Sales Engineer – Process Control & Instrumentation

Yokogawa

About the Role

As a Sales Engineer at Yokogawa, you will play an important role in developing technical solutions and commercial proposals that meet customer requirements and support business growth. Acting as a technical partner to Account Management and customers, you will translate customer needs into practical, value-driven solutions using Yokogawa’s process control, instrumentation, and industrial automation technologies.

You will work closely with Account Managers, Engineering, Product Management, and other internal stakeholders to develop competitive proposals, provide technical expertise throughout the sales process, and ensure that customer requirements are accurately translated into suitable solutions.

This role combines technical knowledge, commercial awareness, and customer engagement, making it ideal for someone who enjoys understanding customer challenges and developing solutions that deliver measurable value.

Key Responsibilities

Technical Sales and Solution Development

• Understand customer requirements and assess requests for quotation (RFQs) in collaboration with Account Managers.
• Translate customer needs and technical specifications into appropriate Yokogawa solutions.
• Develop technical proposals, solution concepts, system configurations, and supporting quotation documentation.
• Provide technical expertise on process control, instrumentation, and industrial automation solutions.
• Identify opportunities to improve customer performance, reliability, efficiency, and operational effectiveness through Yokogawa technologies.

Proposal Development and Commercial Support

• Prepare competitive technical and commercial proposals in line with customer requirements and the agreed sales strategy.
• Support cost calculations, pricing activities, and the preparation of quotation documents.
• Identify technical and commercial risks, assumptions, deviations, and potential constraints, escalating these where appropriate.
• Collaborate with relevant stakeholders to validate solution feasibility, scope, costs, and delivery requirements.
• Support bid clarifications, proposal revisions, and technical discussions throughout the sales cycle.

Customer Engagement and Sales Support

• Participate in customer and EPC meetings to understand technical challenges, clarify requirements, and present proposed solutions.
• Deliver technical presentations, demonstrations, and product explanations to customers and other stakeholders.
• Support Account Managers in developing customer relationships and identifying opportunities for additional business.
• Communicate the technical and commercial value of Yokogawa’s solutions in a clear, customer-focused manner.
• Build customer confidence by demonstrating a strong understanding of their applications, processes, and operational needs.

Internal Collaboration and Order Handover

• Coordinate with Account Management, Engineering, Product Management, Delivery, and external partners to develop suitable customer solutions.
• Ensure that technical and commercial commitments are clearly documented and understood by relevant stakeholders.
• Support the review of customer purchase orders against submitted proposals where required.
• Contribute to a smooth handover of accepted orders to the Delivery team, ensuring the transfer of accurate and complete documentation.
• Maintain up-to-date CRM records, sales dossiers, and other required documentation in accordance with Yokogawa’s internal procedures.

Market and Product Knowledge

• Maintain up-to-date knowledge of Yokogawa’s technologies, products, and solutions.
• Monitor industry developments, customer needs, emerging technologies, and competitor offerings.
• Share market insights and customer feedback with Account Management, Product Management, and relevant internal teams.
• Work with internal stakeholders to strengthen product knowledge and continuously improve the quality and competitiveness of sales proposals.

Qualifications and Experience

• Bachelor’s degree in Engineering, Industrial Automation, Electrical Engineering, Instrumentation, or a related technical discipline.
• Experience in technical sales, sales engineering, application engineering, or a similar customer-facing technical role.
• Knowledge of industrial automation, process control systems, instrumentation, or process industry applications.
• Ability to interpret technical specifications and translate customer requirements into practical solutions.
• Understanding of commercial proposals, quotations, costing, and the technical aspects of the sales process.
• Experience working with customers and multidisciplinary teams in a technical or industrial environment.
• Good command of written and spoken English; additional languages are an advantage.

Key Competencies

• Technical expertise: Understands technical concepts and can identify suitable solutions for customer applications.
• Customer orientation: Builds trust by understanding customer needs and proposing relevant, value-driven solutions.
• Commercial awareness: Balances customer requirements, technical feasibility, competitiveness, and business objectives.
• Communication and presentation: Explains complex technical concepts clearly to technical and non-technical audiences.
• Analytical thinking: Evaluates requirements, identifies potential risks, and develops practical solutions.
• Collaboration: Works effectively with Account Management, Engineering, Product Management, Delivery, and external partners.
• Organization and prioritization: Manages multiple customer requests and proposal activities while meeting deadlines.
• Continuous learning: Keeps up with evolving technologies, industry developments, and customer expectations.

How Success Is Measured

Success in this role is demonstrated through:

• The quality, accuracy, and competitiveness of technical and commercial proposals.
• Effective technical support for sales activities and achievement of order intake objectives.
• Strong customer engagement and credibility as a technical partner.
• Successful collaboration across Sales, Engineering, Product Management, and Delivery.
• Appropriate identification and management of technical and commercial risks.
• Accurate documentation and effective handover of customer orders.

About Yokogawa

Yokogawa is a leading provider of industrial automation, control, measurement, and digital transformation solutions. Working with customers across a wide range of industries, Yokogawa helps improve operational performance, reliability, safety, and sustainability through innovative technologies and engineering expertise.

At Yokogawa, you will have the opportunity to combine technical knowledge with customer engagement, contributing to solutions that address real industrial challenges and create long-term value for customers.

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.

Diverse, Equitable & Inclusive culture

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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