Senior Account Manager

Overview Not just a job, but a career. Yokogawa is a leading provider of industrial automation, test and measurement, information systems and industrial services in several industries. We aim 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 offer great career opportunities to grow in a truly global culture where respect, value creation, collaboration, integrity, and gratitude are highly valued and exhibited in everything we do.

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 likely to include mid-tier companies, multinational corporates and similar.

Customer Relationship Management / Account Management : Develop and implement relationship management plans for complex existing 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. 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 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 gathered through research and / or direct customer contact into the CRM system to ensure quality data for customer retention and business development activities, or ensure team members maintain up-to-date CRM data and resolve issues.

Sales Opportunities Creation : Develop a personal network within the sales territory and represent the organization at trade shows and other events to identify opportunities, promote the organization, and enhance its reputation.

Operational Compliance : Maintain deep knowledge of the organization's policies and procedures and regulatory codes; ensure own work adheres to required standards. Identify non-compliance patterns within the team and take action to report and resolve them, escalating as appropriate.

Personal Capability Building : Develop own capabilities through assessment, development planning, training and coaching; pursue external accreditation where relevant; maintain an in-depth understanding of technology and industry best practices via ongoing education.

Behavioral Competencies

Customer Focus : Builds strong customer relationships and delivers customer-centric solutions, adjusting approach to meet customer needs and improve service.

Business Insight : Applies knowledge of business and marketplace to advance organizational goals; monitors market changes and uses them to shape decisions.

Manages Complexity : Makes sense of complex information to solve problems; considers multiple angles and root causes.

Collaborates : Builds partnerships and works collaboratively to meet shared objectives; values input from others.

Skills

Verbal Communication : Clear and effective verbal communication to express ideas and plans.

Customer-Focused Approach : Guides the seller's organization to deliver key customer needs.

Initiates Compelling Sales Conversations : Proposes value-focused sales conversations with a mutually agreed agenda.

Knows the Buying Influences / Buying Influencer Needs : Identifies key buying influences and defines their needs.

Maintains the Relationship / Expands the Service : Continuously provides value and grows account opportunities through cross-sell and up-sell.

Planning and Organizing / Strategic Planning and Analysis : Plans, prioritizes, and analyzes to meet objectives and help clients prioritize challenges.

Education Bachelor's Degree or Equivalent Level

Experience General Experience : 3 to 6 years. Managerial Experience : 13 months to 3 years, supervising and directing people and resources to achieve end results within limited timeframes.

Yokogawa is an Equal Opportunity Employer. Yokogawa seeks a diverse, equitable and inclusive culture. We actively recruit, develop, and promote people from varied backgrounds and do not discriminate based on race, color, age, sex, gender identity and expression, sexual orientation, religion, belief, political opinion, nationality, ethnicity, place of origin, disability, family status, or any other characteristic. We value differences and enable everyone to belong, contribute, succeed, and reach their full potential.

Are you being referred to one of our roles? If so, ask your connection at Yokogawa about our Employee Referral process!

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