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.
About the Job
Company:
YOKOGAWA
Yokogawa Electric Corporation is a Japanese multinational electrical engineering and software company with businesses based on measurement, control, and information technologies.
It has a global workforce of over 17,000 employees, 84 subsidiaries, and three affiliated companies operating in 55 countries. It has a wide range of products, including industrial automation, test and measurement hardware, and software.
Work Location:
YOKOGAWA INDIA LIMITED, Bangalore
Yokogawa India Limited, incorporated in 1987, is an affiliate of Yokogawa Electric Corporation, Japan, having strong marketing and service network across India. Yokogawa India excels in turnkey project execution in Process Automation and Enterprise Integration with core competencies in:
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Design and Engineering of Process Control Systems
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Implementation of Extended Enterprise Applications
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Web-enabling & Enterprise Application Integration
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Manufacturing Execution Systems Software Development
Today, Yokogawa India is a comprehensive solutions provider with a state-of-art global engineering center and manufacturing center for systems & field instruments in Bangalore. A dedicated global engineering center supports Yokogawa for projects worldwide.
As a company, our goal is to contribute to society through broad-ranging activities in measurement, control, and information. Individually, we aim to combine good citizenship with the courage to innovate.
Job Purpose:
The purpose of EPC Business Development Manager is to drive and manage growth of IA business with domestic and international EPCs (Engineering, Procurement and Construction) which have established large organization for the design, procurement and commissioning of domestic and international projects in India. This position shall focus on developing and sustaining strong relationship with key EPC clients, identifying short to mid term business opportunities, and ensuring the successful execution of sales strategies in line with the operational sales plan and the agreed personal and/or team’s target.
Job Title:
Skills and Competency
Technical expertise
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Basic knowledge and experience in oil & gas, refinery and petrochemical, fertilizers, power and renewable energy, clean energy (i.e. green hydrogen, green ammonia, SAF, CCS/CCUS)
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Understanding of product, system and application in an industrial automation domain
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Ability to articulate technical concepts clearly during the discussions with clients
Sales and stakeholder management
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Expertise in building and executing sales strategies tailored to EPC’s complex opportunities
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Interpersonal skills to build trust and maintain relationships with key stakeholders, including clients and Yokogawa internal teams.
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Strong influencing and proactive decision-making skills to drive favourable outcomes
Market and competitive awareness
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Capability to handle multiple sales opportunities and bidding process simultaneously
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Ability to collect and analyse market trends and direct knowledge from clients, and provide strategic insights to sales and business units
Others
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Exceptional verbal and written communication skills for effective client engagement and reporting
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Proficiency in preparing and/or leading the delivery of adequate technical presentations
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Collaborative mindset to ensure alignment with internal stakeholders and achieve shared goals
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Flexibility to work across diverse geographies and with multi-functional teams as well as timely visit to customers
Job Grade:
Above M1
Work Type:
Full time
Division / Function:
IA Business
Job Role
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To play a critical role for understanding client needs, opportunity pipeline management, business strategy, positioning Yokogawa as preferred partner against competitors, proactive introduction of Yokogawa solutions tailored to respective EPCs as per the direct requirement and potential expectation to be assumed.
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To develop close collaboration with internal stakeholders to meet customers requirements, ensure satisfaction, and achieve sales and revenue target within EPCs.
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To expand YIL’s footprints in YIL territories where EPC companies undertake projects, building long-term relationship, and driving the YIL’s overall success and growth in this strategic sector.
Key Responsibilities
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Understand customer’s needs and business / projects / investment plan for our short to mid term actions
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Monitor competitor’s activities toward EPCs during the sales process and provide actionable feedback for front-end sales persons to refine tactical approaches
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Identify the stakeholders of each EPCs , asses the influences of decision-making processes, develop trust with key stakeholders to positively influence decisions in favour of Yokogawa and increase the relationship network up to C-Level
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Map the main projects ecosystem (End users, OEMs, Integrators, etc.) and share the information with relevant colleagues to generate additional opportunities for Yokogawa.
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Guide Yokogawa internal stakeholders to increase the business from respective EPCs with sales strategy sourced from direct knowledge from customers and market information.
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Secure close coordination with front-end sales persons to approach end users which respective EPCs are involved
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Interact and coordinate with all the Yokogawa organizations worldwide for international projects to maximize our scope
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Provide and/or organize technical presentations with the support from internal stakeholders to demonstrate how Yokogawa’s solution can contribute to customer’s direct and potential expectation
Reporting to:
Satoshi Mukade
Direct Reports:
Avnish Garg
Education:
Graduate in Engineering - preferably in Instrumentation Engineering / Computer Engineering / Electronics / Electrical
Experience:
15 to 20 years of experience in sales roles, preferably handling EPC accounts for instrumentation and automation products
Additional Information:
Example of international EPC well established in India:
Technip FMC, Toyo India, Saipem, McDermott, Bechtel, Flour, Tractebel, JGC, Larsen & Toubro, Thyssen Krupp, Aker Solutions, Tecnimont, JFE Engineering India, Kanadevia, Samsung
Signature:
YIL HR
Yokogawa India Limited is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
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.
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