Sales Director, Electric Meters - North Central US

Job Overview

The Electric Meter Sales Director will be responsible for driving bookings and revenue opportunities associated with Aclara Meters to Electric Utilities, within assigned US and/or Canada territory. As a member of the Sales team, this person will be a highly networked, experienced industry professional who can expertly develop, close, and manage comprehensive Aclara deals while working in a matrixed Sales organization alongside Enterprise and Geographic Sales Directors.  The Sales Director will be supporting the North Central US region with ideal location in STL, Chicago or similar hub city in the North Central territory.

A Day In The Life

• Meet and exceed assigned targets for profitable sales bookings for Electric Meters to both direct customers and via channels.
• Build, extend, and manage a diverse network of contacts within utility management and project teams, key Aclara partners, consultants, and other industry stakeholders.
• Serve as an expert on Electric Meters to relevantly and effectively represent our offerings cross-functionally within utility companies.
• Analyze the assigned accounts and territory and develop actionable sales plans to penetrate and grow Aclara’s market share for Electric Meters.
• Perform all activities in the sales cycle around the Electric Meter offer —generate leads, qualify opportunities, educate customers, quarterback proposal development, and lead sales meetings/presentations. Work closely with the overall Aclara and Hubbell account owners to coordinate the Electric Meter business into Aclara’s account portfolio.
• Maintain positive client relationships to ensure client satisfaction, account growth, new business acquisition, and customer loyalty through cross-selling and upselling.
• Convey customer requirements and market direction to Aclara’s product management, partners and development teams to ensure a healthy and relevant product roadmap.
• Represent the company in a manner consistent with its core values and team-based approach.

Additional Responsibilities:

• Maintain current account and opportunity information in Salesforce.com.
• Coordinate closely with Aclara partners for opportunities and deals within the associated territory that include partner components.
• Deliver effective sales presentations that encompass electric meters equipped with both Aclara-owned and partner technologies.
• Support Product Management by monitoring and gathering market/product intelligence from existing and prospective customers, competitors, and potential technology partners.
• Follow all established Sales and Account Management processes, procedures, and methodologies.
• Adhere to all Hubbell corporate policies.

What will help you thrive in this role?

Required:

• Minimum of a Bachelor’s Degree, preferably in technology-related field.
• Minimum 5-10 years’ experience working within the utility industry with well-established relationships at relevant organizational levels. Strong ability to network and establish new and/or expanded relationships by employing ‘high touch’ strategies.
• Must be highly motivated, goal-oriented, and persistent with experience in driving business opportunities and developing markets.
• Must possess the ability to grasp complex selling challenges while formulating strategies to advance business plans across a multitude of accounts.
• Should have advanced knowledge of the offers and business cases that support electric meters and advanced metering infrastructure.
• Must be able to effectively communicate a value proposition and to work both independently and as a member of a broader team.

Preferred:

• Master’s or advanced degree in Business or equivalent area of study.
• Five (5) years’ experience working specifically with electric meters or related utility distribution products.

Physical Demands:

• Ability to travel up to 60% via air or land.