.
• Leads the Protection and Controls global sales team for the Electric segments to analyze customer accounts and develop sales plans to penetrate and grow Hubbell's installed base of utility protection and control installations globally.
• Assesses competitor offerings and develop differentiated market approaches.
• Consolidate and convey market intelligence related to emerging customer needs and competitor products.
• Contribute to product development ideas and specifications.
• Work closely with Product Management, Business Development, and Customer Technical Support teams to identify new ideas for applying Hubbell's products.
• Lead the commercialization process for new offerings in the market.
• Conduct market research and special projects as required.

Sales Activities:

• Achieve sales targets and year-on-year growth plans by analyzing territories and customers to develop specific region plans.
• Implement sales programs to promote Hubbell products and services.
• Conduct product presentations and demonstrations to gain customer acceptance.
• Ensure full sales support and customer knowledge for protection and control systems.
• Set sales policies for Protection and Controls offerings globally.
• Maintain global view of overall Protection and Controls sales pipeline and communicate forecasts to Product Line and Operations.
• Allocate capacity to achieve sales and margin targets.
• Assist in establishing customer credit and collection of receivables.
• Maintain customer information, opportunity pipeline, and forecasts in relevant internal CRM systems.

Sales Channel Management:

• Collaborates 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 region.
• Keep Sales, Customer Technical Service teams, and other Hubbell personnel informed of agent/distributor assignments.
• Ensures implementation of current Hubbell policies and procedures for sales agents/distributors.
• Applies systematic reviews to evaluate all agents/distributors for compliance with established procedures and identify training needs.
• Coordinate project and quotation activities between agencies to maximize sales opportunities.
• Develop bookings and/or sales quota assignments for agencies/distributors.
• Attend industry trade shows and coordinate customer meetings
   

What will help you thrive in this role?

Qualifications:

• BS in Engineering, preferably Electrical Engineering. MBA a plus.
• 15 years of experience in power generation, transmission, and distribution systems or communications and software systems, utility experience strongly preferred
• 10 years of experience in sales, commercial, or product management roles.
• Experience working with independent sales agents/distributors preferred.
• Direct managerial experience of sales and commercial teams.

Skills and Knowledge:

• Familiarity with laws, regulations, and commercial aspects of importing and exporting.
• Knowledge of Hubbell and competitor products and services in the power industry.
• Knowledge of utility back-office integrations for AMI and distribution automation applications.
• Knowledge of domestic and international electrical standards.
• Ability to write and publish technical papers.
• Familiarity with Microsoft Office applications.

Language Skills:

• Ability to read, analyze, and interpret scientific and technical journals, financial reports, and legal documents.
• Ability to respond to inquiries or complaints from customers, regulatory agencies, or the business community.
• Ability to write speeches and articles for publication.
• Ability to effectively present information to various audiences.

Physical Demands:

• Ability to travel up to 50% via air or land.

Competencies