Lead 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

◆ Business Development

Monitor and assess sales and market data for a specific geographic region that will assist management in identifying areas in the market where business can be developed.

◆ Customer Needs Clarification

Set clear objectives for each sales call or meeting; use standard materials to make a presentation to the customer; and ask relevant questions to evaluate the customer's level of interest and to identify and respond to areas requiring further information or explanation.

◆ Customer Relationship Development / Prospecting

Develop and implement a customer contact plan to communicate product launches and engage the potential customers in relevant sales campaigns to build new relationships. Act as first point of contact for customer queries and complaints and resolve these, referring complex issues to others and ensuring that the customer receives an appropriate response.

◆ Sales Opportunities Creation

Identify potential customers by obtaining information, referrals, and recommendations from existing customers and other contacts and/or through participation in trade shows and conferences.

◆ Sell Customer Propositions

Identify the products or services that best meet the customer's stated needs, use personal expertise to propose quantities and product configurations, explain the selection to the customer, and invite the customer to make a purchase at the standard price/terms and conditions of sale.

◆ Customer Relationship Management (CRM) Data

Monitor team members' use of the customer relationship management system, identifying and resolving standard issues and escalating these to a senior manager as appropriate.

◆ Customer Relationship Management / Account Management

Develop and implement a customer contact plan to communicate product launches and engage the customers in relevant sales campaigns. Act as first point of contact for customer queries and complaints and resolve these, referring complex issues to others and ensuring that the customer receives an appropriate response.

◆ Operational Compliance

Develop knowledge and understanding of the organization's policies and procedures and of relevant regulatory codes and codes of conduct to ensure own work adheres to those standards. Obtain authorization from a supervisor or manager for any exceptions from mandatory procedure.

◆ 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 understanding of relevant technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.

Behavioral Competencies

◆ Customer Focus

Builds strong customer relationships and delivers customer-centric solutions. For example, keeps in contact with customers to ensure problems are resolved, or to improve customer service. Studies customer feedback and emerging customer needs and uses these to determine some creative new ideas.

◆ 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.

◆ Business Insight

Applies knowledge of business and the marketplace to advance the organization's goals. For example, understands the main business fundamentals. Tries to learn the organization's key drivers, industry developments, and trends; seeks guidance to understand choices.

◆ Drives Results

Consistently achieves results, even under tough circumstances. For example, does what is necessary to meet goals and deliver expected results with acceptable quality. Shows consistent effort to complete even unpleasant or routine tasks in a timely manner; maintains work focus despite obstacles or setbacks.

Skills

◆ 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.

◆ 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.

◆ Manages Buyer Indifference

Works without supervision and provides technical guidance when required to acknowledge and ask questions to understand the circumstances surrounding client indifference.

◆ 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.

◆ 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.

◆ 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.

◆ Manages Resistance

Works without supervision and provides technical guidance when required to acknowledge a client's indifference and gain agreement from the client to discover the root causes of resistance.

◆ Navigates Customer Challenges

Works with full competence to navigate conversations in which the customer is frustrated or unhappy with the organization. Typically works without supervision and may provide technical guidance.

◆ Questions Strategically

Works without supervision and provides technical guidance when required to uncover clients’ explicit needs and/or unforeseen opportunities and challenges.

◆ Strengthens Customer Connections

Works with full competence to connect with customers to strengthen the relationship, meeting personal needs through positive customer experiences. Typically works without supervision and may provide technical guidance.

◆ Understands Customer Needs

Works without supervision and provides technical guidance when required to articulate the customer needs in the customer's business language and business context.

◆ 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.

◆ Verbal Communication

Uses clear and effective verbal communications skills without supervision and provides technical guidance when required on expressing ideas, requesting actions and formulating plans or policies.

◆ Closes Effectively

Works without supervision and provides technical guidance when required to arrive at mutually beneficial commitments that help move the sales/client relationship forward.

◆ Commercial Acumen

Applies understanding of the business environment and objectives to develop solutions without supervision, while also providing technical assistance when necessary.

◆ Customer and Market Analysis

Conducts research and analyzes data without supervision while providing technical guidance as needed in order to develop a comprehensive understanding of customer and market conditions that enables maximum return on investments.

◆ Diagnoses Needs with Questions

Works without supervision and provides technical guidance when required to ask questions that encourage the client to talk openly about their key objectives and challenges.

◆ Effectively Presents Solutions

Works without supervision and provides technical guidance when required to clearly present solutions that link directly to the key objectives and challenges important to the client.

◆ Maintains the Relationship

Works without supervision and provides technical guidance when required to continuously provide effective solutions and value to the client's organization.

◆ Negotiates Strategically/Tactically

Works without supervision and provides technical guidance when required to facilitate the commercial details of an opportunity such that both parties are satisfied with the value gained.

◆ Planning and Organizing

Works without supervision and provides technical guidance when required on planning, organizing, prioritizing and overseeing activities to efficiently meet business objectives.

◆ Policy and procedures

Works without supervision and provides technical guidance when required on developing, monitoring, interpreting and understanding policies and procedures, while making sure they match organizational strategies and objectives.

◆ Pre-Call Preparation

Works without supervision and provides technical guidance when required to carefully prepare for client interactions using established frameworks.

◆ Prospecting

Works without supervision and provides technical guidance when required to identify ideal potential clients.

◆ Qualifying

Works without supervision and provides technical guidance when required to spend the appropriate time for the size and potential of each opportunity.

◆ Understands the Buying Process

Works without supervision and provides technical guidance when required to align the client's sales process with their organization's sales process, including the key influencers/sales team members when appropriate.

Education

Bachelor's Degree or Equivalent Level

General Experience

Sound experience and understanding of straightforward procedures or systems (7 to 12 months)

Managerial Experience

Very limited (0 to 3 months)

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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