Principal Consultant - Asset Management Strategy

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.

Job Purposes: Planning holistic business strategy for asset management, working with decision makers and/or management-level clients, analyzing and identifying opportunities. This role requires full knowledge and understanding of refinery, upstream or LNG operations for Reliability and Maintenance (RAM). Direct experience in refinery or chemicals plant operations is highly valued. Advising clients on solutions, along with a strong understanding of the client's objectives, challenges, and value proposition. Responsible for overseeing and managing project team operations over the lifecycle.

It will also be advantageous to have knowledge and experience of enabling technologies from KBC and Yokogawa required for Digital Transformation such as: Machine Learning and other Artificial Intelligence technologies; Data Science and Visualization of Process Data.

The postholder will be required to work as part of a team, both within the location and remotely. The successful candidate will have a willingness to travel as and when required mainly on an international basis (with some domestic travel) approximately 25-50% of the time.

Provide project management and technical expertise on the following RAM practices:

• Maintenance Strategy and departmental alignment skills
• Risk Management and decision making
• Routine Maintenance work process
• Turnaround Maintenance works process and optimisation
• Reliability programs for rotating and/or fixed equipment
• Turnaround optimisation
• Maintenance planning and scheduling (SAP experience a plus)
• Asset management strategy and Defect Elimination methodologies
• Contracting strategy development and Inventory optimisation

Responsibilities:

• Key Account Management: Manage a portfolio of key and strategic customer relationships either personally or through a medium- to large-sized team of account managers. Develop and execute tailored solutions and strategies for customers that ensure their ongoing satisfaction and loyalty while also enhancing profitability.
• Customer Relationship Management / Account Management: Develop and implement a relationship management plan for strategic, complex existing accounts to build key relationships at local and national levels. Coordinate the engagement of the company with the customer organization to ensure effective two-way flow of information and resolution of issues.
• Customer Needs Clarification: Consult with a range of customer representatives at different levels to identify the outcomes they require, introducing relevant internal specialists and utilizing their expertise to gather and analyze complex customer data, clarify medium- to long-term customer needs, and develop and agree to a specification of customer requirements.
• Sell Customer Propositions: Lead a cross-functional internal team (e.g., technical, commercial, and legal) to configure a complex tailored or bespoke product-and-services solution and associated contractual terms that meet the customer's mid- to long-term needs at a national/key operating-unit level.
• Promoting Customer Focus: Develop internal marketing plans and work collaboratively with other departments to improve internal relationships and build strong external customer relationships.
• Customer Relationship Development / Prospecting: Develop and implement relationship management plans for complex potential customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization.
• Customer Relationship Management (CRM) Data: Oversee the implementation and maintenance of the CRM system within the area of responsibility, identifying and communicating opportunities for system improvement that may enhance the management of customer relationships.
• Sales Opportunities Creation: Develop a personal network within the business sector and represent the company at business sector events. Obtain market intelligence and enhance the visibility and reputation of the company, its products, and its services.
• Operational Compliance: Monitor and review performance and behaviors within area of responsibility to identify and resolve noncompliance with the company's policies and relevant regulatory codes and codes of conduct.
• Personal Capability Building: Act as subject matter expert in an area of technology, policy, regulation, or operational management for the team. Maintain external accreditations and in-depth understanding of current and emerging external regulation and industry best practices.

Position Requirements:

• Behavioral Competencies:

• Customer Focus: Builds strong customer relationships and delivers customer-centric solutions.
• Business Insight: Applies knowledge of business and the marketplace to advance the company's goals.
• Manages Complexity: Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
• Strategic Mindset: Sees ahead to future possibilities and translates them into breakthrough strategies.
• Collaborates: Builds partnerships and works collaboratively with others to meet shared objectives.

• Manages Resistance: Applies expertise to act as an authority to acknowledge a client's indifference and gain agreement from the client.
• Understands Customer Needs: Applies expertise to act as an authority to articulate the customer needs in the customer's business language.
• Understands Issues/Motivations: Applies expertise to act as an authority to quickly identify and accurately articulate why a client does or does not want a change.
• Customer-Focused Approach: Uses comprehensive knowledge and skills to act independently while guiding and training others to orient the seller's organization around delivering to the key needs of their customers.

Yokogawa is an Equal Opportunity Employer. Yokogawa values differences and enables everyone to belong, contribute, succeed, and demonstrate their full potential.