Head of J-ACT Strategy Section

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 co-innovate tomorrow. We are looking for dynamic colleagues who share our passion for technology and care for our 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

Leadership and Direction

Communicate the actions needed to implement the functions strategy and business plan within the team; explain the relationship to the broader organizations mission vision and values; motivate people to commit to these and to doing extraordinary things to achieve local business goals.

Key Account Management

Manage and develop important customer relationships with guidance from senior colleagues and/or manage an account team delivering day-to-day support. Customers likely to include mid-tier companies multinational corporates and similar.

Business Planning

Contribute to the development of annual and longer-term business plans; forecast performance against business Key Performance Indicators (KPIs); develop business cases for key activities/projects; and estimate the financial and human resources required to deliver performance targets.

Customer Relationship Development / Prospecting

Develop and implement a relationship management plan for 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 / Account Management

Develop and implement a relationship management plan for existing 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. Collect feedback from identified customers or customer segments to ensure their needs are met providing themes summary analyses and recommendations for changes based on customer input.

Promoting Customer Focus

Collaborate internally and work as the customer champion in cross-functional teams to build strong external customer relationships.

Customer Needs Clarification

Set clear objectives for each sales call or meeting; tailor standard materials to make presentations to decision makers and influencers within the customer organization; and ask relevant questions to gather information to evaluate the customers level of interest and to identify and respond to areas requiring further information or explanation.

Sales Opportunities Creation

Develop a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities promote the organization and enhance its reputation.

Organizational Capability Building

Use the organizations formal development framework to identify the teams individual development needs. Plan and implement actions to build their capabilities. Provide training or coaching to others throughout the organization in own area of expertise to enable others to improve performance and fulfill personal potential.

Performance Management

Develop and propose own performance objectives; take appropriate actions to ensure achievement of agreed objectives using the organizations performance management systems to improve personal performance. OR Manage and report on team performance; set appropriate performance objectives for direct reports or project / account team members and hold them accountable for achieving these taking appropriate corrective action where necessary to ensure the achievement of team / personal objectives.

Operational Compliance

Maintain and renew a deep knowledge and understanding of the organizations policies and procedures and of relevant regulatory codes and codes of conduct and ensure own work adheres to required standards. OR Identify within the team patterns of non-compliance with the organizations policies and procedures and with relevant regulatory codes and codes of conduct taking appropriate action to report and resolve these and escalating issues as appropriate.

Budgeting

Deliver a budget for an area of the organization or conduct complex analyses on budget progress in other areas of the organization.

Behavioral Competencies

Customer Focus

Builds strong customer relationships and delivers customer-centric solutions. For example digs deeply into customer feedback and drives the innovations that can enable the organization to better meet customers future needs. Frequently adjusts approach to ensure customer needs are met and to improve service.

Business Insight

Applies knowledge of business and the marketplace to advance the organizations 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.

Manages Complexity

Makes sense of complex high quantity and sometimes contradictory information to effectively solve problems. For example looks at complex issues from multiple angles; explores issues to uncover underlying issues and root causes; sees the main consequences and implications of different options.

Collaborates

Builds partnerships and works collaboratively with others to meet shared objectives. For example readily involves others to accomplish goals; stays in touch and shares information; discourages us versus them thinking; shows appreciation for others ideas and input.

Strategic Mindset

Sees ahead to future possibilities and translates them into breakthrough strategies. For example knows what to prioritize for the greatest strategic impact on the organization. Takes industry and market trends into account in decisions. Explores possibilities that may impact the team or organization in the future.

Skills

Action Planning

Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on developing appropriate plans or performing necessary actions based on recommendations and requirements.

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.

Manages Buyer Indifference

Works without supervision and provides technical guidance when required to acknowledge and ask questions to understand the circumstances surrounding client indifference.

Builds Rapport

Works without supervision and provides technical guidance when required to quickly and effectively establish trust within the buying centers in the clients organization.

Commercial Acumen

Applies understanding of the business environment and objectives to develop solutions without supervision while also providing technical assistance when necessary.

Customer-Focused Approach

Works without supervision and provides technical guidance when required to orient the sellers organization around delivering to the key needs of their customers.

In-Depth Questioning

Works without supervision and provides technical guidance when required toexplore 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.

Initiates Compelling Sales Conversations

Works without supervision and provides technical guidance when required to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client.

Knows the Buying Influences

Works without supervision and provides technical guidance when required to accurately identify and understand the key buying influences pertaining to an opportunity.

Maintains the Relationship

Uses comprehensive knowledge and skills to act independently while guiding and training others tocontinuously provideeffective solutions and value to the clients organization.

Manages Resistance

Uses comprehensive knowledge and skills to act independently while guiding and training others toacknowledgea clients indifference and gainagreement from the client to discoverthe root causes of resistance.

Navigates Customer Challenges

Works with full competence to navigate conversations in which the customer is frustrated or unhappy with the organization. Typically works without supervision and may provide technical guidance.

Questions Strategically

Works without supervision and provides technical guidance when required to uncover clients explicit needs and/or unforeseen opportunities and challenges.

Strengthens Customer Connections

Works with full competence to connect with customers to strengthen the relationship meeting personal needs through positive customer experiences. Typically works without supervision and may provide technical guidance.

Understands Buying Influencer Needs

Works without supervision and provides technical guidance when required toquickly and accurately define the needs of the key buying influencers.

Understands Customer Needs

Uses comprehensive knowledge and skills to act independently while guiding and training othersto articulate the customer needs in the customers business language and business context.

Understands Issues/Motivations

Uses comprehensive knowledge and skills to act independently while guiding and training others toquickly identifyand accurately articulatewhy a client does or does not want a change based on their business objectives and challenges.

Verbal Communication

Uses clear and effective verbal communications skills without supervision and provides technical guidance when required on expressing ideas requesting actions and formulating plans or policies.

Review and Reporting

Works without supervision and provides technical guidance when required on reviewing and creating relevant lucid and effective reports.

Account/Client Management

Uses comprehensive knowledge and skills to act independently while guiding and training others on managing client accounts in a way that provides benefits both for the organization and its clients.

Adaptive Mindset

Works at an advanced level to shift into and out of a mental mindsets associated with assessing the facts and circumstances of the current situation and/or environment and making the appropriate/innovative adjustments to thinking and work habits to thrive in any scenario. Typically works independently and provides guidance.

Expands the Service

Uses comprehensive knowledge and skills to act independently while guiding and training others togrowthe value of the account through cross-sell and up-sell opportunities.

Negotiation

Uses comprehensive knowledge and skills to negotiate independently while providing guidance and training to others on how to help the organization by obtaining consensus between two or more internal or external parties who may have different interests.

Policy and procedures

Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on developing monitoring interpreting and understanding policies and procedures while making sure they match organizational strategies and objectives.

Project Management

Uses comprehensive knowledge and skills to work independently while guiding and training others on managing projects and/or programs within desired cost time and quality parameters.

Strategic Planning

Applies comprehensive knowledge and/or skills to independently engage in strategic planning.

Strategic Planning and Analysis

Uses comprehensive knowledge and skills to act independently while guiding and training othersto help the client prioritize their business objectives and challenges.

Workflow Management

Works at an advanced level to orient work in a workflow to plan organize and execute the steps it takes to achieve a goal to achieve higher efficiencies. Typically works independently and provides guidance.

Education

Masters Degree or Equivalent Level

General Experience

Experience enables job holder to deal with the majority of situations and to advise others (Over 3 years to 6 years)

Managerial Experience

Experience of supervising and directing people and other resources to achieve specific end results within limited timeframes (13 months to 3 years)

Yokogawa is an Equal Opportunity Employer. Yokogawa wants a diverse equitable and inclusive 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 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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