Business Development Executive - Consulting Sales

Overview

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.

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

Postholder will actively influence the Physical & Digital Transformation, and Decarbonization of the Process Industries by enabling implementation of KBC’s cutting edge consulting and technology solutions. The Senior Sales Executive is the client expert within the Caucasus & Central Asia-market and acts in conjunction with regional leadership and the internal teams to set the strategy, identify opportunities and close the sales for each target client.

Primary Responsibilities

• Meet / Exceed annual personal sales targets (Order Intake) as set by the Regional Head of Business Development.
• Support and Build/Maintain a Sales Pipeline greater than or equal to three times sales award target by continually seeking new sources of business
• Source, architect and structure large, multi-discipline project opportunities with target clients by applying a diagnostic sales approach.
• Ensure the incorporation of Software/Technology sales into Consulting sales is in line with overall targets set.
• Collaborate with other members of the KBC consulting and Yokogawa Total solutions and delivery teams, as required, to deliver integrated sales successes.
• Drive a culture of integrated collaboration and focusing on delivering a quality, value-based solution.

Detailed Responsibilities

• Business Development: Participate in formulating the strategy and identifying (i.e. generating sales pipeline greater than or equal to three times sales award target for given period), evaluating, and structuring key deals to ensure continued financial health and maximum value creation, for KBC, through the entire product life cycle (both Consulting and associated Technology Sales).
• 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, introduce relevant KBC specialists and utilize their expertise to gather and analyze complex customer data, clarify medium- to long-term customer needs, and develop and agree a specification of customer requirements.
• Sales Opportunities Creation: Develop a personal network of senior managers within KBC’s target sectors and represent KBC 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 complex, tailored and/or bespoke product-and-services solution, and associated contractual terms, that meet the customer’s short, mid and long term needs. 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 regional 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 target 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: Maintain relevant data and records within KBC’s corporate CRM system.
• Operational Compliance: Comply with all KBC policies and procedures, acting as a role model to other members of the team.
• Personal Capability Building: Act as subject matter expert in an area of operational management, policy, regulation and / or technology, 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

Speaks Russian and English Fluently

Behavioral Competencies

• Customer Focus: Builds strong customer relationships and delivers customer‑centric solutions, solicits feedback, ensures service standards are met, and aligns business processes with customer needs.
• Manages Complexity: Simplifies complex information, looks at issues from multiple angles, identifies core problems and separates root causes from symptoms.
• Business Insight: Applies knowledge of business and the marketplace to advance the Company’s goals, monitors business news, and shapes decisions based on market changes.
• Instills Trust: Gains confidence through honesty, integrity, and consistency with professional codes of conduct.
• Drives Results: Consistently achieves outcomes, sets bold goals, and displays tenacity to complete initiatives in a timely manner.
• Collaborates: Builds partnerships, involves stakeholders, and avoids “us vs. them” mentalities.

Skills

• Customer‑Focused Approach: Uses comprehensive knowledge and skills to act independently while guiding and training others to orient the organization around delivering to key customer needs.
• Initiates Compelling Sales Conversations: Prepares mutual‑agenda sales conversations that provide client value and confirms client understanding.
• Knows the Buying Influences: Identifies all buyers, assesses urgency, and secures coaching within buyer organizations.
• Manages Buyer Indifference: Probes for relevance, discovers new needs, and transparently addresses objections.
• Understands Buying Influencer Needs: Defines, uncovers, and prioritizes key buying influencers’ requests.
• Verbal Communication: Provides clear and effective verbal communication skills for ideas, requests, and planning.
• Builds Rapport: Establishes trust, shows empathy, respects time, and confirms understanding.
• Commercial Acumen: Applies comprehensive business understanding to develop client solutions.
• In‑Depth Questioning: Explores problems deeply to reveal implications of inaction.
• Manages Resistance: Acknowledges concerns, seeks agreements, and follows up.
• Navigates Customer Challenges: Addresses frustrated customers, defuses tension, offers goodwill gestures, and ensures commitments.
• Questions Strategically: Discovers client needs and potential opportunities.
• Strengthens Customer Connections: Builds relationships, demonstrates willingness to help, and avoids industry jargon.
• Understands Customer Needs: Articulates needs in business language and context.
• Understands Issues/Motivations: Identifies why a client wants or does not want a change.
• Closes Effectively: Arrives at mutually beneficial commitments, focusing on profitability.
• Customer and Market Analysis: Conducts research and data analysis for maximum ROI.
• Diagnoses Needs with Questions: Asks open questions and uses silence to guide conversations.
• Effectively Presents Solutions: Links solutions to key objectives and challenges.
• Managing Change: Maintains performance while guiding change during times of transition.
• Negotiates Strategically/Tactically: Facilitates commercial details satisfying both parties and maximizes value.
• Policy and Procedures: Ensures alignment with organizational strategies.
• Pre‑Call Preparation: Prepares client interactions and value propositions.
• Prospecting: Identifies ideal potential clients and evaluates strategic fit.
• Qualifying: Assesses opportunity size, competition, budget, and benefits.

Education

Technical experience is essential with Chemical Engineering qualification preferred.

Experience

• Chemical Engineering Degree preferable.
• Fluent in English and Russian.
• Caucasus & Central Asia regional cultural awareness required; demonstrable sales experience in these markets is essential.
• Strong sales/commercial and delivery background with a good understanding of the hydrocarbon industries.
• Deep understanding of sales processes and opportunity management.
• Proven track record of selling high‑value integrated solutions into the European Refining, Petrochemical or Chemicals sectors; analogous sector experience an advantage.
• Experience in client‑facing roles and proactive relationship management.
• Proven ability to develop new relationships within an existing client base at senior/executive level.
• Proven record of engaging with and presenting to senior stakeholders.
• Proven ability to craft compelling technical and commercial solutions with internal teams.
• Natural self‑starter with extensive business contacts.
• Understands company vision and can translate it for team and personal journey.

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.

#J-18808-Ljbffr