Aclara

Vice President, Asia Pacific Commercial Leader

SG
Job ID
2017-1517
# of Openings
1
Category
Sales

Overview

Come work with us on the cutting edge of technology and be part of a dynamic and rapidly growing organization!

 

Aclara understands that a quality team will help us lead the way. We provide an environment that supports professional growth and opportunity for advancement.  We offer competitive benefits to such as medical, dental, vision, flex-spending, 401k, tuition reimbursement, vacation, holiday and PTO.

 

As the leader in smart grid technology and service, Aclara integrates modern communications, electronics and analytics for use by utilities to increase data gathering that enables more refined control, management and automation in efforts to improve efficiency, reliability and overall performance of electric, water and gas networks. 

 

The Vice President, APAC Commercial Leader, reporting to the SVP of Global Sales, will identify, develop, and close new sales opportunities for Aclara solutions in the Asia Pacific Region, as well as develop and maintain strong relationships with key 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 sales strategies in support of Company's revenue and profit objectives. 

Responsibilities

Essential functions & responsibilities of the VP, APAC Commecial include:

  • Assume sales lead responsibility for the Asia Pacific Region
  • Develop a sales plan for the region that is aligned with Aclara’s 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
    • Coaching
    • Pipeline Management
    • Using Salesforce.com
    • Participating in a monthly orders forecast  process
    • Taking an active leadership role in closing major deals
  • Develop and advance high level relationships at key meter and AMI customers in conjunction with resources from the rest of the Aclara selling organization
  • Monitor and report on the activities of Competitors
  • Create and deliver effective sales presentations
  • Coordinate with other Aclara 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

Additional Responsibilities include:

  • Insure 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
    • Coach and mentor sales team members on closed loop, continuous selling to insure Aclara revenue growth
  • Prepare and present reports to upper management

Qualifications

  • A minimum of a Bachelor’s or higher level degree is required
  • 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 Edge Devices and Smart Metering Infrastructure Solutions
  • Basic knowledge of Advanced Metering Infrastructure
  • 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
  • Candidates must also be willing and able to travel up to 50%

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