The posting
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.
Yokogawa is on the move, transforming itself from IA to IA with advanced technologies allowing devices, equipment, business and production systems or even entire plants to operate autonomously. To help our customers keep pace with rapid advances in technology and an ever-changing business environment, Yokogawa provides solutions and services that will enable a digital transformation (DX) in their businesses and is preparing the way for a future in which industries will make the transition from industrial automation to industrial autonomy (IA2IA). Bring your whole self to work each day and realize your greatest potential by enabling our customers to achieve world-class operational excellence! Join the transformation!
Yokogawa is seeking an Account Manager, EPC with two main responsibilities:
Maintain and expand relationships with Strategic EPC Customers, with a strong focus on achieving and exceeding sales quotas. This includes collaborating and coordinating pursuit strategy with peer teams within Yokogawa to drive integrated pursuit strategies that maximize Yokogawa content. This will be accomplished by leveraging relationships across the EPC organization in various functional areas throughout the project development lifecycle. The objective is to understand your customer's business goals and to align them with Yokogawa's capabilities and solutions.
In this role you will lead other Yokogawa key contributors in executing a comprehensive strategy to implement solutions that drive measurable customer success while delivering revenue growth and exceeding assigned sales targets. Additionally, you will be responsible for increasing Yokogawa's business footprint within an assigned group of accounts and expanding customer engagement by introducing Yokogawa solutions to new customers and existing customers currently using competitive offerings. This role carries the full Yokogawa portfolio, including field instrumentation, analyzers, and control systems. Success depends on getting Yokogawa specified early in the project lifecycle across all three product lines.
DUTIES/RESULTS
· Create and maintain a coverage strategy in collaboration with key stakeholders in the region.
· Set the strategic direction for identified EPC accounts including specific objectives and metrics for growth and profitability.
· Drive early specification and standardization of Yokogawa field instrumentation, analyzers, and control systems with EPC engineering, working with instrument, process, and I&C leads during FEED and early detailed design.
· Coordinate with product management, application engineering, and channel partners to support bulk instrument packages, MRQ responses, and technical bid evaluations.
· Understand and influence the customer's instrument index, datasheets, and project specifications, including client standards inherited from the end user.
· Develop, track, and achieve target KPI's for these accounts.
· Develop and implement formalized business plans for designated accounts to outline available opportunities which include increasing new business and targeting expansion opportunities.
· Build and maintain strong customer relationships with selected EPC customers at multiple organizational levels and multiple locations.
· Build, develop and lead account teams committed to Yokogawa's vision and values.
· Provide feedback to marketing and other supporting functions regarding market trends and other factors affecting sales.
· Initiate proposals and negotiate through delivery with customers and internal resources to reach long-term business objectives.
· Conduct forecast and pipeline review meetings with account teams, ensure lead generation and pipeline growth will sustain revenue targets.
· Participate in regular reviews for all assigned Accounts to review progress against commitments including performance to plan, CRM pipeline size & quality, CRM utilization, and accounts receivable as necessary.
· Consistently meet and exceed assigned sales quotas by driving revenue growth through strategic account management and execution.
· Utilize the tools and processes to meet and exceed your annual targets within your assigned territory/account base (CRM, Forecasting, Account planning etc.).
· Work to ensure timely and thorough administration of current Account contracts.
· Responsible for maximizing YCA product portfolio with assigned customers through a "Demand Creation" process.
· Contribute to the growth of YCA by playing an active and communicative role as a member of the YCA Team.
SPECIFICATIONS
Education/Experience:
Bachelor's degree in Engineering / Engineering Technology preferred (Mechanical, Electrical, or Chemical a plus). 5+ years in the industrial automation industry with sales experience across field instrumentation, analyzers, control Systems.
This position is best filled by someone with a firm understanding of process automation and process control in discrete and continuous manufacturing, plus working technical knowledge of field instrumentation analytical products, and control systems. The best candidate will have experience with technologies such as DCS, SIS, PLC’s, SCADA as well as methods of measuring pressure, temperature and flow and analytical systems. The ideal candidate is comfortable engaging EPC engineering, procurement, and executive leadership across a broad range of process industry markets.
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.
Are you being referred to one of our roles? If so, ask your connection at Yokogawa about our Employee Referral process!
