Sales Executive

Sales Executive

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.

The primary objective of this role is to drive and accelerate profitable growth for KBC's technology business across assigned countries and clients in the APAC region by consistently achieving or exceeding annual business targets.

The Sales Executive will play a critical role in advancing digital transformation and decarbonization efforts within the process industries by promoting and selling KBC's advanced solutions –including simulation, cloud-based technologies and consulting services.

Serving as the key client interface for assigned clients in the APAC market, this role is responsible for aligning client needs with KBC's value proposition, managing sales pipelines, and delivering tailored solutions that meet clients' business and operational objectives.

Responsibilities:

• Key Account Management - Manage and develop important customer relationships with guidance from senior colleagues, and/or manage an account team delivering day-to-day support. Customers are likely to include mid-tier companies, multinational corporations, and the like.
• Customer Relationship Management / Account Management - Develop and implement relationship management plans for complex existing customer accounts to identify and build relationships with relevant decisionmakers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Manage ongoing relationships with identified customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input.
• Customer Needs Clarification - Set clear objectives for each sales call or meeting; tailor standard materials to make presentations to decision-makers and influencers within the customer organization; and ask relevant questions to gather information, to evaluate the customer's level of interest, and to identify and respond to areas requiring further information or explanation.
• Sell Customer Propositions - Use personal expertise to identify the complex standard products and/or services offered by the organization that meet the customer's needs, together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions (e.g., price reduction) that gain the customer's agreement.
• Promoting Customer Focus - Collaborate internally and work as the customer champion in cross-functional teams to build strong external customer relationships.
• Customer Relationship Development / Prospecting - Develop and implement a relationship management plan for potential customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.
• Customer Relationship Management (CRM) Data - Enter customer information that has been gathered through research and/or through direct customer contact into the CRM system, to ensure that the organization has quality data to enable effective customer retention and business development activities.
• Sales Opportunities Creation - Develop a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation.
• Operational Compliance - Maintain and renew a deep knowledge and understanding of the organization's policies and procedures and of relevant regulatory codes and codes of conduct, and ensure own work adheres to required standards.
• Personal Capability Building - Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation, where relevant, to improve performance and fulfill personal potential. Maintain an in-depth understanding of technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.

Behavioral Competencies:

• Customer Focus - Builds strong customer relationships and delivers customer-centric solutions. For example, digs deeply into customer feedback and drives the innovations that can enable the organization to better meet customers' future needs. Frequently adjusts approach to ensure customer needs are met and to improve service.
• Business Insight - Applies knowledge of business and the marketplace to advance the organization's goals. For example, clearly understands how own activities relate to critical business drivers. Monitors business news and market changes for impact on the business or on own expertise area; uses this to shape decisions.
• Manages Complexity - Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, looks at complex issues from multiple angles; explores issues to uncover underlying issues and root causes; sees the main consequences and implications of different options.
• Collaborates - Builds partnerships and works collaboratively with others to meet shared objectives. For example, readily involves others to accomplish goals; stays in touch and shares information; discourages "us versus them" thinking; shows appreciation for others' ideas and input.

Skills:

• Manages Buyer Indifference - Works at an advanced level to acknowledge a client's indifference before continuing the sales call and asks questions to understand the circumstances surrounding the indifference. Typically works independently and provides guidance. Acknolwedges indifference, Probes for relevance to proceed, Probes to understand indifference, Identifies new needs or opportunities.
• Manages Resistance - Works at an advanced level to identify, address, and navigate opposition or reluctance effectively, fostering a collaborative environment and facilitating positive outcomes in the face of resistance. Typically works independently and provides guidance. Responds to client concerns, Seeks understanding before responding, Addresses objections, Follows up after resolution.
• Understands Customer Needs - Works at an advanced level to articulate customer needs in the customer's business language and business context. Typically works independently and provides guidance. Understands customer context, Uncovers customer Key Performance Indicators, Articulates customer objectives, Adds value to partnerships.
• Understands Issues/Motivations - Works at an advanced level to comprehensively grasp and analyze the underlying problems or motivations in a given context, enabling informed decision-making and effective solutions. Typically works independently and provides guidance. Adapts to changing goals/objectives, Maintains focus on win-win goal, Identifies key interests, Recognizes key negotiation points, Shares goals and recognizes value.
• Verbal Communication - Works at an advanced level to express ideas, request actions, formulate plans, & policies by means of clear and effective verbal communications. Typically works independently and provides guidance.
• Customer-Focused Approach - Works with full competence to orient the organization around delivering to the key needs of customers. Typically works without supervision and may provide technical guidance. Keeps customer at center of sale, Collaborates with customers, Elevates partner insights, Uses common terminology.
• Initiates Compelling Sales Conversations - Works with full competence to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client. Typically works without supervision and may provide technical guidance. Provides context for conversations, Proposes mutually valuable agenda, Leverages pre-call prep for partnerships, Confirms client understanding, Leverages pre-call prep, Adds value through perspective.
• Knows the Buying Influences - Works with full competence to accurately identify and understand the key buying influences pertaining to an opportunity. Typically works without supervision and may provide technical guidance. Identifies all buyers and their level of influence, Assesses each buyer's sense of urgency and readiness, Seeks to understand each buyer's desired business results and concerns, Assesses buyer feelings about the proposed solution, Secures a coach within the buyer organization to facilitate introductions and access, Leverages a strategic coach to support the partner relationship.
• Understands Buying Influencer Needs - Works with full competence to quickly and accurately define the needs of the key buying influencers. Typically works without supervision and may provide technical guidance. Seeks to understand buyer needs, Determines the root of buyer needs, Uncovers buyer's goals, Seeks buyer need priorities, Assesses channel relationship needs and expectations.
• Maintains the Relationship - Works at an advanced level to cultivate and sustain positive interpersonal connections, fostering trust, collaboration, and effective communication to support enduring professional relationships. Typically works independently and provides guidance. Monitors client value perception, Communicates successes and challenges, Makes measurable contributions.
• Navigates Customer Challenges - Works at an advanced level to navigate conversations in which the customer is frustrated or unhappy with the organization. Typically works independently and provides guidance. Listens nondefensively to angry/upset customers, Defuses customer tension, Explains and addresses customer issues,