Senior Account Manager

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

◆ 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 likely to include mid-tier companies, multinational corporates and similar.

◆ 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.

◆ 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.

◆ 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 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.

◆ 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.

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 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.

◆ 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.

◆ 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 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.

◆ 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.

◆ 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.

◆ 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.

◆ 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.

◆ 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.

◆ 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.

◆ 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.

◆ Questions Strategically

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

◆ 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.

◆ 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.

◆ 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.

Education

Bachelor's Degree or Equivalent Level

General Experience

Experience enables job holder to deal with the majority of situations and to advise others (Over 3 years to 6 years)

Managerial Experience

Experience of supervising and directing people and other resources to achieve specific end results within limited timeframes (13 months to 3 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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