Not just a job, but a career
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.
RESPONSIBILITIES
Manage a portfolio of key and strategic customer relationships either personally or through a medium to large team of account managers. Develop and execute tailored solutions and strategies for customers that ensure their ongoing satisfaction and loyalty while also enhancing profitability.
- Customer Relationship Management / Account Management
Develop and implement a relationship management plan for strategic, complex existing 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. Manage key client and customer relationships, often through account teams, to ensure their ongoing satisfaction and loyalty.
- Customer Needs Clarification
Consult with a range of customer representatives at different levels to identify the outcomes they require, introducing relevant internal specialists and utilizing their expertise to gather and analyze complex customer data, clarify mid- to long-term customer needs, and develop and agree to a specification of customer requirements.
- Sell Customer Propositions
Lead a cross-functional internal team (for example, technical, commercial, and legal) to configure a complex tailored or bespoke product and services solution and associated contractual terms that meet the customer's mid- to long-term needs at a national/key operating unit level. 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. OR Review and authorize complex sales proposals from team members that deviate from standard terms, escalating issues to senior management where appropriate.
Develop internal marketing plans and work collaboratively with other departments to improve internal relationships and build strong external customer relationships.
- Customer Relationship Development / Prospecting
Develop and implement relationship management plans for complex potential 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.
- Customer Relationship Management (CRM) Data
Oversee the implementation and maintenance of the customer relationship management system within the area of responsibility, identifying and communicating opportunities for system improvement that may enhance the management of customer relationships.
- Sales Opportunities Creation
Develop a personal network within the business sector and represent the organization at business sector events. Obtain market intelligence and enhance the visibility and reputation of the organization, its products, and its services.
Monitor and review performance and behaviors within area of responsibility to identify and resolve non-compliance with the organization's policies and relevant regulatory codes and codes of conduct.
- 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.
Behavioral Competencies
Builds strong customer relationships and delivers customer-centric solutions. For example, solicits customer feedback and data; conveys a clear understanding of the level of service the team is providing; takes action when standards are not met by team; aligns business process with customer needs.
Applies knowledge of business and the marketplace to advance the organization's goals. For example, leverages insights to shape and drive critical initiatives. Shares industry developments with the team; helps them grasp business and industry fundamentals and understand how they contribute.
Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, asks questions to encourage others to think differently and enrich their analyses of complex situations. Accurately defines the key elements of complex, ambiguous situations.
Sees ahead to future possibilities and translates them into breakthrough strategies. For example, provides a clear picture of the organization's vision and strategy and what the team needs to do to realize them. Develops longer-term strategies that capitalize on the organization's distinct capabilities and emerging trends in the market.
Builds partnerships and works collaboratively with others to meet shared objectives. For example, enlists a range of stakeholders to add value; ensures they are well informed and surprises are avoided. Confronts and challenges "us vs. them"; shows strong appreciation for others' efforts toward shared goals.
Skills
Applies expertise to act as an authority to acknowledge a client's indifference and gain agreement from the client to discover the root causes of resistance.
- Understands Customer Needs
Applies expertise to act as an authority to articulate the customer needs in the customer's business language and business context.
- Understands Issues/Motivations
Applies expertise to act as an authority to quickly identify and accurately articulate why a client does or does not want a change based on their business objectives and challenges.
- 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.
Applies comprehensive knowledge to act independently while providing guidance and training to others on using clear and effective verbal communications skills to express ideas, request actions and formulate plans or policies.
- Maintains the Relationship
Applies expertise to act as an authority to continuously provide effective solutions and value to the client's organization.
Uses comprehensive knowledge and skills to act independently while guiding and training others to quickly and effectively establish trust within the buying centers in the client’s organization.
Uses comprehensive knowledge and skills to act independently while guiding and training others to explore the depth and breadth of a problem, draw out the implications of not changing, and help clients self-discover and articulate the value of a solution.
- Navigates Customer Challenges
Works at an advanced level to navigate conversations in which the customer is frustrated or unhappy with the organization. Typically works independently and provides guidance.
Uses comprehensive knowledge and skills to act independently while guiding and training others to uncover clients’ explicit needs and/or unforeseen opportunities and challenges.
- Strengthens Customer Connections
Works at an advanced level to connect with customers to strengthen the relationship, meeting personal needs through positive customer experiences. Typically works independently and provides guidance.
- Account/Client Management
Applies expertise to act as the organizational authority on managing client accounts in a way that provides benefits both for the organization and its clients.
Applies expertise to act as an authority to grow the value of the account through cross-sell and up-sell opportunities.
- Strategic Planning and Analysis
Applies expertise to act as an authority to help the client prioritize their business objectives and challenges.
Uses comprehensive knowledge and skills to act independently while guiding and training others to arrive at mutually beneficial commitments that help move the sales/client relationship forward.
Acts independently to apply comprehensive understanding of the business environment and objectives developing solutions while providing guidance and training to others.
- Diagnoses Needs with Questions
Uses comprehensive knowledge and skills to act independently while guiding and training others to ask questions that encourage the client to talk openly about their key objectives and challenges.
- Effectively Presents Solutions
Uses comprehensive knowledge and skills to act independently while guiding and training others to clearly present solutions that link directly to the key objectives and challenges important to the client.
Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on maintaining high performance while applying a change mindset to the planning, execution and monitoring of business activities during times of change.
- Negotiates Strategically/Tactically
Uses comprehensive knowledge and skills to act independently while guiding and training others to facilitate the commercial details of an opportunity such that both parties are satisfied with the value gained.
Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on planning, organizing, prioritizing and overseeing activities to efficiently meet business objectives.
Uses comprehensive knowledge and skills to act independently while guiding and training others to carefully prepare for client interactions using established frameworks.
- Understands the Buying Process
Uses comprehensive knowledge and skills to act independently while guiding and training others to align the client's sales process with their organization's sales process, including the key influencers/sales team members when appropriate.
Education
Master's Degree or Equivalent Level
General Experience
Substantial general work experience together with comprehensive job related experience in own area of expertise to fully competent level. (Over 6 years to 10 years )
Managerial Experience
Experience of planning and managing resources to deliver predetermined objectives as specified by more senior managers (Over 3 years to 6 years)
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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