Lead Digital Solution Service 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

◆ 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 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.

◆ 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.

◆ 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.

◆ 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.

◆ Promoting Customer Focus

Assist with the development of internal communications and work collaboratively with colleagues to build strong external customer relationships and meet customer needs.

◆ Operational Compliance

Identify, within the team, instances of non-compliance with the organization’s policies and procedures and/or relevant regulatory codes and codes of conduct, reporting 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.

◆ 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.

◆ 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.

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.

◆ 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 Buyer Indifference

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

◆ 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.

◆ Questions Strategically

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

◆ 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.

◆ 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.

◆ 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.

◆ NegotiatesStrategically/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.

◆ 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.

◆ 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.

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

Basic experience of coordinating the work of others (4 to 6 months)

Yokogawa is an Equal Opportunity Employer. Yokogawa wants a diverse, equitable and inclusiveculture. Wewill actively recruit, develop, and promote people from a variety of backgrounds who differ in terms of experience, knowledge, thinking styles, perspective, cultural background, and socioeconomicstatus. Wewill 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.

Are you being referred to one of our roles? If so, ask your connection at Yokogawa
about our Employee Referral process!