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.

Job Purposes

The primary objective of this role is to drive and accelerate profitable growth for KBCs technology business across assigned countries and clients in the APAC region by consistently achieving or exceeding annual business targets.

The Sales Executive will play a critical role in advancing digital transformation and decarbonization efforts within the process industries by promoting and selling KBCs advanced solutions including simulation cloud-based technologies and consulting services.

Serving as the key client interface for assigned clients in the APAC market this role is responsible for aligning client needs with KBCs value proposition managing sales pipelines and delivering tailored solutions that meet clients business and operational objectives.

Responsibilities

• 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 are likely to include mid-tier companies multinational corporations and the like.
• Customer Relationship Management / Account Management - Develop and implement relationship management plans for complex existing customer accounts to identify and build relationships with relevant decisionmakers 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 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.
• Sell Customer Propositions - Use personal expertise to identify the complex standard products and/or services offered by the organization that meet the customers needs together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms referring to senior colleagues where necessary to ask for concessions (e.g. price reduction) that gain the customers agreement.
• Promoting Customer Focus - Collaborate internally and work as the customer champion in cross-functional teams to build strong external customer relationships.
• 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 (CRM) Data - Enter customer information that has been gathered through research and/or through direct customer contact into the CRM system to ensure that the organization has quality data to enable effective customer retention and business development activities.
• 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.
• 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.
• Personal Capability Building - Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation where relevant to improve performance and fulfill personal potential. Maintain an in-depth understanding of technology external regulation and industry best practices through ongoing education attending conferences and reading specialist media.

Position Requirements

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.

Skills:

• Manages Buyer Indifference - Works at an advanced level to acknowledge a clients indifference before continuing the sales call and asks questions to understand the circumstances surrounding the indifference. Typically works independently and provides guidance. Acknolwedges indifference Probes for relevance to proceed Probes to understand indifference Identifies new needs or opportunities.
• Manages Resistance - Works at an advanced level to identify address and navigate opposition or reluctance effectively fostering a collaborative environment and facilitating positive outcomes in the face of resistance. Typically works independently and provides guidance. Responds to client concerns Seeks understanding before responding Addresses objections Follows up after resolution.
• Understands Customer Needs - Works at an advanced level to articulate customer needs in the customers business language and business context. Typically works independently and provides guidance. Understands customer context Uncovers customer Key Performance Indicators Articulates customer objectives Adds value to partnerships.
• Understands Issues/Motivations - Works at an advanced level to comprehensively grasp and analyze the underlying problems or motivations in a given context enabling informed decision-making and effective solutions. Typically works independently and provides guidance. Adapts to changing goals/objectives Maintains focus on win-win goal Identifies key interests Recognizes key negotiation points Shares goals and recognizes value.
• Verbal Communication - Works at an advanced level to express ideas request actions formulate plans & policies by means of clear and effective verbal communications. Typically works independently and provides guidance.
• Customer-Focused Approach - Works with full competence to orient the organization around delivering to the key needs of customers. Typically works without supervision and may provide technical guidance. Keeps customer at center of sale Collaborates with customers Elevates partner insights Uses common terminology.
• Initiates Compelling Sales Conversations - Works with full competence to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client. Typically works without supervision and may provide technical guidance. 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 - Works with full competence to accurately identify and understand the key buying influences pertaining to an opportunity. Typically works without supervision and may provide technical guidance. 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.
• Understands Buying Influencer Needs - Works with full competence to quickly and accurately define the needs of the key buying influencers. Typically works without supervision and may provide technical guidance. Seeks to understand buyer needs Determines the root of buyer needs Uncovers buyers goals Seeks buyer need priorities Assesses channel relationship needs and expectations.
• Maintains the Relationship - Works at an advanced level to cultivate and sustain positive interpersonal connections fostering trust collaboration and effective communication to support enduring professional relationships. Typically works independently and provides guidance. Monitors client value perception Communicates successes and challenges Makes measurable contributions.
• 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. 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.
• 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 customer-focused words and phrases Acknowledges what the customer says Affirms the customers choices Appreciates what the customer does Assures the customer of the organizations commitment Transitions a customer to another service provider Avoids technical or industry-specific jargon.
• Builds Rapport - Works with full competence to quickly and effectively establish trust within the buying centers in the clients organization. Typically works without supervision and may provide technical guidance. 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.
• In-Depth Questioning - Works with full competence to probe and explore complex subjects thoroughly extracting comprehensive information through insightful questioning to enhance understanding and decision-making processes. Typically works without supervision and may provide technical guidance. Seeks to understand the clients situation Explores client problems and solutions Differentiates between complaining and a desire for action.
• Questions Strategically - Works with full competence to employ purposeful and insightful questioning techniques to gather targeted information promote critical thinking and guide decision-making processes strategically. Typically works without supervision and may provide technical guidance. Probes to uncover dissatisfaction Raises awareness of the clients problem Probes to uncover and develop needs Seeks alignment between needs and solutions.
• Account/Client Management - Works at an advanced level to manage clients and accounts to the mutual benefit of the account client and own organization. Typically works independently and provides guidance.
• Expands the Service - Works at an advanced level to grow the value of the account through cross-sell and up-sell opportunities. Typically works independently and provides guidance. Prioritizes time effectively Develops a long-term strategy Identifies cross-sell/ up-sell business opportunities Communicates product/service advances Improves channel management.
• Planning and Organizing - Works at an advanced level to plan organize prioritize and oversee activities to efficiently meet objectives. Typically works independently and provides guidance.
• Strategic Planning and Analysis - Works at an advanced level to collaborate with clients to prioritize business objectives and challenges through thoughtful analysis of their business context. Typically works independently and provides guidance. Knows key client issues Identifies issues affecting the sale Mitigates uncertainties and roadblocks Identifies client-specific differentiators Connects solutions to client objectives Understands the sales stages Supports partnership goals Positions partnerships for long-term relationship.
• Understands the Buying Process - Works at an advanced level to effectively align the clients sales process with the organizations sales process incorporating key influencers and sales team members when appropriate. Typically works independently and provides guidance. Understands customer processes Manages customer/org team alignment Manages customer/org process alignment Determines partnership market perception.

Education:

• Bachelors Degree or Equivalent Level in a related Engineering or Science Discipline. Chemical Engineering degree preferred.
• Technical experience is essential.

Experience:

• Proven sales success selling industrial software ideally related to process simulation energy management and digitalization.
• Understanding of sales processes and opportunity management is essential.
• Experience in working in a client-facing role and proactively managing client relationships.
• Proven ability to develop new and grow existing relationships at the senior / executive level.
• Experience of working within APAC region including knowledge of cultural economic and legal differences across the region.
• Ability to translate a target companys vision and translate it into a journey for both the Client and internal colleagues.
• Proven ability to work with internal teams to craft compelling solutions to customer needs both technical and commercial.
• Commercially aware with the ability to understand how individual and team activity impacts the bottom line
• Proven ability to craft high quality business prose and supporting materials in PowerPoint.
• Consummate presenter able to operate both at the Executive level and further down an organization.
• Natural self-starter with extensive business contacts.
• Proactive and networked self-starterwith an entrepreneurial mindset.
• Excellent interpersonal skills is a pre-requisite.
• Technical experience is essential.

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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