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

Working as part of a team in the process consulting business line. Typical projects include Profit Improvement Programs, Strategic Analysis, Operational Excellence, Process troubleshooting and plant optimization, due diligence, and decarbonization projects.

Working directly with working-level clients supporting the project manager and/ or team, requires specific knowledge of product line and its applications, advising clients on specific technology and solutions by learning from consultant and/or senior consultant along with some understanding of the client's objectives, challenges and value proposition. Responsible for contributing to the team on specific domain during client projects.

This role requires a good understanding of basic chemical engineering principles, such as fluid dynamics, thermodynamics, conservation of mass, etc. Knowledge of simulation tools such as Petro-SIM or HYSYS would be advantageous. It will also be advantageous to have awareness or knowledge of enabling technologies required for Digital Transformation such as Machine Learning and other Artificial Intelligence technologies. 

The post holder will be required to work as part of a team. The successful candidate will have a willingness to travel as and when required, including on an international basis. Approximate travel requirement is 25%.

Responsibilities

• Customer Needs Clarification- Interview the customer, following a multilevel sales script, to clarify the customer's requirements.
• Customer Relationship Development / Prospecting- Make calls (by telephone or in person) to allocated potential customers to develop relationships. Provide a first point of contact for resolving customer queries and complaints.
• Customer Relationship Management (CRM) Data- Ensure that basic customer details held in the system are accurate and make notes of follow-up actions that have been promised, together with notes of actions taken during each sales call.
• Customer Relationship Management / Account Management- Make calls (by telephone or in person) to allocated existing customers to maintain relationships. Provide a first point of contact for resolving customer queries and complaints.
• Key Account Management- Provide day-to-day support on both new and existing accounts by performing prescribed and nonroutine account management activities. Help the account management team respond to more-complex customer inquiries.
• Operational Compliance- Develop working knowledge of the organization's policies and procedures and of regulatory codes and codes of conduct relevant to own work, adhering to mandatory procedures to ensure own work is undertaken to the required standards.
• Personal Capability Building- Develop and maintain excellent process or technical skills by participating in assessment and development planning activities as well as formal and informal training and coaching.
• Sales Opportunities Creation- Identify potential customers by using publicly available lists, such as trade directories and internet searches.
• Sell Customer Propositions- Identify a selection of products or services that may meet the customer's requirements, explain the product/ service features and standard terms of sale to the customer, and invite the customer to make a selection and purchase at the standard price/terms and conditions of sale.

Position Requirements

Behavioral Competencies:

• Customer Focus- Builds strong customer relationships and delivers customer-centric solutions. For example, probes deeply into customer needs to identify less obvious interests or expectations. Consistently goes above and beyond to understand customer requirements and surpass their expectations.
• Manages Complexity- Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, gathers basic information to understand a problem and find a solution. Seeks to understand and apply systematic problem-solving methods; distinguishes symptoms from underlying problems.
• Collaborates- Builds partnerships and works collaboratively with others to meet shared objectives. For example, learns how to operate as a team player, contributing actively to the group's efforts. Seeks others' inputs, appreciates their contributions; offers to help when the need is clear.
• Instills Trust- Gains the confidence and trust of others through honesty, integrity, and authenticity. For example, consistently adheres to organizational policies and practices, even when they are unpopular or inconvenient. Builds trust by honoring commitments and by being open and honest at work.

Skills:

• Customer-Focused Approach- Works with guidance (but not constant supervision) to orient the seller's organization around delivering to the key needs of their customers.
• Initiates Compelling Sales Conversations- Works with guidance (but not constant supervision) to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client.
• Manages Resistance- Works with guidance (but not constant supervision) to acknowledge a client's indifference and gain agreement from the client to discover the root causes of resistance.
• Understands Buying Influencer Needs- Works with guidance (but not constant supervision) to quickly and accurately define the needs of the key buying influencers.
• Understands Customer Needs- Works with guidance (but not constant supervision) to articulate the customer needs in the customer's business language and business context.
• Understands Issues/Motivations- Works with guidance (but not constant supervision) to articulate why a client does or does not want a change based on their business objectives and challenges.
• Knows the Buying Influences- Works with guidance (but not constant supervision) to accurately identify and understand the key buying influences pertaining to an opportunity.
• In-Depth Questioning- Works with guidance (but not constant supervision) 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.
• Navigates Customer Challenges- Works at an intermediate level to navigate conversations in which the customer is frustrated or unhappy with the organization. Typically works with guidance.
• Questions Strategically- Works with guidance (but not constant supervision) to uncover clients’ explicit needs and/or unforeseen opportunities and challenges.
• Strengthens Customer Connections- Works at an intermediate level to connect with customers to strengthen the relationship, meeting personal needs through positive customer experiences. Typically works with guidance.
• Builds Rapport- Works with guidance (but not constant supervision) to quickly and effectively establish trust within the buying centres in the client’s organization.
• Manages Buyer Indifference- Works with guidance (but not constant supervision) to acknowledge and ask questions to understand the circumstances surrounding client indifference.
• Account/Client Management- Works with guidance (but not constant supervision) to manage client accounts in a way that provides benefits both for the organization and its clients.
• Diagnoses Needs with Questions- Works with guidance (but not constant supervision) to ask questions that encourage the client to talk openly about their key objectives and challenges.
• Expands the Service- Works with guidance (but not constant supervision) to grow the value of the account through cross-sell and up-sell opportunities.
• Maintains the Relationship- Works with guidance (but not constant supervision) to continuously provide effective solutions and value to the client's organization.
• Pre-Call Preparation- Works with guidance (but not constant supervision) to carefully prepare for client interactions using established frameworks.
• Strategic Planning and Analysis- Works with guidance (but not constant supervision) to help the client prioritize their business objectives and challenges.

Education:

• BEng/ MEng in Chemical/ Process engineering is required

General Experience:

• Experience of base level refinery & petrochemical operations and economics is beneficial. Knowledge of core process technologies is a plus, including unique technologies such as lube oil production, resid hydro conversion, aromatics, and petrochemicals.
• Process simulation modeling skills are required, with skills in use of LP models and energy tools encouraged.
• Good organizational skills and ability to meet deadlines within budget and achievement of planned margins
• Excellent communication and interpersonal skills and the ability to deal with colleagues and clients professionally, with multiple language skills a plus
• Ability to work well in a team environment under supervision and willingness to assist others
• Display a high level of professionalism towards colleagues and as an ambassador of the company
• Must be a self-starter that demonstrates a flexible approach

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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