Business Development Executive

Business Development Executive (Consulting Sales) 1 day ago Be among the first 25 applicants Not just a job, but a career 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. Job Purposes As a Principal Business Development Executive, the main objective is to develop and accelerate profitable growth in KBC’s consulting/solution business in the South American market and/or key accounts by leading the identification, development and closing business with target clients through: Utilising a strategic, customer‑centric mindset and value‑based approach to sell KBC consulting and integrated solutions (KBC Consulting / Technology and Yokogawa solutions) across the KBC portfolio of: Decarbonization Process Optimization Value Chain Optimization Digital and Asset Transformation / Operation Performance Improvement Asset Management Strategy Leveraging and coordinating with the wider KBC organization and Yokogawa RHQs as required to achieve the above Coordinating with regional business development leads, consulting solution leads and project delivery teams to ensure opportunity potential for KBC is maximized on each opportunity Ensuring that the regional consulting sales targets are met and a strong pipeline is in place to ensure future success Responsibilities Business Development – Participate in formulating the strategy and identifying, evaluating, and structuring key transactions to ensure continued financial health and maximum value creation through the entire 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 a relationship management plan for strategic, complex potential accounts to build key relationships at local and national levels. Coordinate the engagement of own organization with the customer organization to ensure effective two‑way flow of information and resolution of issues. Customer Needs Clarification – Consult with a range of customer representatives at different levels to identify the outcomes they require, introducing relevant internal specialists and utilizing their expertise to gather and analyze complex customer data, clarify medium‑ to long‑term customer needs, and develop and agree to a specification of customer requirements. Sales Opportunities Creation – Develop a personal network of senior managers within the business sector and represent the organization at business sector events. Obtain market intelligence, promote the organization, and enhance its reputation. Sell Customer Propositions – Lead a cross‑functional internal team (e.g., technical, commercial, and legal) to configure a complex tailored or bespoke product‑and‑services solution and associated contractual terms that meet the customer's mid‑ to long‑term needs at a national/key operating‑unit level. Negotiate agreement with the customer and internally with commercial colleagues to ensure that customer requirements are met at an acceptable level of profitability and cash flow, or, alternately, review and authorize complex sales proposals from team members that deviate from standard terms, escalating issues to senior management where appropriate. Promoting Customer Focus – Develop internal marketing plans and work collaboratively with other departments to improve internal relationships and build strong external customer relationships. 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 Relationship Management (CRM) Data – Oversee the implementation and maintenance of the CRM system within the area of responsibility, identifying and communicating opportunities for system improvement that may enhance the management of customer relationships. Operational Compliance – Monitor and review performance and behaviors within area of responsibility to identify and resolve noncompliance with the organization's policies and relevant regulatory codes and codes of conduct. Personal Capability Building – Act as subject matter expert in an area of technology, policy, regulation, or operational management for the team. Maintain external accreditations and in‑depth understanding of current and emerging external regulation and industry best practices through continuing professional development, attending conferences, and reading specialist media. Position Requirements Behavioral Competencies – Customer Focus – Builds strong customer relationships and delivers customer‑centric solutions. Manages Complexity – Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. Business Insight – Applies knowledge of business and the marketplace to advance the organization's goals. Instills Trust – Gains the confidence and trust of others through honesty, integrity, and authenticity. Drives Results – Consistently achieves results, even under tough circumstances. Collaborates – Builds partnerships and works collaboratively with others to meet shared objectives. Skills – Customer‑Focused Approach – Uses comprehensive knowledge and skills to act independently while guiding and training others to orient the seller's organization around delivering to the key needs of their customers. Education – Master's Degree or Equivalent Level General Experience – Strong sales/commercial and delivery background, and a good understanding of the hydrocarbon industries. A deep understanding of sales processes, and opportunity management, is essential. You will have a proven, successful track record of selling high value, complex industrial, preferably process simulation software into the energy and chemicals sectors. Experience in working in a client‑facing role and proactively managing client relationships. Proven ability to develop new and grow relationships within an existing client base at a senior/executive level. Proven track record of engaging with and presenting to senior stakeholders. You will have a proven ability to work with internal teams, to craft compelling solutions to customer needs, both technical and commercial. Natural self‑starter with extensive business contacts. Understands company vision and is able to translate it into a journey for themselves and team colleagues. 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 #J-18808-Ljbffr