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.
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:
Behavioral Competencies:
Customer Focus: 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.
Manages Complexity: Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, consistently looks at complex issues from many angles; obtains a rich and deep understanding; swiftly cuts to the core issue; skillfully separates root causes from symptoms.
Business Insight: Applies knowledge of business and the marketplace to advance the organization's goals. For example, clearly understands how own activities relate to critical business drivers. Monitors business news and market changes for impact on the business or on own expertise area; uses this to shape decisions.
Instills Trust: Gains the confidence and trust of others through honesty, integrity, and authenticity. For example, demonstrates integrity, upholding professional codes of conduct. Instills trust by following through on agreements and commitments despite competing priorities and by being honest and straightforward.
Drives Results: Consistently achieves results, even under tough circumstances. For example, regularly pushes self to achieve outstanding outcomes; consistently establishes bold goals for own performance; is passionate about excellent results and significant contributions. Shows great tenacity to complete goals/initiatives in a timely way.
Collaborates: 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:
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. Keeps customer at center of sale. Collaborates with customers, Elevates partner insights.
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. Provides context for conversations, Proposes mutually valuable agenda,
Leverages pre-call prep for partnerships. Confirms client understanding. Leverages pre-call prep, Adds value through perspective.
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. Identifies all buyers and their level of influence. Assesses each buyer's sense of urgency and readiness. Seeks to understand each buyer's desired business results and
