Flow Business Development Manager

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

Business Development

Participate in formulating the strategy and identifying evaluating and structuring key transactions to ensure continued financial health and maximum value creation through the entire product life cycle. 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 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.

Sales Opportunities Creation

Develop a personal network of senior managers within the business sector and represent the organization at business sector events. Obtain market intelligence promote the organization and enhance its reputation.

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 customers 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.

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 complex 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. 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

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.

Operational Compliance

Monitor and review performance and behaviors within area of responsibility to identify and resolve non-compliance with the organizations 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

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 asks questions to encourage others to think differently and enrich their analyses of complex situations. Accurately defines the key elements of complex ambiguous situations.

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.

Instills Trust

Gains the confidence and trust of others through honesty integrity and authenticity. For example is consistently honest and straightforward; shares uncomfortable information in a clear and helpful manner. Maintains high ethical standards and professional codes of conduct.

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 othersto orient the sellers 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 othersto 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 toquickly and accurately define the needs of the key buying influencers.

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.

Builds Rapport

Uses comprehensive knowledge and skills to act independently while guiding and training othersto quickly and effectively establish trust within the buying centers in the clients organization.

Commercial Acumen

Acts independently to apply comprehensive understanding of the business environment and objectives developing solutions while providing guidance and training to others.

In-Depth Questioning

Uses comprehensive knowledge and skills to act independently while guiding and training others to explorethe depth and breadth of a problem drawout the implications of not changing and helpclients self-discover and articulate the value of a solution.

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 at an advanced level to navigate conversations in which the customer is frustrated or unhappy with the organization. Typically works independently and provides guidance.

Questions Strategically

Uses comprehensive knowledge and skills to act independently while guiding and training othersto 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.

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.

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.

Customer and Market Analysis

Acts independently using comprehensive knowledge and/or skills to conduct research and analyze data while guiding and training others on how to develop a comprehensive understanding of customer and market conditions that enables maximum return on investments.

Diagnoses Needs with Questions

Uses comprehensive knowledge and skills to act independently while guiding and training othersto 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 othersto clearly present solutions that link directly to the key objectives and challenges important to the client.

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 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 tofacilitatethe commercial details of an opportunity such that both parties are satisfied with the value gained.

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.

Pre-Call Preparation

Uses comprehensive knowledge and skills to act independently while guiding and training othersto carefully prepare for client interactions using established frameworks.

Prospecting

Uses comprehensive knowledge and skills to act independently while guiding and training others to identify ideal potential clients.

Qualifying

Uses comprehensive knowledge and skills to act independently while guiding and training othersto spend the appropriate time for the size and potential of each opportunity.

Education

Masters 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 general supervision of more junior colleagues (7 to 12 months)

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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