Business Development Executive - Consulting Sales

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.

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

The postholder will actively influence the Physical & Digital Transformation, and Decarbonization of the Process Industries by enabling implementation of KBC’s cutting edge consulting and technology solutions. The Senior Sales Executive is the client expert within the Caucasus & Central Asia-market and acts in conjunction with regional leadership and the internal teams to set the strategy, identify opportunities and close the sales for each target client.

Primary responsibilities include:

• Meet / Exceed annual personal sales targets (Order Intake) as set by the Regional Head of Business Development.
• Support and Build/Maintain a Sales Pipeline greater than or equal to three times sales award target by continually seeking new sources of business.
• Source, architect and structure large, multi-discipline project opportunities with target clients by applying a diagnostic sales approach.
• Ensure the incorporation of Software/Technology sales into Consulting sales is in line with overall targets set.
• Collaborate with other members of the KBC consulting and Yokogawa Total solutions and delivery teams, as required, to deliver integrated sales successes.
• Drive a culture of integrated collaboration and focusing on delivering a quality, value-based solution.

Responsibilities

• Business Development: Participate in formulating the strategy and identifying key deals to ensure continued financial health and maximum value creation for KBC, through the entire product life cycle (both Consulting and associated Technology Sales).
• Customer Relationship Development / Prospecting: Develop and implement a relationship management plan for strategic, complex potential accounts to build key relationships at local and national levels.
• Customer Needs Clarification: Consult with a range of customer representatives to identify the outcomes they require and develop a specification of customer requirements.
• Sales Opportunities Creation: Develop a personal network of senior managers within KBC’s target sectors and represent KBC at business sector events.
• Sell Customer Propositions: Lead a cross-functional internal team to configure complex, tailored product-and-services solutions that meet the customer's needs.
• Promoting Customer Focus: Develop internal marketing plans and work collaboratively with other departments to improve internal relationships.
• Customer Relationship Management / Account Management: Develop and implement relationship management plans for target customer accounts.
• Operational Compliance: Comply with all KBC policies and procedures.
• Personal Capability Building: Act as subject matter expert in an area of operational management, policy, regulation and/or technology.

Position Requirements

Speaks Russian and English Fluently.

Behavioral Competencies:

• Customer Focus: Builds strong customer relationships and delivers customer-centric solutions.
• Manages Complexity: Makes sense of complex information to effectively solve problems.
• Business Insight: Applies knowledge of business and the marketplace to advance the Company's goals.
• Instills Trust: Gains the confidence and trust of others through honesty, integrity, and authenticity.
• Drives Results: Consistently achieves results, even under tough circumstances.
• Collaborates: Builds partnerships and works collaboratively with others to meet shared objectives.

Skills:

• Customer-Focused Approach: Uses comprehensive knowledge and skills to act independently while guiding and training others.
• Initiates Compelling Sales Conversations: Proposes a mutually agreed-upon agenda to start sales conversations.
• Knows the Buying Influences: Accurately identifies and understands the key buying influences pertaining to an opportunity.
• Manages Buyer Indifference: Acknowledges indifference and probes for relevance to proceed.
• Understands Buying Influencer Needs: Quickly and accurately defines the needs of the key buying influencers.
• Verbal Communication: Provides guidance and training on using clear and effective verbal communications skills.
• Builds Rapport: Establishes trust within the buying centers in the client’s organization.
• Commercial Acumen: Develops solutions while providing guidance and training to others.
• In-Depth Questioning: Explores the depth and breadth of a problem.
• Manages Resistance: Acknowledges a client's indifference and gains agreement from the client.
• Navigates Customer Challenges: Listens nondefensively to angry/upset customers.
• Questions Strategically: Uncovers clients’ explicit needs and unforeseen opportunities.
• Strengthens Customer Connections: Connects with customers to strengthen the relationship.
• Understands Customer Needs: Articulates the customer needs in the customer's business language.
• Understands Issues/Motivations: Identifies key interests and recognizes key negotiation points.
• Closes Effectively: Arrives at mutually beneficial commitments.
• Customer and Market Analysis: Conducts research and analyzes data.
• Diagnoses Needs with Questions: Encourages the client to talk openly about their key objectives.
• Effectively Presents Solutions: Clearly presents solutions that link directly to the key objectives.
• Managing Change: Maintains high performance while applying a change mindset.
• Negotiates Strategically/Tactically: Facilitates the commercial details of an opportunity.
• Policy and Procedures: Develops, monitors, and interprets policies and procedures.
• Pre-Call Preparation: Carefully prepares for client interactions using established frameworks.
• Prospecting: Identifies ideal potential clients.
• Qualifying: Spends appropriate time for the size and potential of each opportunity.

Education: Technical experience is essential with Chemical Engineering qualification preferred.

Experience:

• Chemical Engineering Degree preferable.
• Fluent in English and Russian.
• Caucasus & Central Asia regional cultural awareness required.
• Strong sales/commercial and delivery background, and a good understanding of the hydrocarbon industries.
• A deep understanding of sales processes, and opportunity management, is essential.
• You will have a proven, successful track record of selling high value, complex, integrated solutions into the European Refining, Petrochemical or Chemicals sectors.
• Experience in working in a client-facing role and proactively managing client relationships is essential.
• Proven ability to develop new and grow relationships within an existing client base at a senior/executive level is essential.
• Proven track record of engaging with and presenting to senior stakeholders is essential.
• You will have a proven ability to work with internal teams, to craft compelling solutions to customer needs, both technical and commercial.
• Natural self-starter with extensive business contacts.
• Understands company vision and is able to translate it into a journey for themselves and team colleagues.

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.