Global Head of Upstream Business Development

Global Head of Upstream Business Development

Apply remote type Hybrid Working locations Surrey, United Kingdom Sugar Land Bahrain Abu Dhabi time type Full time posted on Posted 16 Days Ago job requisition id R-6611

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: Plan and implement pursuits to achieve assigned business development goals through effective management of the dedicated Upstream task force.

The Global Head of Upstream Business Development is expected to cultivate partnerships or other commercial relationships for key accounts and individual pursuits but will regularly meet with client key decision makers to demonstrate the organization's commitment to its largest and most critical prospects.

• Responsible for coordinating all sales activity within the Upstream market.
• Work with the Lines of Business (LoB) to develop and execute the Upstream sales strategy.
• Responsible for coordination across consulting BD and technology sales to ensure the strategy is implemented with OI and other commercial targets achieved.
• Identify new markets for products and/or services.
• Each region will have a clear target for Upstream:
  • OI for Upstream Business
  • Consulting/Solution project sold margin

Responsibilities:

• 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 total consulting services. Transactions may involve alliances, collaborations, mergers and acquisitions, in and out licensing initiatives, and other activities. Deliver against regional budget plans with guidance from senior leadership.
• Customer Relationship Development/ Prospecting - Develop and implement a relationship management plan for strategic, complex potential accounts to build key relationships at local and regional levels. Coordinate the engagement of KBC with the customer organization to ensure effective two-way flow of information and resolution of issues. Ensures that Opportunity Plans and Account Plans are created and maintained for all opportunities and key accounts within territory.
• Customer Needs Clarification - Consult with a range of customer representatives at different levels to identify the outcomes they require, introducing relevant internal specialists and utilizing their expertise to gather and analyze complex customer data, clarify mid- to long-term customer needs, and agree to a specification of customer requirements. Coordinates engagements with the client organization to ensure effective two-way flow of information and resolution of issues.
• 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. Supports and build/maintains a sales pipeline greater than or equal to three times sales award target for given period (month/quarter/year).
• Sell Customer Propositions - Lead a cross-functional internal team 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. 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. Review and authorize complex sales proposals from team members that deviate from standard terms, escalating issues to senior management where appropriate and in line with internal approval process. Meets/Exceeds sales targets for any given period (month/quarter/year) across Consulting/Total Solutions and Technology. Ensures regular opportunity win reviews are carried out on all opportunities.
• Promoting Customer Focus - Develop internal marketing plans and work collaboratively with other departments to improve internal relationships and synergy between KBC/Yokogawa and to build strong external customer relationships. Be the point of contact for coordination with RHQ in region.
• Customer Relationship Management / Account Management - Develop and implement relationship management plans for complex existing customer accounts to identify and build relationships with relevant decision makers and influencers within the customer organization. Ensure customer's needs are met, providing themes, summary analyses, and recommendations for changes based on customer input. Ensures business leads are assigned for major regional accounts.
• Customer Relationship Management (CRM) Data - Maintains accuracy of all information pertaining to opportunities/contracts / client data in the customer relationship management system within region of responsibility, identifying and communicating opportunities within team.
• Operational Compliance - Monitor and review performance and behaviors within area of responsibility to identify and resolve non-compliance with the organization's policies and relevant regulatory codes and codes of conduct. Supports the business review process to ensure accurate reporting and forecasting of sales awards and revenue to senior management.
• 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.
• Performance Management - Identifies and communicates the actions needed to implement the regional sales strategy and business plan to team; explains the relationship to the broader organization's mission, vision and values; motivates people to commit to these and to doing extraordinary things to achieve regional business goals. Facilitates performance management activities for team by setting appropriate performance objectives for direct reports or project / account team members and holds them accountable for achieving these.

Position Requirements: To include Skills, education & experience

Behavioral Competencies:

• Customer Focus - Builds strong customer relationships and delivers customer-centric solutions. For example, solicits customer feedback and data; conveys a clear understanding of the level of service the team is providing; takes action when standards are not met by team; aligns business process with customer needs.
• Manages Complexity - 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.
• Business Insight - Applies knowledge of business and the marketplace to advance the organization's goals. For example, clearly understands how own activities relate to critical business drivers. Monitors business news and market changes for impact on the business or on own expertise area; uses this to shape decisions.
• Instills Trust - Gains the confidence and trust of others through honesty, integrity, and authenticity. For example, is consistently honest and straightforward; shares uncomfortable information in a clear and helpful manner. Maintains high ethical standards and professional codes of conduct.
• Drives Results - Consistently achieves results, even under tough circumstances. For example, regularly pushes self to achieve outstanding outcomes; consistently establishes bold goals for own performance; is passionate about excellent results and significant contributions. Shows great tenacity to complete goals/initiatives in a timely way.
• Collaborates - Builds partnerships and works collaboratively with others to meet shared objectives. For example, enlists a range of stakeholders to add value; ensures they are well informed and surprises are avoided. Confronts and challenges "us vs. them"; shows strong appreciation for others' efforts toward shared goals.

Skills:

• Customer-Focussed Approach - Uses comprehensive knowledge and skills to act independently while guiding and training others to orient the seller's organization around delivering to the key needs of their customers. Keeps customer at center of sale, collaborates with customers, elevates partner insights, uses common terminology.
• Initiates Compelling Sales Conversations - . click apply for full job details