Sales Director México

Job Description : Smart Grid Solutions is the market-facing organization encompassing several Hubbell brands within Hubbell Utility Solutions (HUS), including Aclara, Beckwith, EIG, RFL, and Trinetics.

These product lines deliver solutions that help our utility customers leverage technology and data to provide more efficient and reliable services that enable modern life.

As a full-spectrum smart infrastructure solutions partner, we combine innovative technology with data-driven solutions to predict, plan, and respond to system conditions across electric, gas, and water distribution networks.TheSales Director, Smart Grid Systemsis responsible for achieving overall sales objectives and expanding the installed base of Hubbell's technology products and services designed to secure, operate, and optimize the electric distribution grid within the assigned territory.

Utilizing both direct and indirect sales approaches, the Sales Director leads customer engagement across multiple product lines and develops winning strategies to assess customer needs, deliver market-leading solutions, gather and communicate market intelligence, and secure business with both existing and new customers.A Day in the LifeMarketing : Understand regional, state, and national dynamics within the assigned territory to position Hubbell as a market leader in electric grid automation.Develop and maintain a network of contacts within utility management, project teams, channel partners, and industry stakeholders.Identify and cultivate opportunities to grow the business with new and existing customers.Advocate with customer stakeholders to drive and secure funding mechanisms that expand market opportunities.Lead multi-segment sales resources in account analysis within the assigned territory and develop actionable sales plans and long-term account engagement strategies to grow Hubbell's Smart Grid Systems installed base.Evaluate competitive offerings and develop differentiated market approaches.

Design and implement long-term account-based marketing campaigns.Consolidate and communicate market intelligence related to emerging customer needs and competitive products.Contribute to product development ideas and specifications.Work closely with Product Management and the Sales team to gather Product Voice of the Customer.Lead the go-to-market process for new offerings.Conduct market research and special projects as needed.Ensure proper flow of market intelligence with particular emphasis on trends and technical differentiators.Sales Activities : Initiate, cultivate, and develop relationships at the VP and C-suite level within assigned accounts to build long-term partnerships across Hubbell's Smart Grid and other business lines.Achieve current year sales targets and year-over-year growth plans by analyzing territory and customer data to develop a region-specific strategy.Implement a regional customer engagement strategy to strengthen customer relationships across the Smart Grid sales team.Represent Hubbell's Smart Grid business lines at regional industry forums to become a recognized thought leader.Lead the development, delivery, and closure of highly collaborative commercial efforts for large, complex, and integrated offerings.Maintain up-to-date customer information, opportunity pipeline, and forecasts in relevant internal CRM systems.Manage sales expenses to stay within budget and maintain appropriate ratios for the assigned territory.Sales Channel Management : Collaborate with Sales Channel Leadership to evaluate, establish, and maintain a network of independent sales agents / distributors.Lead transactional operational cadence for sales channels within the assigned region across Smart Grid product lines.Assign, direct, and support agent / distributor efforts.Supervise agents / distributors within the assigned territory.Keep Sales, Customer Technical Service, and other Hubbell personnel informed of agent / distributor assignments.Ensure implementation of current Hubbell policies and procedures for sales agents / distributors.Apply systematic reviews to evaluate all agents / distributors under jurisdiction for compliance with established procedures and identify training needs.Maintain agent / distributor contracts in coordination with Sales Channel Leadership.Integrate Hubbell strategies through assigned agents / distributors to achieve objectives and goals.Take the lead role in coordinating project and quotation activities across agencies (and regions) to maximize sales opportunities.Develop sales and / or booking quota assignments for agents / distributors.Attend industry trade shows and coordinate customer meetings.What Will Help You Thrive in This Role?

Qualifications : To successfully perform this job, an individual must be able to satisfactorily carry out each essential duty.

The requirements listed below represent the knowledge, skills, and / or abilities required.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.Education and Experience Requirements : Bachelor's degree in Engineering, preferably Electrical Engineering.

An MBA is a plus.Over 15 years of experience in power generation, transmission and distribution systems, or communications and software systems in an engineering capacity, with specific experience in distribution automation, protection, controls, and power quality systems; strong preference for electric utility experience.Over 10 years of experience in sales, commercial, or product management roles with a particular emphasis on working across multiple product lines and structuring / securing large, complex, long-cycle sales efforts within a matrixed environment.Proven success in innovating commercial approaches to increase market share in technically advanced equipment businesses.Demonstrated ability to operate within VP and C-suite circles, achieving trusted advisor status resulting in long-term partnerships.Experience working with and overseeing independent sales agents and distributors.Skills and Knowledge : Strong commercial and contracting skills with proven success in negotiating and securing large, complex deals.Familiarity with current laws, regulations, and commercial aspects of import / export such as letters of credit, Incoterms, performance bonds, tariff codes, bid bonds, penalty clauses, currency coverage, etc.Demonstrated ability to lead in a matrixed environment.Knowledge of Hubbell and competitor products / services and their applications in power generation, transmission, distribution, and power quality measurement.Understanding of utility back-office integrations for AMI and distribution automation applications.Knowledge of national and international electrical standards such as UL, IEC, ANSI, IEEE, and CE, and local lab certification requirements.Ability to write and publish technical documents.Familiarity with Microsoft Office applications such as Word, Excel, and PowerPoint.Language Skills : Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents.Ability to respond to common inquiries or complaints from customers (at all levels), regulatory agencies, or members of the business community with tact and diplomacy.Ability to write speeches and articles for publication that conform to prescribed style and format.Ability to effectively present information to customers, senior management, public groups, and / or boards of directors.Physical Demands : Ability to travel up to 50% by air or groun