Principal Consultant - Asset Management Strategy

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 18000 employees work in over 60 countries with one corporate mission to coinnovate 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:

Planning holistic business strategy for asset management Working with decision makers and/or Managementlevel clients analyzing and identifying opportunities.

This role requires a full knowledge and understanding of refinery upstream or LNG operations for Reliability and Maintenance (RAM). Direct experience in refinery or chemicals plant operations is highly valued. Advising clients on solution along with a strong understanding of the clients objectives challenges and value proposition. Responsible for overseeing and managing project team operations over lifecycle.

It will also be advantageous to have knowledge and experience of enabling technologies from KBC and Yokogawa required for Digital Transformation such as: Machine Learning and other Artificial Intelligence technologies; Data Science and Visualisation of Process Data.

The postholder will be required to work as part of a team both within the location and remotely. The successful candidate will have a willingness to travel as and when required mainly on an international basis (with some domestic travel) on a domestic and international basis approximately 25 50 of the time.

Provide project management and technical expertise on the following RAM practices:

• Maintenance Strategy and departmental alignment skills
• Risk Management and decision making
• Routine Maintenance work process
• Turnaround Maintenance works process and optimisation
• Reliability programs for rotating and / or fixed equipment
• Turnaround optimisation
• Maintenance planning and scheduling (SAP experience a plus)
• Asset management strategy and Defect Elimination methodologies
• Contracting strategy development and Inventory optimisation

Responsibilities:

• Key Account Management Manage a portfolio of key and strategic customer relationships either personally or through a medium to largesized 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 Company with the customer organization to ensure effective twoway 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 medium to longterm customer needs and develop and agree to a specification of customer requirements.
• Sell Customer Propositions Lead a crossfunctional internal team (e.g. technical commercial and legal) to configure a complex tailored or bespoke productandservices solution and associated contractual terms that meet the customers mid to longterm needs at a national/key operatingunit 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 alternately review and authorize complex sales proposals from team members that deviate from standard terms escalating issues to senior 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 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 twoway flow of information and resolution of issues.
• Customer Relationship Management (CRM) Data Oversee the implementation and maintenance of the CRM 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 Company at business sector events. Obtain market intelligence and enhance the visibility and reputation of the Company its products and its services.
• Operational Compliance Monitor and review performance and behaviors within area of responsibility to identify and resolve noncompliance with the Companys 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 indepth understanding of current and emerging external regulation and industry best practices through continuing professional development attending conferences and reading specialist media.

Position Requirements:

To include Skills Education & Experience

Behavioral Competencies:

• Customer Focus Builds strong customer relationships and delivers customercentric solutions. E.g. 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.
• Business Insight Applies knowledge of business and the marketplace to advance the Companys 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.
• Manages Complexity 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.
• Strategic Mindset Sees ahead to future possibilities and translates them into breakthrough strategies. For example provides a clear picture of the Companys vision and strategy and what the team needs to do to realize them. Develops longerterm strategies that capitalize on the Companys distinct capabilities and emerging trends in the market.
• 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:

• Manages Resistance Applies expertise to act as an authority to acknowledge a clients indifference and gain agreement from the client to discover the root causes of resistance. Responds to client concerns Seeks understanding before responding Addresses objections Follows up after resolution.
• Understands Customer Needs Applies expertise to act as an authority to articulate the customer needs in the customers business language and business context. Understands customer context. Uncovers customer Key Performance Indicators. Articulates customer objectives. Adds value to partnerships.
• 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. Adapts to changing goals/objectives maintains focus on winwin goal. Identifies key interests. Recognizes key negotiation points. Shares goals and recognizes value.
• CustomerFocused Approach Uses comprehensive knowledge and skills to act independently while guiding and training others to orient the sellers organization around delivering to the key needs of their customers. Keeps customer at center of sale collaborates with customers and elevates partner insights. Uses common terminology.
• Initiates Compelling Sales Conversations Uses comprehensive knowledge and skills to act independently while guiding and training others to propose a mutually agreedupon agenda to start sales conversations that offer value to the client. Provides context for conversations proposes mutually valuable agenda. Leverages precall prep for partnerships. Confirms client understanding Leverages precall 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 buyers sense of urgency and readiness Seeks to understand each buyers desired business results and concerns Assesses buyer feelings about the proposed solution Secures a coach within the buyer organization to facilitate introductions and access Leverages a strategic coach to support the partner relationship.
• 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. Acknowledges indifference Probes for relevance to proceed Probes to understand indifference Identifies new needs or opportunities.
• 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. Seeks to understand buyer needs Determines the root of buyer needs. Uncovers buyers goals Seeks buyer need priorities Assesses channel relationship needs and expectations.
• Verbal Communication 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 clients organization. Monitors client value perception Communicates successes and challenges Makes measurable contributions.
• Builds Rapport 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 clients organization. Shows interest in buyer needs Shows empathy with buyers circumstances Respects the clients time Incorporates clients point of view Provides relevant context Confirms understanding Reinforces professional capability.
• InDepth Questioning 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 selfdiscover and articulate the value of a solution. Seeks to understand the clients situation Explores client problems and solutions Differentiates between complaining and a desire for action.
• Navigates Customer Challenges Works at an advanced level to navigate conversations in which the customer is frustrated or unhappy with the Company. Typically works independently and provides guidance. Listens nondefensively to angry/upset customers Defuses customer tension Explains and addresses customer issues Offers appropriate goodwill gestures Keeps promises made to the customer Prepares for commonly encountered customer challenges Assists multiple customers simultaneously.
• Questions Strategically Uses comprehensive knowledge and skills to act independently while guiding and training others to uncover clients explicit needs and/or unforeseen opportunities and challenges. Probes to uncover dissatisfaction Raises awareness of the clients problem Probes to uncover and develop needs Seeks alignment between needs and Solutions.
• 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. Connects on a personal level Demonstrates a willingness to help customers Chooses customerfocused words and phrases Acknowledges what the customer says Affirms the customers choices Appreciates what the customer does Assures the customer of the Companys commitment Transitions a customer to another service provider Avoids technical or industryspecific jargon.
• Account/Client Management Applies expertise to act as the Company authority on managing client accounts in a way that provides benefits both for the Company and its clients.
• Expands the Service Applies expertise to act as an authority to grow the value of the account through crosssell and upsell opportunities. Prioritizes time effectively Develops a longterm strategy Identifies crosssell/ upsell business opportunities Communicates product/service advances Improves channel management.
• Strategic Planning and Analysis Applies expertise to act as an authority to help the client prioritize their business objectives and challenges. Knows key client issues Identifies issues affecting the sale Mitigates uncertainties and roadblocks Identifies clientspecific differentiators Connects solutions to client objectives Understands the sales stages Supports partnership goals Positions partnerships for longterm relationship.
• Closes Effectively 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. Preplans for commitment Closes calls with mutually beneficial commitments Focuses toward mutual profitability.
• Commercial Acumen 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. Asks openended questions Encourages clients to speak freely Uses golden silence Allows responses to guide conversations.
• 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. Communicates offerings in a compelling way Conveys initiatives to partners Offers solutions at the optimal time Compels clients to a desire to act Invests appropriate time to understand core needs Aligns stated needs with solution benefits Explains how the solution aligns with needs.
• Managing Change 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 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. Maximizes the opportunity Determines when to cease deal Negotiates on value Understands evolving objectives Indicates progress with partnership.
• Planning and Organizing 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.
• PreCall Preparation Uses comprehensive knowledge and skills to act independently while guiding and training others to carefully prepare for client interactions using established frameworks. Identifies all buyers affecting the sale Plans actions to mitigate uncertainty Leverages strengths Identifies missing information Gains relevant commitment Prepares compelling value propositions.
• Understands the Buying Process Uses comprehensive knowledge and skills to act independently while guiding and training others to align the clients sales process with their Companys sales process including the key influencers/sales team members when appropriate. Understands customer processes Manages customer/org team alignment Manages customer/org process alignment Determines partnership market perception.

Education: BEng/ MEng in Mechanical engineering is required or equivalent experience. Achieved Chartered Engineer status and demonstrate commitment to CPD.

General Experience:

• Previous maintenance experience in Refinery Chemical Petrochemical or Upstream facilities.
• Agile Project methodology experience would be advantageous.
• Demonstration of high quality of technical ability be considered a technical expert in at least one or more RAM fields and able to manage efforts to deliver these products.
• Good organisational skills and ability to meet deadlines within budget and achievement of planned margins.
• Proven ability in managing a team with strong evidence of leadership and mentoring skills.
• Excellent communication and interpersonal skills (excellent English skills both written and oral) and the ability to deal with colleagues and clients professionally. Develop and maintain good relationships with clients.
• Ability to work well in team environment under supervision and willingness to assist others.
• Display a high level of professionalism towards colleagues and as an ambassador of the company.
• Must be a selfstarter that demonstrates a flexible approach.

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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