Manager, Field Application Engineering

Hubbell Incorporated•Boonton, NJ

1d•Remote

About The Position

The Manager, Field Application Engineering leads a team of Field Application Engineers (FAEs) and Regional Sales Engineers (RSEs) supporting distribution and substation automation products in Hubbell Utility Automation. The role also works as a manager covering technical support for an assigned sales territory. It provides technical assistance to customers, sales teams, customer service representatives, agents, and Hubbell subsidiaries, and supports product promotion and sales. The manager works with customers on proposals and helps the business unit define requirements and technical requirements for quotations. The role also leads voice-of-customer initiatives and serves as a liaison among engineering, product management, and sales. The manager supervises, coaches, and develops the FAE/RSE team; leads regional, national, and global sales and go-to-market planning; and partners with field sales, channel partners, marketing, and product management to achieve revenue and market-penetration goals. Responsibilities include coordinating product and solution training, developing measurable team objectives, guiding regional strategy execution, supporting opportunity development, and collecting market intelligence. The successful candidate will help FAEs become subject matter experts in field applications, troubleshooting, and product support. Attendance at trade shows, customer demonstrations, and sales and customer training is required as needed.

Requirements

Bachelor of Science degree in Electrical, Mechanical, or a similar engineering discipline.
Minimum 8–10 years of work experience.
Knowledge of utility electric distribution, including VVO, CVR, and FLISR, and substation systems.
Strong written and verbal communication skills.
Strong Microsoft Office, email, and other PC application skills.
Travel throughout North America is required.
Valid passport and U.S. driver's license.

Nice To Haves

Experience in utilities or with manufacturers of electrical power system equipment.
Experience in application engineering, sales, or another customer-facing role.
Experience in the power-system utility industry and with electrical distribution products, medium-voltage switchgear, and capacitor bank systems.
Experience leading a team of application engineers or other engineering teams.

Responsibilities

Directly supervise the FAE/RSE team and provide direction, guidance, coaching, and accountability.
Provide technical support for an assigned sales territory to customers, sales teams, customer service representatives, agents, and Hubbell subsidiaries.
Lead development of regional sales strategies for technical products and solutions with field sales representatives and channel partners.
Partner with product management, sales, and marketing to develop targeted go-to-market plans for assigned territories and globally.
Work with field sales to achieve order and revenue targets in the assigned region and across regions.
Ensure the FAE/RSE team is knowledgeable about current product offerings and coordinate development and delivery of training on new and existing products for internal and external audiences.
Develop measurable team objectives that support revenue growth and market penetration, and manage sales representatives and agents for substation automation products.
Guide the FAE/RSE team in creating and executing regional plans and achieving revenue targets for Utility Automation technical and new products.
Develop regional, national, and global sales strategies and go-to-market plans aligned with business-unit growth plans.
Train sales teams on Utility Automation products and solutions, and train FAEs/RSEs to deliver that instruction.
Coordinate and coach FAEs/RSEs in presenting product and solution information to prospective customers alongside manufacturing agents and HUS Territory Managers.
Gather market intelligence from FAEs and provide business units with updates on market trends, drivers, key projects, and competitive analysis.
Work with customers to prepare proposals and help the business unit establish requirements and technical requirements for quotations.
Lead voice-of-customer initiatives and act as a liaison among engineering, product management, and sales.
Develop FAEs into subject matter experts in field applications, troubleshooting, and product support.
Attend trade shows, customer demonstrations, and sales and customer training as needed.