Utility Marketing Manager

Eaton Corporation•Coraopolis, PA

11h•$146,000 - $215,000•Remote

About The Position

Eaton’s North American Sales division is currently seeking a Utility Marketing Manager. Eaton helps utilities distribute reliable, efficient and high-quality power through advanced engineering and support. This is a remote opportunity for candidates currently residing in the continental United States within a commutable distance to a regional or hub airport. Relocation is not provided for this position. Travel from 25-50% will be required. Reporting to VP of Utility Sales, this role will be responsible for leading all general, Utility marketing program development, coordination and implementation efforts for products that provide a range of power delivery and reliability, automation and control, advanced metering and demand response solutions designed to increase efficiency and smart operations. Additionally, defines utility market sizes specific to electrical Utility products, services and solutions. Utilizing various sources develops and tracks monthly indices to track market in Gen, Transmission, and Distribution. This includes available market, competitive situation, market trends and drivers, target markets and customers, investment required, potential revenue/financial analysis, and recommendations to drive growth in US and Canada. In this role you will: Identify emerging product and technology trends in utility industry. Works with product line management to close Eaton product and service gaps. Manage and coordinate Marketing Communications activities to ensure that corporate positioning is consistent with division and product line strategies. Manage market strategies to maximize sales and profit potential. Assists in business case development for new product development priorities, product specifications (incl. VOC), system functionality, and post introduction tracking. Assists in the introduction of all new products, including sales rep training, quote hit rates, profit goals, beta and target customers, promotional materials, release plans, forecast and inventory planning. Manage pricing/position strategies in relation to competitive market pressures and margin trends to ensure corporate objectives are met. Identify areas of opportunity for Sales Synergy to bring Pan-Eaton sales and marketing efforts together for increased penetration at specific accounts or segments (i.e., IOU, PPD, or Generation EPC’s.) Ensure that appropriate business policies, practices, and relationships are established and maintained with customers and channel partners. Ensure that the needs of the North American Sales (NAS) for direction, information, tools, and training are met to enable them to exceed sales goals. Ensure that product development priorities are established based on approved programs to guide projects to successful completion. Ensure that products reflect consistent architectural support. Focus the product lines to ensure that the portfolio is well defined, understood, and communicated both internally and externally. Actively support cross-product line/business unit functions to further enhance Eaton’s total solution of offering to the customer. Work with the Product Line Managers, Regional Sales Leadership, Account Managers and Application Engineers to drive sales growth and commercial execution with NAS, customers & channel. Perform other duties as required to achieve departmental and product line objectives

Requirements

Minimum 10 years’ experience in electrical industry within sales and marketing functions
Proven experience in market analysis, marketing communications programs, product launches, and budget management
Bachelor’s Degree from an accredited institution
Possess and maintain a valid driver's license
Must be authorized to work in the US without company sponsorship
Excellent written, verbal, and presentation communication skills required; including ability to write effective position papers
Must be able to communicate effectively at a variety of different organizational levels
Ability to think and act strategically, including but not limited to business acumen, organizational agility, and executive presence
Sales and product line management experience
Extensive PC skills including familiarity with CRM systems
Experience in providing sales/ field support and performing customer/ industry presentations
Willingness to travel up to 50%.

Nice To Haves

Master’s degree in business administration from an accredited institution
Experience in the Utility Industry (Utility market, standards making bodies, and technologies)
Operations and/or Product Line management work experience
Research market analytics experience
Understanding of relevant utility market, standards making bodies, and technologies.

Responsibilities

Responsible for all general, Pan-Eaton (legacy Eaton and former Cooper Power Systems) Utility marketing program development, coordination and implementation.
Tracks and reports on industry trends, competitive activity, and key customer developments.
Leads Utility market strategic planning process with Sales and Marketing team.
Sets direction and Manages implementation of C360 CRM tool for utility inside and outside sales.
Networks with all Product Line Managers at the various businesses to drive new product business cases, assist in VOC, and coordinate new product introductions with the sales and distribution channel.
Creates high profile venues, at industry conferences, for product, services and solutions presentations to customers.
Assesses gaps in product, market, and selling skills then chairs webinars with legacy Eaton and former Cooper sales personnel to communicate product technical updates, value propositions, and to promote synergy lead sharing.
Lead Pan-Eaton’s engagement with customers and standards committees at Utility conferences and associations such as IEEE and the Edison Electrical Institute.
Creates promotional collateral in the form of brochures, newsletters, and Eaton portal communications.
Manages the Utility public website: www.eaton.com/utility.
Assists in strategic target accounts growth initiatives.
Assist in the establishment of Utility segment goals and objectives, and work with Product Marketing and Sales on action plans to achieve these goals.
Identify emerging product and technology trends in utility industry. Works with product line management to close Eaton product and service gaps.
Defines utility market sizes specific to Pan Eaton electrical Utility products, services and solutions. Utilizing various sources develops and tracks monthly indices to track market in Gen, Transmission, and Distribution. This includes: available market, competitive situation, market trends and drivers, target markets and customers, investment required, potential revenue/financial analysis, and recommendations to drive growth in US and Canada.
Ownership of utility implementation and management of C360 tool, including sales force effectiveness and utilization.
Manage and coordinate Marketing Communications activities to ensure that corporate positioning is consistent with division and product line strategies.
Manage product market strategies to maximize sales and profit potential. Assists in business case development for new product development priorities, product specifications (incl. VOC), system functionality, and post introduction tracking.
Assists in the introduction of all new products, including: sales rep training, quote hit rates, profit goals, beta and target customers, promotional materials, release plans, forecast and inventory planning.
Manage pricing/position strategies in relation to competitive market pressures and margin trends to ensure corporate objectives are met.
Identify areas of opportunity for Sales Synergy to bring Pan-Eaton sales and marketing efforts together for increased penetration at specific accounts or segments i.e., IOU, PPD, or Generation EPC’s.)
Ensure that appropriate business policies, practices, and relationships are established and maintained with customers and channel partners.
Ensure that the needs of the North American Sales (NAS) for direction, information, tools, and training are met to enable them to exceed sales goals.
Ensure that product development priorities are established based on approved programs to guide projects to successful completion. Ensure that products reflect consistent architectural support.
Focus the product lines to ensure that the portfolio is well defined, understood, and communicated both internally and externally. Actively support cross-product line/business unit function’s to further enhance Eaton’s total solution of offering to the customer.
Work with the Product Line Managers, Regional Sales Leadership, Account Managers and Application Engineers to drive sales growth and commercial execution with NAS, customers & channel.
Report monthly on trends, wins and losses, key competitive and customer developments, industry standards activities to senior management.
Perform other duties as required to achieve departmental and product line objectives