Yokogawa
Overview
Business Development Executive - Upstream. Yokogawa is a leading provider of industrial automation, test and measurement, information systems and industrial services across multiple industries. The company aims to shape a better future by supporting the energy transition, (bio)technology, artificial intelligence, and industrial cybersecurity, and by contributing to the United Nations sustainable development goals. About The Team
Our 18,000 employees work in over 60 countries with a corporate mission to "co-innovate tomorrow". We offer global career opportunities in a culture that values respect, value creation, collaboration, integrity and gratitude. Shape the Future of Decarbonization and Digital Transformation with KBC
KBC (A Yokogawa Company) provides process optimization and energy solutions to the oil & gas, refining, petrochemical, and polymer industries. Our integrated solutions focus on decarbonization and net-zero goals, helping clients achieve operational excellence, sustainability and profitability. Job Purpose
Responsible for designing and executing a comprehensive sales strategy to expand KBC’s presence in the upstream sector. Actively influences Production Optimization, Digital Transformation, Asset Management, Automation and Decarbonization by enabling the adoption and implementation of KBC’s Consulting and Technology Solutions, Simulation, Analytics and cloud technologies. Serve as the client expert within the Americas geo-market, coordinating with internal teams to set strategy and close sales for each client. Manage the internal team to execute the sales strategy and deliver commercial targets. Advance upstream sales and business development by building strategic relationships and aligning client needs with KBC’s value proposition, while managing the deals pipeline and defining tailored solutions that meet customers’ business and operational goals. Responsibilities
Business Development - Formulate strategy and identify, evaluate, and structure key transactions to maximize value through the entire sales engagement and product life cycle. Transactions may involve alliances, collaborations, mergers and acquisitions, in- and out-licensing initiatives, and other activities. Customer Relationship Development / Prospecting - Develop and implement relationship plans for strategic, complex potential accounts and coordinate engagement with the customer organization to ensure effective information flow and issue resolution. Customer Needs Clarification - Consult with customer representatives to identify outcomes, gather and analyze data, clarify mid- to long-term needs, and develop specifications of requirements. Sales Opportunities Creation - Create and drive new business opportunities by engaging with potential clients, attending industry events, and building a network of senior decision-makers. Represent the company to uncover needs, gather market intelligence, and position as a trusted partner. Sell Customer Propositions - Lead cross-functional teams to configure tailored solutions and negotiate terms that meet customer needs while ensuring profitability. Promoting Customer Focus - Develop internal marketing plans and collaborate with other departments to strengthen internal and external relationships. Customer Relationship Management / Account Management - Manage plans for complex existing accounts, build relationships with decision makers, and ensure effective two-way communication and issue resolution. CRM Data - Oversee CRM implementation and maintenance within responsibility area and identify opportunities for system improvement. Operational Compliance - Monitor performance to ensure compliance with company policies and regulatory codes. Personal Capability Building - Act as subject matter expert and maintain external accreditations and understanding of current regulations and best practices. Position Requirements
Behavioral Competencies
Customer Focus - Build customer relationships and deliver customer-centric solutions. Manages Complexity - Solve problems using complex information and clear questioning. Business Insight - Apply knowledge of business and market to support company goals. Instills Trust - Demonstrate honesty, integrity and high ethical standards. Drives Results - Achieve bold goals with persistence and timely delivery. Collaborates - Build partnerships and work with others toward shared objectives. Skills
Customer-Focused Approach - Guide the seller’s organization to meet customer needs. Initiates Compelling Sales Conversations - Propose value-driven sales conversations. Knows the Buying Influences - Identify and understand key buying influences. Manages Buyer Indifference - Address client indifference and understand circumstances. Understands Buying Influencer Needs - Define needs of key influencers. Verbal Communication - Communicate ideas clearly and effectively. Builds Rapport - Establish trust within client organizations. Commercial Acumen - Apply business understanding to develop solutions. In-Depth Questioning - Explore problem depth and implications. Manages Resistance - Acknowledge and address client resistance. Navigates Customer Challenges - Manage conversations with frustrated clients. Questions Strategically - Uncover explicit needs and opportunities. Strengthens Customer Connections - Build and maintain customer relationships. Understands Customer Needs/Issues - Articulate needs and motivations in business terms. Closes Effectively - Reach mutually beneficial commitments. Customer and Market Analysis - Conduct research to understand conditions for ROI. Diagnoses Needs with Questions - Elicit client objectives and challenges. Effectively Presents Solutions - Link solutions to key objectives. Managing Change - Maintain performance during change. Negotiates Strategically/Tactically - Facilitate value-focused commercial details. Policy and Procedures - Guide on policies aligned with company objectives. Pre-Call Preparation - Prepare client interactions using established frameworks. Prospecting - Identify ideal potential clients. Qualifying - Assess opportunity size and potential. Education
Bachelor's Degree or Equivalent Level in a related field. Degree in Petroleum Engineering, any other relevant branch of Engineering or Geoscience preferred. General Experience
Experience in production engineering, petroleum engineering, facilities engineering, geoscience, consulting or commercial software sales in Upstream markets is required Demonstrated experience in Upstream commercial deals in a business development role Proven success selling commercial software and/or consulting solutions to Upstream sector is a plus Experience managing senior relationships within enterprise accounts Ability to translate technical offerings into high-level business outcomes Skilled in long sales cycles, opportunity management and stakeholder engagement Proactive and networked self-starter with an entrepreneurial mindset 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! Seniority level
Mid-Senior level Employment type
Full-time Job function
Business Development and Sales Industries: Automation Machinery Manufacturing Referrals increase your chances of interviewing at Yokogawa by 2x
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Business Development Executive - Upstream. Yokogawa is a leading provider of industrial automation, test and measurement, information systems and industrial services across multiple industries. The company aims to shape a better future by supporting the energy transition, (bio)technology, artificial intelligence, and industrial cybersecurity, and by contributing to the United Nations sustainable development goals. About The Team
Our 18,000 employees work in over 60 countries with a corporate mission to "co-innovate tomorrow". We offer global career opportunities in a culture that values respect, value creation, collaboration, integrity and gratitude. Shape the Future of Decarbonization and Digital Transformation with KBC
KBC (A Yokogawa Company) provides process optimization and energy solutions to the oil & gas, refining, petrochemical, and polymer industries. Our integrated solutions focus on decarbonization and net-zero goals, helping clients achieve operational excellence, sustainability and profitability. Job Purpose
Responsible for designing and executing a comprehensive sales strategy to expand KBC’s presence in the upstream sector. Actively influences Production Optimization, Digital Transformation, Asset Management, Automation and Decarbonization by enabling the adoption and implementation of KBC’s Consulting and Technology Solutions, Simulation, Analytics and cloud technologies. Serve as the client expert within the Americas geo-market, coordinating with internal teams to set strategy and close sales for each client. Manage the internal team to execute the sales strategy and deliver commercial targets. Advance upstream sales and business development by building strategic relationships and aligning client needs with KBC’s value proposition, while managing the deals pipeline and defining tailored solutions that meet customers’ business and operational goals. Responsibilities
Business Development - Formulate strategy and identify, evaluate, and structure key transactions to maximize value through the entire sales engagement and product life cycle. Transactions may involve alliances, collaborations, mergers and acquisitions, in- and out-licensing initiatives, and other activities. Customer Relationship Development / Prospecting - Develop and implement relationship plans for strategic, complex potential accounts and coordinate engagement with the customer organization to ensure effective information flow and issue resolution. Customer Needs Clarification - Consult with customer representatives to identify outcomes, gather and analyze data, clarify mid- to long-term needs, and develop specifications of requirements. Sales Opportunities Creation - Create and drive new business opportunities by engaging with potential clients, attending industry events, and building a network of senior decision-makers. Represent the company to uncover needs, gather market intelligence, and position as a trusted partner. Sell Customer Propositions - Lead cross-functional teams to configure tailored solutions and negotiate terms that meet customer needs while ensuring profitability. Promoting Customer Focus - Develop internal marketing plans and collaborate with other departments to strengthen internal and external relationships. Customer Relationship Management / Account Management - Manage plans for complex existing accounts, build relationships with decision makers, and ensure effective two-way communication and issue resolution. CRM Data - Oversee CRM implementation and maintenance within responsibility area and identify opportunities for system improvement. Operational Compliance - Monitor performance to ensure compliance with company policies and regulatory codes. Personal Capability Building - Act as subject matter expert and maintain external accreditations and understanding of current regulations and best practices. Position Requirements
Behavioral Competencies
Customer Focus - Build customer relationships and deliver customer-centric solutions. Manages Complexity - Solve problems using complex information and clear questioning. Business Insight - Apply knowledge of business and market to support company goals. Instills Trust - Demonstrate honesty, integrity and high ethical standards. Drives Results - Achieve bold goals with persistence and timely delivery. Collaborates - Build partnerships and work with others toward shared objectives. Skills
Customer-Focused Approach - Guide the seller’s organization to meet customer needs. Initiates Compelling Sales Conversations - Propose value-driven sales conversations. Knows the Buying Influences - Identify and understand key buying influences. Manages Buyer Indifference - Address client indifference and understand circumstances. Understands Buying Influencer Needs - Define needs of key influencers. Verbal Communication - Communicate ideas clearly and effectively. Builds Rapport - Establish trust within client organizations. Commercial Acumen - Apply business understanding to develop solutions. In-Depth Questioning - Explore problem depth and implications. Manages Resistance - Acknowledge and address client resistance. Navigates Customer Challenges - Manage conversations with frustrated clients. Questions Strategically - Uncover explicit needs and opportunities. Strengthens Customer Connections - Build and maintain customer relationships. Understands Customer Needs/Issues - Articulate needs and motivations in business terms. Closes Effectively - Reach mutually beneficial commitments. Customer and Market Analysis - Conduct research to understand conditions for ROI. Diagnoses Needs with Questions - Elicit client objectives and challenges. Effectively Presents Solutions - Link solutions to key objectives. Managing Change - Maintain performance during change. Negotiates Strategically/Tactically - Facilitate value-focused commercial details. Policy and Procedures - Guide on policies aligned with company objectives. Pre-Call Preparation - Prepare client interactions using established frameworks. Prospecting - Identify ideal potential clients. Qualifying - Assess opportunity size and potential. Education
Bachelor's Degree or Equivalent Level in a related field. Degree in Petroleum Engineering, any other relevant branch of Engineering or Geoscience preferred. General Experience
Experience in production engineering, petroleum engineering, facilities engineering, geoscience, consulting or commercial software sales in Upstream markets is required Demonstrated experience in Upstream commercial deals in a business development role Proven success selling commercial software and/or consulting solutions to Upstream sector is a plus Experience managing senior relationships within enterprise accounts Ability to translate technical offerings into high-level business outcomes Skilled in long sales cycles, opportunity management and stakeholder engagement Proactive and networked self-starter with an entrepreneurial mindset 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! Seniority level
Mid-Senior level Employment type
Full-time Job function
Business Development and Sales Industries: Automation Machinery Manufacturing Referrals increase your chances of interviewing at Yokogawa by 2x
#J-18808-Ljbffr