Director, Business Development - Grid Automation

Job Overview

The Director Business Development – Grid Automation, is a critical member of the sales team 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 grids globally.  Utilizing their knowledge in the Grid Automation Space and Industry Relationships, the Director Business Development is responsible for leading the business development efforts  across multiple product lines to assist the sales team in assessing customer needs, gathering and communicating market intelligence, commercializing new products and positioning Hubbell as a thought leader with customers and key stakeholders in the industry to win business with current and new customers.

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A Day In The Life

Duties and Responsibilities

• Understands dynamics within territories and countries that shape customer requirements for electrical grid automation and uses this knowledge to promote, develop and preserve the image of Hubbell as a market and thought leader in the deployment of Grid Automation systems that secure, operate and optimize the electric grid
• Develops, manages and extends a diverse network of contacts within utility management and project teams, channel partners, consultants, and other industry stakeholders.
• Assesses 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 national government authorities, non-governmental organizations and industry groups to drive and acquire funding mechanisms to expand market opportunities
• Assess competitor offerings and strategies to develop differentiated market approaches to achieve high win rates
• Conveys market intelligence related to emerging customer needs and competitor products, services and strategies to sales and product line leadership 
• Supports sales team in understanding customer evaluation criteria and developing product line level and transactional level strategies to differentiate Hubbell from competitors as value added Grid Automation partner
• 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.
• Ensures proper flow of market intelligence with particular emphasis on trends, competitive activities, pricing, delivery, commercial and technical differences
• Conducts market research, customer interviews, and other special projects as may be required for planning or necessary to achieve Hubbell objectives and goals when requested
• Leads development, delivery and closure of commercial efforts for large complex and integrated offerings and obtains internal approvals with support from commercial operations, pricing, product line and operations teams in highly collaborative fashion
• Collaborates with Sales Channel Leadership to support a network of independent sales agents and distributors providing training and competitive positioning within the Channel’s 

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.
• 10+ 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, product management and / or consulting 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