ACCOUNT MANAGER - NORTHEAST

Account Manager, Northeast Territory

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 is on the move, transforming itself from IA to IA with advanced technologies allowing devices, equipment, business and production systems or even entire plants to operate autonomously. To help our customers keep pace with rapid advances in technology and an ever-changing business environment, Yokogawa provides solutions and services that will enable a digital transformation (DX) in their businesses, and is preparing the way for a future in which industries will make the transition from industrial automation to industrial autonomy (IA2IA). Bring your whole self to work each day and realize your greatest potential by enabling our customers to achieve world-class operational excellence! Join the transformation!

Yokogawa is seeking an Account Manager, Northeast Territory with two main responsibilities:

First, the Account Manager, Northeast Territory will maintain and expand relationships with Strategic Customers (End Users and EPCs) from a corporate perspective. Secondly, they will build and leverage relationships across the customer enterprise in functional areas such as Engineering, Manufacturing and Maintenance. The objective is to understand your customer's business objectives to align with Yokogawa capabilities and solutions. In this role, you will lead other Yokogawa key contributors in an overall strategy to implement solutions that will contribute to customer business objectives in a way that is meaningful and measurable. Increase Yokogawa business footprint in an assigned group of accounts as well as expose new and existing customers to Yokogawa solutions where they may have none or utilize a competitive offering.

Duties/Results

• Create and maintain a Regional coverage strategy in collaboration with key stakeholders in the region.
• Set the strategic direction for identified corporate accounts including specific objectives and metrics for growth and profitability; Develop, track and achieve target KPI's for corporate accounts.
• Develop and implement formalized business plans for designated accounts to outline available opportunities, which increase new business and expansion opportunities.
• Build and maintain strong customer relationships at selected corporate customers at multiple organizational levels and multiple locations.
• Build, develop and lead account teams committed to Yokogawa's vision and values.
• Provide feedback to marketing and other supporting functions regarding market trends and other factors affecting sales.
• Initiate proposals and negotiate through delivery with customers and internal resources to reach long-term business objectives.
• Conduct forecast and pipeline review meetings with account teams, Ensure lead generation and pipeline growth will sustain revenue targets.
• Participate in regular reviews for all assigned Accounts to review progress against commitments including performance to plan, CRM pipeline size & quality, CRM utilization, and accounts receivable as necessary.
• Utilize the tools and processes to meet and exceed your annual targets within your assigned territory/account base (CRM, Forecasting, Account planning etc.).
• Work to ensure timely and thorough administration of current Account contracts
• Responsible for maximizing YCA product portfolio with assigned customers through a "Demand Creation" process.
• Contribute to the growth of YCA by playing an active and communicative role as a member of the YCA Team.

Specifications

Education/Experience:

• Bachelor's degree in Engineering / Engineering Technology Preferred (Mechanical or Electrical a plus). Equivalent experience will be considered in lieu of a technical degree.
• 5+ years in the industrial automation industry selling integrated/network-based production control systems and safety instrumented systems and services.
• This position is best filled by someone located in the Northeast United States with a firm understanding of Process Automation/Process Control in both discrete and continuous manufacturing. The best candidate will have experience with technologies such as DCS, SIS, PLC's, SCADA as well as methods of measuring pressure, temperature and flow and analytical systems. Ideally this candidate will have familiarity with customer organizations such as Operations, Engineering and Maintenance in industries such as Refining, Petrochemical, Oil and Gas and Power Generation.

We are interested in every qualified candidate who is eligible to work in the United States, however, we are not able to sponsor visas.

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!