Yokogawa, award winner for ‘Best Asset Monitoring Technology’ and ‘Best Digital Twin Technology’ at the HP Awards, is a leading provider of industrial automation, test and measurement, information systems and industrial services in several industries.
Our aim is to shape a better future for our planet through supporting the energy transition, (bio)technology, artificial intelligence, industrial cybersecurity, etc. We are committed to the United Nations sustainable development goals by utilizing our ability to measure and connect.
About the Team
Our 18,000 employees work in over 60 countries with one corporate mission, to "co-innovate tomorrow". We are looking for dynamic colleagues who share our passion for technology and care for our planet. In return, we offer you great career opportunities to grow yourself in a truly global culture where respect, value creation, collaboration, integrity, and gratitude are highly valued and exhibited in everything we do. Job Purposes:
Actively influence the Digital Transformation and Decarbonization of the Process Industries by enabling implementation of KBC’s cutting edge Simulation, Analytics and cloud technologies. The Senior Sales Executive is the client expert within the geo-market and acts in conjunction with regional leadership and the internal teams to set the strategy, identify opportunities and close the sales for each target client. Responsibilities:
Business Development:
Participate in formulating the strategy and identifying (i.e. generating sales pipeline greater than or equal to three times sales award target for given period), evaluating, and structuring key deals to ensure continued financial health and maximum value creation, for KBC, through the entire product life cycle (both Technology Sales and Consulting Sales). Transactions may involve alliances, collaborations, mergers and acquisitions, in- and out-licensing initiatives, and other activities. Customer Relationship Development / Prospecting:
Develop and implement a relationship management plan for strategic, complex potential accounts to build key relationships at local and national levels. Coordinate the engagement of own organization with the customer organization to ensure effective two-way flow of information and resolution of issues. Customer Needs Clarification:
Consult with a range of customer representatives, at different levels, to identify the outcomes they require, introduce relevant KBC specialists and utilize their expertise to gather and analyze complex customer data, clarify medium- to long-term customer needs, and develop and agree a specification of customer requirements. Sales Opportunities Creation:
Develop a personal network of senior managers within the KBC’s target sectors and represent KBC at business sector events. Obtain market intelligence, promote the organization, and enhance its reputation. Sell Customer Propositions:
Lead a cross-functional internal team (e.g., technical, commercial, and legal) to configure complex, tailored and/or bespoke product-and-services solution, and associated contractual terms, that meet the customer's mid- to long term needs. Negotiate agreement with the customer, and internally with commercial colleagues, to ensure that customer requirements are met at an acceptable level of profitability and cash flow, escalating issues to regional management where appropriate. Promoting Customer Focus:
Develop internal marketing plans and work collaboratively with other departments to improve internal relationships and build strong external customer relationships. Customer Relationship Management / Account Management:
Develop and implement relationship management plans for target customer accounts, to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Manage ongoing relationships with identified customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input. Customer Relationship Management (CRM) Data:
Maintain relevant data and records within KBC’s corporate CRM system. Operational Compliance:
Comply with all KBC policies and procedures, acting as a role model to other members of the team. Personal Capability Building:
Act as subject matter expert in an area of technology, policy, regulation, or operational management for the team. Maintain external accreditations and in-depth understanding of current and emerging external regulation and industry best practices through continuing professional development, attending conferences, and reading specialist media. Position Requirements:
Customer Focus:
Builds strong customer relationships and delivers customer-centric solutions. Manages Complexity:
Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. Business Insight:
Applies knowledge of business and the marketplace to advance the organization's goals. Instills Trust:
Gains the confidence and trust of others through honesty, integrity, and authenticity. Drives Results:
Consistently achieves results, even under tough circumstances. Collaborates:
Builds partnerships and works collaboratively with others to meet shared objectives. Skills:
Customer-Focused Approach:
Uses comprehensive knowledge and skills to act independently while guiding and training others to orient the seller's organization around delivering to the key needs of their customers. Initiates Compelling Sales Conversations:
Uses comprehensive knowledge and skills to act independently while guiding and training others to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client. Knows the Buying Influences:
Uses comprehensive knowledge and skills to act independently while guiding and training others to accurately identify and understand the key buying influences pertaining to an opportunity. Manages Buyer Indifference:
Uses comprehensive knowledge and skills to act independently while guiding and training others to acknowledge and ask questions to understand the circumstances surrounding client indifference. Understands Buying Influencer Needs:
Uses comprehensive knowledge and skills to act independently while guiding and training others to quickly and accurately define the needs of the key buying influencers. Education:
Technical experience is essential with BS or MS degree or equivalent in Chemical Engineering qualification preferred. Experience:
Excellent interpersonal skills is a pre-requisite. A deep understanding of sales processes, delivery background and opportunity management, is essential. You have a proven, successful track record of selling high value, complex industrial, preferably process simulation, software into the energy and chemicals sectors within APAC markets is essential. You have a good understanding of the hydrocarbon industries. You are able to translate company’s vision into a journey for both self, and internal colleagues. You have a proven ability to develop new and grow existing relationships at the senior / executive level. You have a proven ability to work with internal teams, to craft compelling solutions to customer needs, both technical and commercial. You have a proven ability to engage and presenting to senior stakeholders. You are a natural self-starter with extensive business contacts. Yokogawa is an Equal Opportunity Employer. Yokogawa wants a diverse, equitable and inclusive culture. We will actively recruit, develop, and promote people from a variety of backgrounds who differ in terms of experience, knowledge, thinking styles, perspective, cultural background, and socioeconomic status. We will not discriminate based on race, skin color, age, sex, gender identity and expression, sexual orientation, religion, belief, political opinion, nationality, ethnicity, place of origin, disability, family relations or any other circumstances. Yokogawa values differences and enables everyone to belong, contribute, succeed, and demonstrate their full potential.
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Our 18,000 employees work in over 60 countries with one corporate mission, to "co-innovate tomorrow". We are looking for dynamic colleagues who share our passion for technology and care for our planet. In return, we offer you great career opportunities to grow yourself in a truly global culture where respect, value creation, collaboration, integrity, and gratitude are highly valued and exhibited in everything we do. Job Purposes:
Actively influence the Digital Transformation and Decarbonization of the Process Industries by enabling implementation of KBC’s cutting edge Simulation, Analytics and cloud technologies. The Senior Sales Executive is the client expert within the geo-market and acts in conjunction with regional leadership and the internal teams to set the strategy, identify opportunities and close the sales for each target client. Responsibilities:
Business Development:
Participate in formulating the strategy and identifying (i.e. generating sales pipeline greater than or equal to three times sales award target for given period), evaluating, and structuring key deals to ensure continued financial health and maximum value creation, for KBC, through the entire product life cycle (both Technology Sales and Consulting Sales). Transactions may involve alliances, collaborations, mergers and acquisitions, in- and out-licensing initiatives, and other activities. Customer Relationship Development / Prospecting:
Develop and implement a relationship management plan for strategic, complex potential accounts to build key relationships at local and national levels. Coordinate the engagement of own organization with the customer organization to ensure effective two-way flow of information and resolution of issues. Customer Needs Clarification:
Consult with a range of customer representatives, at different levels, to identify the outcomes they require, introduce relevant KBC specialists and utilize their expertise to gather and analyze complex customer data, clarify medium- to long-term customer needs, and develop and agree a specification of customer requirements. Sales Opportunities Creation:
Develop a personal network of senior managers within the KBC’s target sectors and represent KBC at business sector events. Obtain market intelligence, promote the organization, and enhance its reputation. Sell Customer Propositions:
Lead a cross-functional internal team (e.g., technical, commercial, and legal) to configure complex, tailored and/or bespoke product-and-services solution, and associated contractual terms, that meet the customer's mid- to long term needs. Negotiate agreement with the customer, and internally with commercial colleagues, to ensure that customer requirements are met at an acceptable level of profitability and cash flow, escalating issues to regional management where appropriate. Promoting Customer Focus:
Develop internal marketing plans and work collaboratively with other departments to improve internal relationships and build strong external customer relationships. Customer Relationship Management / Account Management:
Develop and implement relationship management plans for target customer accounts, to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Manage ongoing relationships with identified customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input. Customer Relationship Management (CRM) Data:
Maintain relevant data and records within KBC’s corporate CRM system. Operational Compliance:
Comply with all KBC policies and procedures, acting as a role model to other members of the team. Personal Capability Building:
Act as subject matter expert in an area of technology, policy, regulation, or operational management for the team. Maintain external accreditations and in-depth understanding of current and emerging external regulation and industry best practices through continuing professional development, attending conferences, and reading specialist media. Position Requirements:
Customer Focus:
Builds strong customer relationships and delivers customer-centric solutions. Manages Complexity:
Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. Business Insight:
Applies knowledge of business and the marketplace to advance the organization's goals. Instills Trust:
Gains the confidence and trust of others through honesty, integrity, and authenticity. Drives Results:
Consistently achieves results, even under tough circumstances. Collaborates:
Builds partnerships and works collaboratively with others to meet shared objectives. Skills:
Customer-Focused Approach:
Uses comprehensive knowledge and skills to act independently while guiding and training others to orient the seller's organization around delivering to the key needs of their customers. Initiates Compelling Sales Conversations:
Uses comprehensive knowledge and skills to act independently while guiding and training others to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client. Knows the Buying Influences:
Uses comprehensive knowledge and skills to act independently while guiding and training others to accurately identify and understand the key buying influences pertaining to an opportunity. Manages Buyer Indifference:
Uses comprehensive knowledge and skills to act independently while guiding and training others to acknowledge and ask questions to understand the circumstances surrounding client indifference. Understands Buying Influencer Needs:
Uses comprehensive knowledge and skills to act independently while guiding and training others to quickly and accurately define the needs of the key buying influencers. Education:
Technical experience is essential with BS or MS degree or equivalent in Chemical Engineering qualification preferred. Experience:
Excellent interpersonal skills is a pre-requisite. A deep understanding of sales processes, delivery background and opportunity management, is essential. You have a proven, successful track record of selling high value, complex industrial, preferably process simulation, software into the energy and chemicals sectors within APAC markets is essential. You have a good understanding of the hydrocarbon industries. You are able to translate company’s vision into a journey for both self, and internal colleagues. You have a proven ability to develop new and grow existing relationships at the senior / executive level. You have a proven ability to work with internal teams, to craft compelling solutions to customer needs, both technical and commercial. You have a proven ability to engage and presenting to senior stakeholders. You are a natural self-starter with extensive business contacts. Yokogawa is an Equal Opportunity Employer. Yokogawa wants a diverse, equitable and inclusive culture. We will actively recruit, develop, and promote people from a variety of backgrounds who differ in terms of experience, knowledge, thinking styles, perspective, cultural background, and socioeconomic status. We will not discriminate based on race, skin color, age, sex, gender identity and expression, sexual orientation, religion, belief, political opinion, nationality, ethnicity, place of origin, disability, family relations or any other circumstances. Yokogawa values differences and enables everyone to belong, contribute, succeed, and demonstrate their full potential.
#J-18808-Ljbffr
