Account Manager Installed Base in Aberdeen

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.

Yokogawa UK Ltd seeks an Account Manager with Business Development skills to deliver growth opportunities with existing clients. We are searching for professionals that have a strong track record of creating long-term value for organisations. A leader who understands how to leverage industry and market data to capitalise on business trends and opportunities. We are looking for account managers who are customer-obsessed and ready to solve the changing needs of our clients, including understanding their business needs, and building concrete business cases with compelling return on investment outcomes.

As an Account Manager, your role will predominantly be out on the road in the installed base accounts whereby you will be responsible for managing your own territory/accounts (covering the region Aberdeen and Offshore Assets). You will be responsible for generating new leads as well as working with existing account managers in other business functions to help develop Yokogawa Solutions to meet client needs in a variety of industries across the UK&I. Reporting to the Sales Manager, your remit will include:

• Leverage key best practices to drive and successfully sell new business opportunities; build and effectively manage prospects to drive business development
• Defining go to market and win strategies, taking input from consultants and business leaders
• Understanding of the competition in the marketplace and new technologies and services that create market opportunities
• Focus on selling Yokogawa systems including Centum VP, Prosafe RS and Prosafe SLS technologies and services alongside the full digital solutions suite including cyber security, Alaram Management, Control of work, and an array of software solutions
• A focus on the existing accounts to grow the installed base
• Collaborate with internal resources and external network to prioritise and penetrate key accounts; quickly build relationships with key stakeholders to drive business
• Identifying and developing strategic partnerships and alliances to secure business opportunities
• Identifying business challenges for the targeted accounts and formulate solutions to address customer’s need
• Provide support to the marketing team to develop marketing campaigns which promote Yokogawa technology/solutions in market
• Attend, network and present at relevant industry events to generate business leads
• Manage forecast accuracy on a monthly/quarterly/annual basis

What will I need to be considered for this Account Manager vacancy?

• Bachelor's degree (Preferred) in a relevant science, engineering or information systems discipline
• Solid business acumen and relevant industry expertise in industries such as oil & gas, chemicals, food and beverage and pharmaceuticals
• Proven consultative sales experience in high technology (services, software, or hardware)
• Excellent negotiation skills, proven track record of successfully pitching for new business
• B2B sales experience in consulting, software solutions and/or value-added services
• Experience in selling process systems into end user accounts
• Experience of selling process safety systems into end user accounts
• Ability to prospect and develop C-level and senior-level relationships within medium to large enterprises
• Ability to solve complex problems and successfully manage ambiguity and unexpected change
• Highly developed communication and literacy skills to convey technical solutions in terms of commercial value and benefit-driven delivery
• Well organised with previous experience of using CRM systems
• A positive self-starter with drive to achieve results in a friendly manner, but at the same time maintain quality and standards

What we promise to offer:

• Competitive salary, level depending on experience, plus incentive package
• Standard working hours are Monday to Thursday 8:30am to 5:00pm, Friday 8:30am to 4:30pm. Flexibility will be required to meet customer and business needs
• Superb benefits including car allowance, company pension contribution up to 12.5% dependent upon criteria, private medical insurance and healthcare scheme, 25 days holiday plus bank holidays with increments based on length of service

This is a permanent position, home based covering the region of Aberdeen and Offshore Assets for Yokogawa Installed Base.

Due to the nature of our business, please be advised at the offer of employment stage we will carry out Disclosure and Barring Service (DBS), Education, Employment and Right to Work checks on all candidates. An assessment may be part of the interview process. 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.