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

Planning & Implementing business strategy, aligning with holistic high-level plan, Working directly with working-level clients, analyzing and identifying

opportunities. Requires full knowledge of product line and its applications,

advising clients on specific technology and solutions, along with a strong

understanding of the client's objectives, challenges and value proposition.

Responsible for leading the team during client projects and overseeing its daily

operations.

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 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 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 customer's 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 customer's 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 customer's 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.
• Operational Compliance - Maintain and renew a deep knowledge and understanding of the organization's 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 noncompliance with the organization's 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.
• 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. E.g. 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 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.
• 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 - 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.
• Manages Resistance - Uses comprehensive knowledge and skills to act independently while guiding and training others to acknowledge a client's 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 - Uses comprehensive knowledge and skills to act independently while guiding and training others to articulate the customer needs in the customer's business language and business context. Understands customer context, Uncovers customer Key Performance Indicators, Articulates customer objectives, Adds value to partnerships. Understands Issues/Motivations, Uses comprehensive knowledge and skills to act independently while guiding and training others 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 win-win goal, Identifies key interests, Recognizes key negotiation points, Shares goals and recognizes value.
• 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.
• Customer-Focused Approach - Works without supervision and provides technical guidance when required 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, Uses common terminology.
• 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. 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 without supervision and provides technical guidance when required 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 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 without supervision and provides technical guidance when required to quickly and accurately define the needs of the key buying influencers. Seeks to understand buyer needs, Determines the root of buyer needs, Uncovers buyer's goals, Seeks buyer need priorities, Assesses channel relationship needs and expectations.
• Maintains the Relationship - Uses comprehensive knowledge and skills to act independently while guiding and training others to continuously provide effective solutions and value to the client's organization. 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 customer's choices, Appreciates what the customer does, Assures the customer of the organization's commitment, Transitions a customer to another service provider, Avoids technical or industry-specific jargon.
• Builds Rapport - Works without supervision and provides technical guidance when required to quickly and effectively establish trust within the buying centers in the client’s organization. Shows interest in buyer needs, Shows empathy with buyer's circumstances, Respects the client's time, Incorporates client's point of view, Provides relevant context, Confirms understanding, Reinforces professional capability In-Depth Questioning. Works without supervision and provides technical guidance when required to explore 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. Seeks to understand the client's situation, Explores client problems and solutions, Differentiates between complaining and a desire for action.
• Questions Strategically - Works without supervision and provides technical guidance when required to uncover clients’ explicit needs and/or unforeseen opportunities and challenges. Probes to uncover dissatisfaction, Raises awareness of the client's problem, Probes to uncover and develop needs, Seeks alignment between needs and Solutions.
• 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.
• Expands the Service - Uses comprehensive knowledge and skills to act independently while guiding and training others to grow the value of the account through cross-sell and up-sell opportunities. 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 - 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.
• Strategic Planning and Analysis - Uses comprehensive knowledge and skills to act independently while guiding and training others to help the client prioritize their business objectives and challenges. 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 - Uses comprehensive knowledge and skills to act independently while guiding and training others to align the client's sales process with their organization's 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 Chemical Engineering or related STEM degree
• Achieved Chartered Engineer status (AICHE)

General Experience:

• Experience of base-level refinery operations and refinery economics is essential
• An area of particular technical expertise, such as Primary Fractionation, Hydroprocessing, Fluidised Catalytic Cracking, Naphtha Processing or Residue Processing, would be advantageous.
• Knowledge of simulation tools such as Petro-SIM or HYSYS would be advantageous.
• Can demonstrate high quality of technical ability
• 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.

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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