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.
RESPONSIBILITIES
- Functional Strategy Formation
Lead the development and implementation of strategy for a business area or significant function, anticipating mega-trends and complex challenges and opportunities, and ensuring integration with wider corporate strategy.
- Strategy Formation and Implementation
Develop the strategy for a business area of significant function, anticipating mega-trends and complex challenges and opportunities. Ensure the strategy is successfully implemented and meets long-term business needs.
- Customer Relationship Management / Account Management
Develop and oversee customer relationship strategy, including identification of key customer networks, alliances, and strategies to build customer intimacy and loyalty. May personally manage relationships with the most strategic clients and customers.
Hold overall responsibility for designing, developing and delivering the organization's sales strategy.
- Sell Customer Propositions
Review high-value proposed customer contracts to evaluate commercial risk; identify and resolve areas of concern and authorize sign-off.
- Customer Relationship Development / Prospecting
Develop and maintain personal relationships with corporate senior executives of strategic potential accounts to facilitate business acquisition and retention.
Lead the development of annual and longer-term business plans for a significant function or small local business, ensuring alignment with strategy; quantify business outcomes (i.e. revenues or other Key Performance Indicators (KPIs)) and resource budgets (financial and headcount); and ensure integration of key activities or projects across the organization.
Set and communicate the strategy for achieving the organization's mission, vision and values within a function, together with the broad actions needed to implement it; inspire a large or diverse workforce to commit to these and to doing extraordinary things to achieve the organization's business goals.
Take responsibility for setting and managing area budgets so they align with organizational strategy.
Identify and manage stakeholders up to top management level, finding out their needs/issues/concerns and reacting to these by leading and coordinating the development of stakeholder engagement plans to support the communication of business information and decisions.
Manage and report on the performance of the function / business area; set appropriate performance objectives for direct reports and hold them accountable for achieving these; take appropriate corrective action where necessary to ensure the achievement of annual business objectives.
- Organizational Capability Building
Identify the capabilities needed to meet the current and emerging business needs of a significant business area. Evaluate current capabilities, identify gaps, and prioritize development activities. Motivate others to develop their capabilities and fulfill their personal potential. Build capabilities elsewhere in the organization through mentoring and other informal methods.
Behavioral Competencies
Sees ahead to future possibilities and translates them into breakthrough strategies. For example, is a strong big-picture thinker; makes frequent, clear references to the organization's vision and strategy and the efforts required to drive them forward. Effectively integrates long-term opportunities and challenges with day-to-day activities.
Applies knowledge of business and the marketplace to advance the organization's goals. For example, ensures that the team understands and discusses relevant industry changes. Gives strong messages about how people's efforts make a difference to the broader organization.
Builds strong customer relationships and delivers customer-centric solutions. For example, supports efforts to build customer satisfaction, loyalty, and commitment, and secures organizational resources to do so. Creates partnerships with customers; identifies some ways to build and strengthen these relationships.
Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, asks questions to encourage others to think differently and enrich their analyses of complex situations. Accurately defines the key elements of complex, ambiguous situations.
Consistently achieves results, even under tough circumstances. For example, creates a feeling of energy and an emphasis on excellence in the team, using productive behaviors. Builds a strong sense of urgency to exceed goals and beat deadlines. Ensures that the team pushes through obstacles and establishes a superior track record.
- Drives Vision and Purpose
Paints a compelling picture of the vision and strategy that motivates others to action. For example, is a strong champion for the organization's vision; energizes people to commit to this long-term direction. Regularly and enthusiastically describes how people's efforts make a difference.
Skills
Applies expertise to act as the organizational authority on developing appropriate plans or performing necessary actions based on recommendations and requirements.
Uses expertise to act as organizational authority on planning, organizing, prioritizing and overseeing activities to efficiently meet business objectives.
- Knows the Buying Influences
Applies expertise to act as an authority to accurately identify and understand the key buying influences pertaining to an opportunity.
Uses expertise to act as organizational authority on strategic planning.
Operates as a recognized expert to shift into and out of a mental mindsets associated with assessing the facts and circumstances of the current situation and/or environment and making the appropriate/innovative adjustments to thinking and work habits to thrive in any scenario. Typically known as a subject matter authority.
Acts as the organization's authority and established expert to develop solutions based on an understanding of the business environment and objectives.
- Customer-Focused Approach
Applies expertise to act as an authority to orient the seller's organization around delivering to the key needs of their customers.
- Initiates Compelling Sales Conversations
Applies expertise to act as an authority to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client.
- Manages Buyer Indifference
Applies expertise to act as an authority to acknowledge and ask questions to understand the circumstances surrounding client indifference.
- Negotiates Strategically/Tactically
Applies expertise to act as an authority to facilitate the commercial details of an opportunity such that both parties are satisfied with the value gained.
- Policy Development and Implementation
Uses expertise to act as organizational authority on developing and implementing policies.
Uses expertise to act as the organizational authority on managing projects and/or programs within desired cost, time and quality parameters.
- Understands Issues/Motivations
Applies expertise to act as an authority to quickly identify and accurately articulate why a client does or does not want a change based on their business objectives and challenges.
Acts with expertise as the organization's authority on using clear and effective verbal communications skills to express ideas, request actions and formulate plans or policies.
Applies expertise to act as an authority to quickly and effectively establish trust within the buying centers in the client’s organization.
Applies expertise to act as an authority to arrive at mutually beneficial commitments that help move the sales/client relationship forward.
- Customer and Market Analysis
Applies expertise to serve as the organizational authority on conducting research and analyzing data in order to develop a comprehensive understanding of customer and market conditions that enables maximum return on investments.
- Effectively Presents Solutions
Applies expertise to act as an authority to clearly present solutions that link directly to the key objectives and challenges important to the client.
Applies expertise to act as an authority to explore the depth and breadth of a problem, draw out the implications of not changing, and help clients self-discover and articulate the value of a solution.
- Maintains the Relationship
Applies expertise to act as an authority to continuously provide effective solutions and value to the client's organization.
Applies expertise to act as an authority to acknowledge a client's indifference and gain agreement from the client to discover the root causes of resistance.
- Navigates Customer Challenges
Operates as a recognized expert to navigate conversations in which the customer is frustrated or unhappy with the organization. Typically known as a subject matter authority.
Negotiates as the organizational authority and established expert to help the organization by obtaining consensus between two or more internal or external parties who may have different interests.
Uses expertise to act as the organizational authority on developing, monitoring, interpreting and understanding policies and procedures, while making sure they match organizational strategies and objectives.
- Strategic Planning and Analysis
Applies expertise to act as an authority to help the client prioritize their business objectives and challenges.
- Strengthens Customer Connections
Operates as a recognized expert to connect with customers to strengthen the relationship, meeting personal needs through positive customer experiences. Typically known as a subject matter authority.
- Understands Buying Influencer Needs
Applies expertise to act as an authority on quickly and accurately defining the needs of the key buying influencers.
- Understands Customer Needs
Applies expertise to act as an authority to articulate the customer needs in the customer's business language and business context.
- Understands the Buying Process
Applies expertise to act as an authority to align the client's sales process with their organization's sales process, including the key influencers/sales team members when appropriate.
Operates as a recognized expert to orient work in a workflow to plan, organize, and execute the steps it takes to achieve a goal to achieve higher efficiencies. Typically known as a subject matter authority.
Education
BE/BTech or Higher
General Experience
Experience : 15-20 Years
Connect with Customers in North Region and to have connect with all PSU offices in that region. Understand well region of UP< Delhi, Haryana, Punjab, MP, Uttarakhand and also the customers in that region. Should have adequate knowledge of Control system, Products and Analyzers. Should be able to lead the team.
Managerial Experience
Experience of interpreting strategy and policy in order to set and deliver objectives within medium to long time frames (Over 15-20 years)
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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