Consulting Solution Lead - Asset Management Strategy

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:

The post holder will be sales focused and accountable for driving growth of KBC's asset management strategy solution business globally by:

1. Leading the development and implementation of asset management strategy sales globally.
   They will be responsible for defining the solution, working with marketing to ensure sales collateral is up to date and work with the region business development teams to take this to market.
   Sales support to be focused on developing higher probability large pursuits.
2. Working with regional business development leads to ensure regional plans in place to meet regional and global targets.
3. Work with consulting delivery management to ensure consistent delivery and project lessons learnt are incorporated as necessary to future pursuits.
4. Leading innovation to keep KBC's asset management strategy offer relevant for current and future client needs by bringing a strong client and market perspective into KBC's innovation process.
5. Cultivating partnerships or other commercial relationships and identifying new markets.

Responsibilities:

1. Business Development - Participate in formulating the strategy and identifying, evaluating, and structuring key transactions to ensure continued financial health and maximum value creation through the entire product life cycle.
   Transactions may involve alliances, collaborations, mergers and acquisitions, in- and out-licensing initiatives, and other activities.
2. Customer Relationship Development / Prospecting - Develop and implement a solution management plan for strategic, complex potential accounts to build key relationships at local and national levels working together with regional business development teams.
   Coordinate the engagement of own organization with the customer organization to ensure effective two-way flow of information and resolution of issues.
3. Customer Needs Clarification - Consult with a range of customer representatives at different levels to clarify goals and identify the outcomes they require and utilizing their expertise to gather and analyze complex customer data, clarify medium- to- long-term customer needs, and develop and agree to a specification of customer requirements.
4. Sales Opportunities Creation - Develop a personal network of senior managers within the business sector and represent the organization at business sector events.
   Obtain market intelligence, promote the organization, and enhance its reputation.
5. Sell Customer Propositions - Provide input to a cross-functional internal team (e.g., technical, commercial, and legal) to configure a complex tailored or bespoke product-and-services solution and associated contractual terms that meet the customer's mid- to long-term needs at a national/key operating-unit level.
   Support regional business development in finalizing agreement with the customer to ensure that customer requirements are met at an acceptable level of profitability and cash flow.
6. Promoting Customer Focus - Develop internal marketing plans and work collaboratively with other departments to improve internal relationships and build strong external customer relationships.
7. Customer Relationship Management / Account Management - Ensure relationship management plans in place for complex existing 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.
8. Customer Relationship Management (CRM) Data - Ensure CRM is kept updated with latest information on the status of pursuits and all relevant client stakeholders.
9. Operational Compliance - Monitor and review performance and behaviors within area of responsibility to identify and resolve noncompliance with the organization's policies and relevant regulatory codes and codes of conduct.
10. Personal Capability Building - Act as subject matter expert in an area of technology, policy, regulation, or operational management 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.

Behavioral Competencies:

1. Customer Focus - Builds strong customer relationships and delivers customer-centric solutions.
2. Manages Complexity - Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
3. Business Insight - Applies knowledge of business and the marketplace to advance the organization's goals.
4. Instills Trust - Gains the confidence and trust of others through honesty, integrity, and authenticity.
5. Drives Results - Consistently achieves results, even under tough circumstances.
6. Collaborates - Builds partnerships and works collaboratively with others to meet shared objectives.

Skills:

1. Customer-Focused Approach
2. Initiates Compelling Sales Conversations
3. Knows the Buying Influences
4. Manages Buyer Indifference
5. Understands Buying Influencer Needs
6. Verbal Communication
7. Builds Rapport
8. Commercial Acumen
9. In-Depth Questioning
10. Manages Resistance
11. Navigates Customer Challenges
12. Questions Strategically
13. Strengthens Customer Connections
14. Understands Customer Needs
15. Understands Issues/Motivations
16. Closes Effectively
17. Customer and Market Analysis
18. Diagnoses Needs with Questions
19. Effectively Presents Solutions
20. Managing Change
21. Negotiates Strategically/Tactically
22. Policy and procedures
23. Pre-Call Preparation
24. Prospecting
25. Qualifying

Education:

Master's Degree in Mechanical Engineering or Equivalent Level or Equivalent experience.

General Experience:

1. Wide and deep consulting experience providing expert competence.
2. Previous experience of leading a team within a matrix organization - able to set clear objectives and expectations.