Sales Engineer

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.

RESPONSIBILITIES

• Leadership and Direction

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

• 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.

• Sales Opportunities Creation

Develop a personal network within the business sector and represent the organization at business sector events. Obtain market intelligence and enhance the visibility and reputation of the organization, its products, and its services.

• 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 Management (CRM) Data

Enter customer information that has been gathered through research and/or through direct customer contact into the customer relationship management system, to ensure that the organization has quality data to enable effective customer retention and business development activities OR Ensure that team members maintain up-to-date customer relationship management data, identifying and resolving issues.

• Policy Development & Implementation

Help develop procedures for an area of the organization, and monitor their implementation.

• Organizational Capability Building

Use the organization's formal development framework to identify the team's 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.

• Functional Strategy Formation

Contribute to the formation of one or more elements of functional strategy through specialist expertise and insights, to ensure that the strategy meets business needs.

• Business Planning

Contribute to the development of annual business plans; contribute with developing business cases for key activities/projects and with estimating the financial and human resources required to deliver performance targets.

• Budgeting

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

• 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 non-compliance 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.

Behavioral Competencies

• 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.

• 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.

• Instills Trust

Gains the confidence and trust of others through honesty, integrity, and authenticity. For example, demonstrates integrity, upholding professional codes of conduct. Instills trust by following through on agreements and commitments despite competing priorities and by being honest and straightforward.

• 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

• 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.

• Action Planning

Works without supervision and provides technical guidance when required on developing appropriate plans or performing necessary actions based on recommendations and requirements.

• Knows the Buying Influences

Uses comprehensive knowledge and skills to act independently while guiding and training others to accurately identify and understand the key buying influences pertaining to an opportunity.

• 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.

• Builds Rapport

Uses comprehensive knowledge and skills to act independently while guiding and training others to quickly and effectively establish trust within the buying centers in the client's organization.

• 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.

• 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.

• Understands Buying Influencer Needs

Uses comprehensive knowledge and skills to act independently while guiding and training others to quickly and accurately define the needs of the key buying influencers.

• 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 seller's organization around delivering to the key needs of their customers.

• 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.

• Policy and Regulation

Works without supervision and provides technical guidance when required on interpreting and applying knowledge of laws, regulations and policies in area of expertise.

• Strategic Planning

Engages in strategic planning without supervision and provides technical guidance when required.

• Understands Issues/Motivations

Works without supervision and provides technical guidance when required to quickly identify and accurately articulate why a client does or does not want a change based on their business objectives and challenges.

• 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.

• 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.

• 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 others to spend the appropriate time for the size and potential of each opportunity.

• Questions Strategically

Uses comprehensive knowledge and skills to act independently while guiding and training others to uncover clients' explicit needs and/or unforeseen opportunities 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

Bachelor's Degree or Equivalent Level in Instrumentation and Electronics

General Experience

Experience enables job holder to deal with the majority of situations and to advise others (Over 8 years to 12 years)

Specific Experience in handling Indian Customers in Oil and Gas upstream, Pipeline SCADA sector. Hands on experience with Public sectors like EIL, ONGC, BPCL, HPCL, GSPL, OIL and IOCL and Private players like Cairn, Adani, etc. with basic process knowledge of Oil and Gas upstream, pipeline to talk with customer at pre-sales and bidding phase.

Experience with Private EPC/DEC like Toyo, Technip, Technimont ICB, Worli, TKIS etc is desirable.

Working knowledge of CI Server, Centum VP and Prosafe Hardware (or equivalent DCS, SIS and SCADA expertise such as Honeywell, Emerson, ABB, Siemens) is a must. Experience in PIMS Software and Legacy Yokogawa DCS systems will be an added advantage. Experience in IT technologies, API interface and IT-OY integration is desirable.

Managerial Experience

Experience of planning and managing resources to deliver predetermined objectives as specified by more senior managers (Over 2 years to 4 years)

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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