VP, Commercial Leader LATAM

Brand Overview

Hubbell Utility Solutions (HUS) engages in the design and manufacture of a wide variety of products used by utilities. HUS roots have historically been in transmission, distribution, substation, and underground products used by electric utilities. HUS products are also used in the civil construction, transportation, gas, and water industries.  Today, HUS is also deeply engaged in product solutions for the Utility Communications and Advanced Metering Infrastructure (AMI) space and has been actively growing that segment of the business. 

At HUS, we build products that provide mission critical infrastructure and that deliver communications and power to millions of people worldwide. In our business, failure is not an option. Therefore, we manufacture products of principled integrity and it starts with our quality policy. We hold our partners, our suppliers and ourselves to the highest standard to ensure we exceed all the technical and functional expectations of our customers. Hubbell Incorporated engages in the design, manufacture, and sale of electrical and electronic products in the United States and internationally.

Posting Address

Latin America

Position Overview

The Vice President, Commercial Leader Latin America will be responsible for leading a commercial team in identifying, developing and achieving sales opportunities within assigned industries for Hubbell Utility Solutions in Latin America.  In addition, developing and maintaining strong relationships with channel partners, key utility clients, regulatory personnel, industry consultants, and other market influencers. This person will also communicate market information for the Company's strategic planning and develop key account and geographic sales strategies in support of Company's revenue and profit objectives. 

Duties and Responsibilities

•    Lead new business, sales plan development, and tactical relationships with channel partners, end-users and consultants for assigned industry accounts 
•    Develop and achieve a sales plan for the region that is aligned with organizational strategy
•    Recruiting, Hiring, developing, and training direct sales resources or development of partners and channels to achieve sales goals
•    Work effectively within a sales management system:

• Pipeline Management
• Using Salesforce.com
• Participating in a monthly order forecast  process
• Taking an active leadership role in closing major deals

•    Work effectively with all HUS product division leaders to ensure financial goals for the region are met on an ongoing and growth-oriented basis
•    Develop and advance high-level relationships at key meter and AMI customers in conjunction with resources from the rest of the selling organization
•    Monitor and report on the activities of Competitors
•    Create and deliver effective sales presentations
•    Coordinate with other organizational employees to ensure successful programs and full breadth of offer, differentiated leverage for accelerated, profitable growth
•    Identify, access and aid selling to high level executives in the prospective client organizations (VP, C – Levels)
•    Accurately communicate Company's vision, purpose, value and offers to customers and other market participants
•    Coordinate with finance to insure appropriate and accurate business reporting system in place for gauging performance against plan/goal and to facilitate variable compensation payments to employees as earned
•    Ensure disciplined leverage of Salesforce.com CRM including maintaining current account information, opportunity pipeline and other key activities (Campaigns, Promotions, lead management).  Drive appropriate account and pipeline review cadence for closed loop management and leadership, driving visibility and accountability to sales team
•    Develop and execute specific account strategies using value and solution selling methodologies
•    Identify and, as appropriate, attend industry trade shows and meetings assigned throughout the year.
•    Coach sales team in:

• Defining differentiated opportunity capture strategies
• Identifying all appropriate internal and external resources necessary to successfully pursue, capture and execute opportunities for optimal value and profitability
• continuous selling to insure revenue growth

•    Prepare and present reports to upper management

Skills and Experience

•    Bachelor’s degree required, preferably in an engineering, technical, or marketing sector 
•    At least ten (10) years’ experience selling into or working at electric, water, or gas utilities
•    Proven success selling systems & solutions as well as the ability to sell to high level utility executives is also required  
•    The selected candidate must have strategic thinking, planning and effective execution, demonstrated executive level sales experience, strategic knowledge of the major utility market, and proven sales results in major utility or related markets 
•    Knowledge of Transmission, Sub-transmission and distribution infrastructure products
•    Knowledge and experience with distribution automation, coordination, protection, control and monitoring
•    Knowledge of Edge Devices and Smart Metering Infrastructure Solutions
•    Basic knowledge of Advanced Metering Infrastructure 
•    Fluent in Spanish and English
•    The ability to effectively communicate independently or as a member of a team and to work independently without daily supervision is needed to be successful in this role, as is the ability to identify and internally communicate emerging market trends and opportunities, and to effectively support significant business contract negotiations
•    Candidate must possess strong ability to attract, develop and retain accurately assessed, high quality sales resources for the team/business
•    Proficient use of the Microsoft Office suite

Physical Demands:
Minimum 50% travel via air and/or ground transportation.

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Education