Lead Digital Solution Service Sales Engineer

Lead Digital Solution Service Sales Engineer

Yokogawa is a global provider of industrial automation, test and measurement, information systems and industrial services. We aim to shape a better future by supporting the energy transition, biotechnology, artificial intelligence, industrial cybersecurity, and more, contributing to the United Nations sustainable development goals.

Overview

The Lead Digital Solution Service Sales Engineer role focuses on developing customer relationships, clarifying needs, creating sales opportunities, and promoting customer-focused solutions within the organization. This position involves working with a global team to deliver value and grow business with customers in the assigned territory.

Responsibilities

• Customer Relationship Development / Prospecting: Develop and implement a relationship management plan for potential customer accounts to identify and build relationships with decision makers and influencers, enabling effective two-way information flow and issue resolution.
• Customer Needs Clarification: Set objectives for sales calls, tailor materials for decision makers, ask relevant questions to gauge interest, and identify information needs.
• Sales Opportunities Creation: Build a personal network within the sales territory and represent the organization at trade shows and events to identify opportunities and enhance reputation.
• Sell Customer Propositions: Identify complex standard products and/or services that meet customer needs, present with rationale and standard terms, and involve senior colleagues for concessions when needed.
• Customer Relationship Management (CRM) Data: Monitor and resolve CRM issues and escalate as appropriate.
• Promoting Customer Focus: Collaborate with colleagues to build strong external customer relationships and meet customer needs.
• Operational Compliance: Identify non-compliance within the team and report or escalate as appropriate.
• Personal Capability Building: Develop capabilities through assessments, training, coaching, and ongoing education to stay updated on technology and industry practices.

Behavioral Competencies

• Customer Focus: Build strong customer relationships and deliver customer-centric solutions.
• Manages Complexity: Solve problems by considering multiple angles and root causes.
• Instills Trust: Demonstrate integrity and follow through on commitments.

Skills

• Customer-Focused Approach: Provide technical guidance to align with customer needs.
• Initiates Compelling Sales Conversations: Propose value-focused agendas for sales conversations.
• Knows the Buying Influences / Understands Buying Influencer Needs: Identify and understand key buying influences and needs.
• Builds Rapport / In-Depth Questioning / Understands Customer Needs: Establish trust and articulate customer objectives.
• Verbal Communication / Closes Effectively: Communicate clearly and reach mutual commitments.
• Diagnoses Needs with Questions / Effectively Presents Solutions / Navigates Customer Challenges: Explore objectives and present tailored solutions.
• Negotiates Strategically/Tactically / Pre-Call Preparation / Prospecting / Qualifying: Manage opportunities and preparation to build a strong pipeline.
• Strengthens Customer Connections: Maintain positive customer experiences.

Education

Bachelor's Degree or Equivalent Level

Experience

General Experience: Experience enables handling the majority of situations and advising others (Over 3 years to 6 years)

Managerial Experience: Basic experience coordinating the work of others (4 to 6 months)

Location & Employment

Location: Bahrain (Muharraq/Muharraq Governorate, Manama, Capital Governorate) – multiple postings referenced.

EOE Statement

Yokogawa is an Equal Opportunity Employer. We value diversity and inclusion and do not discriminate based on race, color, age, sex, gender identity or expression, sexual orientation, religion, belief, political opinion, nationality, ethnicity, disability, or any other status.

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