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.
Position Summary
The Sales Specialist for Specialty Chemicals is a segment expert responsible for accelerating Yokogawa’s growth in the Specialty Chemicals market, with strong emphasis on batch and semi-batch processes.
This role blends technical domain expertise, business development, and customer engagement. The Specialist supports the regional sales organization, develops key customer relationships, leads opportunity identification, and helps craft high-value solutions spanning DCS, SIS, batch/MES, instrumentation, digital solutions, and lifecycle services.
Key Responsibilities
1. Segment Expertise & Thought Leadership
- Serve as Yokogawa’s industry expert for Specialty Chemicals, including batch applications, polymerization, resins, coatings, adhesives, fine chemicals, and intermediates.
- Provide best practices, domain insights, and guidance on ISA-88, batch recipe management, quality consistency, flexibility, and operational excellence.
- Build a personal network within the segment and represent Yokogawa at industry conferences, workshops, and technical forums.
2. Business Development & Opportunity Creation
- Identify customer pain points, challenges, and mid- to long-term needs; translate them into Yokogawa solutions.
- Support sales teams in uncovering and qualifying new projects (greenfield, brownfield, expansions, MRO).
- Conduct discovery sessions and strategic conversations with operations, engineering, process control, maintenance, IT/OT, and leadership.
- Develop and implement relationship management plans for complex and strategic accounts—including influencers, technical stakeholders, and corporate decision makers.
3. Customer Engagement & Relationship Leadership
- Build and maintain strong customer relationships based on trust, delivery, and operational value.
- Ensure a two-way flow of information between customers and Yokogawa; drive timely resolution of customer needs and issues.
- Solicit customer feedback and action it internally to improve service levels, solution fit, and long-term satisfaction.
4. Solution Shaping & Cross-Functional Collaboration
- Lead cross-functional teams—including Solutions Consulting, Engineering, Product, Service, and Marketing—to design tailored product-and-service packages aligned with customer requirements.
- Influence internal stakeholders to align proposals with customer needs while maintaining margin and strategic focus.
- Introduce internal subject matter experts where needed and coordinate value demonstrations, workshops, and technical assessments.
5. Sales Process & CRM Excellence
- Support opportunity strategy, solution framing, and commercial positioning for major pursuits.
- Maintain pipeline accuracy and account intelligence within Salesforce (or applicable CRM).
- Provide insight to global and regional teams on market trends, competitive activity, and system/process improvements.
6. Segment Marketing & Internal Enablement
- Work with Business Marketing and Market Intelligence to develop segment campaigns, case studies, and value propositions.
- Provide input to global Materials teams on segment priorities, competitive dynamics, digitalization trends, and evolving batch needs.
Qualifications
Required
- Bachelor’s degree or equivalent experience in a STEM discipline (Chemical Engineering preferred).
- 6–10+ years of experience in Specialty Chemicals, batch processing, process control, or industrial automation.
- Deep understanding of batch processes, ISA-88, recipe management, and quality/repeatability challenges.
- Strong business development, customer-facing, or sales support experience within the process industries.
- Demonstrated ability to interpret strategy and translate it into actionable plans and measurable outcomes.
- Ability to lead cross-functional teams and manage complex, multi-stakeholder engagements.
- Willingness to travel frequently (planned and short-notice) across North America.
Preferred
- Experience with DCS/SIS, MES/batch systems, instrumentation, APC, historians, or digital/analytics solutions.
- Exposure to North American chemical clusters (Gulf Coast, Louisiana, Midwest).
- Strong knowledge of key competitors and EPCs in the specialty chemicals space.
- Prior experience in a global organization with multi-site customer structures.
Competencies & Attributes
- Customer-centric with strong consultative skills.
- Strategic thinker with the ability to lead long-cycle relationship development.
- High integrity, professionalism, and commitment to Yokogawa values.
- Excellent communication, negotiation, and presentation skills.
- Ability to influence without authority and collaborate across functions and cultures.
- Self-driven, organized, and capable of managing multiple initiatives concurrently.
Applicants for employment for this position must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States and with Yokogawa.
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!
