Sales Director, Electric Meters

Role Overview

• Achieve current year sales targets and year-on-year growth plans by analyzing territory and customers to develop a specific region plan
• Develop and maintain a diverse network of contacts within utility management and project teams, key Aclara partners, consultants, and other industry stakeholders
• Identify and develop opportunities to grow business with new and existing customers
• Analyze accounts within the assigned territory and develop actionable sales plans and long-term account engagement strategies to penetrate and grow the installed base of Aclara electric meters with new and existing customers
• Serve as an expert on electric meters to relevantly and effectively represent our offerings cross-functionally within utility companies.
• Assess competitor offerings and develop differentiated market approaches
• Understand regional, state, and national dynamics within their region to promote Aclara as a market leader
• 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 and cross functionally with other Aclara and Hubbell sales resources within the territory
• Maintain positive client relationships to ensure client satisfaction, account growth, new business acquisition, and customer loyalty through cross-selling and upselling
• Consolidate and convey market intelligence, competitive feedback, 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.

Requirements

• Minimum of a bachelor’s degree, preferably in technology-related field
• MBA a plus
• 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
• 5 years of experience in sales, commercial, or product management roles
• Experience working with and supervising independent sales agents/distributors preferred
• Should have advanced knowledge of the offers and business cases that support electric meters and advanced metering infrastructure
• Knowledge of Hubbell and competitor products and services and their applications in the generation, transmission, and distribution of electric power, and power quality measurement
• Must possess the ability to grasp complex selling challenges while formulating strategies to advance business plans across a multitude of accounts
• Knowledge of the application of domestic and international electrical standards, such as UL, IEC, ANSI, IEEE and CE, and local laboratory certificate requirements
• Familiarity with Microsoft Office applications, such as Word, Excel, PowerPoint
• Must be highly motivated, goal-oriented, and persistent with experience in driving business opportunities and developing markets
• Must be able to effectively communicate a value proposition and to work both independently and as a member of a broader team.

Benefits

• None specified