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Yokogawa · 1 month ago

Sales Executive - Upstream Technology

Sugar Land, TX

Full-time

Onsite

Mid, Senior Level

Yokogawa is a leading provider of industrial automation and information systems, aiming to support the energy transition and sustainability goals. The Sales Executive will be responsible for designing and executing sales strategies to expand KBC’s presence in the upstream sector, influencing production optimization and digital transformation.

ElectronicsManufacturing

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 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 a relationship management plan for strategic, complex potential accounts to build key relationships at local and national levels. Coordinate the engagement of KBC 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 mid- to long-term customer needs, and develop and agree to a specification of customer requirements

Sales Opportunities Creation - Actively create and drive new business opportunities by engaging directly with potential clients, attending industry events, and building a strong personal network of senior decision-makers. Represent the Company externally to uncover client needs, gather valuable market intelligence, and position the company as a trusted, forward-thinking partner. Through strategic outreach and consistent presence in the business community, enhance the Company’s reputation and fuel sustainable growth

Sell Customer Propositions - Lead a cross-functional internal team (for example, 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 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 customer relationship management 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 non-compliance with the Company'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

Qualification

Sales Strategy DevelopmentBusiness DevelopmentCustomer Relationship ManagementUpstream Market ExperienceCommercial Software SalesTechnical KnowledgeVerbal CommunicationNegotiation SkillsCollaborationCustomer Focus

Required

Bachelor's Degree or Equivalent Level in a related field

Previous experience in any of production engineering, petroleum engineering, facilities engineering, geoscience, consulting or commercial software sales in the Upstream market (either with a producer or service company) is required

Demonstrated experience in Upstream commercial deals in a business development role is essential

Proven success selling commercial software and/or consulting solutions to the Upstream sector - ideally related to production optimization, process simulation, energy management, and digitalization – 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