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.
RESPONSIBILITIES
◆ Customer Needs Clarification
Interview the customer, following a complex multi-level sales script, to clarify the customer's requirements. Or assist in conducting interviews with potential customers to collect client requirements making detailed notes.
◆ Customer Relationship Development / Prospecting
Make calls (by telephone or in person) to allocated potential customers to develop relationships. Provide a first point of contact for resolving customer queries and complaints.
◆ Customer Relationship Management (CRM) Data
Enter relevant information into the CRM system after each contact with a customer to ensure that the organization has quality data to enable effective customer retention and business development activities.
◆ Customer Relationship Management / Account Management
Make calls (by telephone or in person) to allocated existing customers to maintain relationships. Provide a first point of contact for resolving customer queries and complaints.
◆ Business Development
Carry out routine business development support tasks and assist others by following established procedures.
◆ Operational Compliance
Develop working knowledge of the organization's policies and procedures and of regulatory codes and codes of conduct relevant to own work, adhering to mandatory procedures to ensure own work is undertaken to the required standards.
◆ Personal Capability Building
Develop and maintain excellent process or technical skills by participating in assessment and development planning activities as well as formal and informal training and coaching.
◆ Sales Opportunities Creation
Identify potential customers by using publicly available lists such as trade directories and internet searches.
◆ Sell Customer Propositions
Identify a selection of products or services that may meet the customer's requirements, explain the product/service features and standard terms of sale to the customer, and invite the customer to make a selection and purchase at the standard price/terms and conditions of sale.
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.
◆ Instills Trust
Gains the confidence and trust of others through honesty, integrity, and authenticity. For example, consistently adheres to organizational policies and practices, even when they are unpopular or inconvenient. Builds trust by honoring commitments and by being open and honest at work.
Skills
◆ Customer-Focused Approach
Works with guidance (but not constant supervision) to orient the seller's organization around delivering to the key needs of their customers.
◆ Initiates Compelling Sales Conversations
Works with guidance (but not constant supervision) to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client.
◆ Manages Resistance
Works with guidance (but not constant supervision) to acknowledge a client's indifference and gain agreement from the client to discover the root causes of resistance.
◆ Understands Buying Influencer Needs
Works with guidance (but not constant supervision) to quickly and accurately define the needs of the key buying influencers.
◆ Understands Customer Needs
Works with guidance (but not constant supervision) to articulate the customer needs in the customer's business language and business context.
◆ Understands Issues/Motivations
Works with guidance (but not constant supervision) to articulate why a client does or does not want a change based on their business objectives and challenges.
◆ Knows the Buying Influences
Works with guidance (but not constant supervision) to accurately identify and understand the key buying influences pertaining to an opportunity.
◆ In-Depth Questioning
Works with guidance (but not constant supervision) 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.
◆ Navigates Customer Challenges
Works at an intermediate level to navigate conversations in which the customer is frustrated or unhappy with the organization. Typically works with guidance.
◆ Questions Strategically
Works with guidance (but not constant supervision) to uncover clients’ explicit needs and/or unforeseen opportunities and challenges.
◆ Strengthens Customer Connections
Works at an intermediate level to connect with customers to strengthen the relationship, meeting personal needs through positive customer experiences. Typically works with guidance.
◆ Builds Rapport
Works with guidance (but not constant supervision) to quickly and effectively establish trust within the buying centers in the client’s organization.
◆ Manages Buyer Indifference
Works with guidance (but not constant supervision) to acknowledge and ask questions to understand the circumstances surrounding client indifference.
◆ Diagnoses Needs with Questions
Works with guidance (but not constant supervision) to ask questions that encourage the client to talk openly about their key objectives and challenges.
◆ Pre-Call Preparation
Works with guidance (but not constant supervision) to carefully prepare for client interactions using established frameworks.
◆ Commercial Acumen
Applies understanding of the business environment and objectives to develop solutions with guidance but not constant supervision.
◆ Customer and Market Analysis
Conducts research and analyzes data with guidance (but not constant supervision) in order to develop a comprehensive understanding of customer and market conditions that enables maximum return on investments.
◆ Policy and procedures
Works under supervision at an elementary level to develop, monitor, interpret and understand policies and procedures, while making sure they match organizational strategies and objectives.
Education
Post-Secondary Non-Tertiary Education
General Experience
Basic experience of simple office / operational systems (4 to 6 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.
Are you being referred to one of our roles? If so, ask your connection at Yokogawa about our Employee Referral process!
