Senior Sales Executive

Feesa Ltd; Barcelona; Presencial; EUR 90.000 - 130.000; Jornada completa

Descripción de la vacante

Yokogawa is seeking a Senior Sales Executive to influence transformation and decarbonization in the process industries by enabling cutting-edge consulting and technology solutions. You will be the client expert within the geo-market, setting strategy, identifying opportunities, and closing sales with regional leadership and internal teams.

Responsibilities include building a robust pipeline, collaborating with consulting and delivery teams, and delivering value-based solutions to target clients

Formación

• Technical experience with Chemical Engineering qualification preferred.
• Sales experience in EFA markets and knowledge of hydrocarbon industries.
• Proven track record selling high-value, complex, integrated solutions in European Refining, Petrochemical or Chemicals sectors.

Responsabilidades

• Meet/exceed annual personal sales targets as set by the Regional Head of Business Development.
• Build and maintain a Sales Pipeline greater than or equal to three times the sales award target by continually seeking new sources of business.
• Source, architect and structure large, multi-disciple 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 focus on delivering a quality, value-based solution.
• Participate in formulating the strategy and identifying a sales pipeline greater than or equal to three times the sales award target, evaluating, and structuring key deals to ensure continued financial health and maximum value creation.
• Build and implement a relationship management plan for strategic, complex potential accounts to build key relationships at local and national levels.
• Consult with various customer representatives at different levels to identify required outcomes and generate and analyze complex customer data.
• Develop a personal network of senior managers within KBC’s target sectors and represent KBC at business sector events.
• Lead a cross-functional internal team to configure complex, tailored and/or bespoke product-and-services solutions, and associated contractual terms.
• Maintain relevant data and records within KBC’s corporate CRM system.
• Act as subject matter expert in an area of operational management, policy, regulation or technology.

Conocimientos

Sales conversations

Stakeholder mapping

Buyer insights

Verbal communication

Relationship building

Commercial acumen

Strategic probing

Negotiation

Change management

Policy knowledge

Pre-call prep

Prospecting

Educación

Chemical Engineering degree

Chemical engineering background preferred

Descripción del empleo

Yokogawa 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.

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 geo‑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 the 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 focus on delivering a quality, value‑based solution.

Key Responsibilities

• Participate in formulating the strategy and identifying a sales pipeline greater than or equal to three times the sales award target, evaluating, and structuring key deals to ensure continued financial health and maximum value creation.
• Build and implement a relationship management plan for strategic, complex potential accounts to build key relationships at local and national levels.
• Consult with various customer representatives at different levels to identify required outcomes and generate and analyze complex customer data.
• Develop a personal network of senior managers within KBC’s target sectors and represent KBC at business sector events.
• Lead a cross‑functional internal team to configure complex, tailored and/or bespoke product‑and‑services solutions, and associated contractual terms.
• Maintain relevant data and records within KBC’s corporate CRM system.
• Act as subject matter expert in an area of operational management, policy, regulation or technology.

Behavioral Competencies

• Customer Focus – builds strong customer relationships and delivers customer‑centric solutions.
• Manages Complexity – effectively solves problems with complex, high‑quantity information.
• Business Insight – applies knowledge of business and marketplace to advance company goals.
• Instills Trust – gains confidence of others through honesty, integrity, and authenticity.
• Drives Results – consistently achieves results, even under tough circumstances.
• Collaborates – builds partnerships and works collaboratively with others to meet shared objectives.

Skills

• Initiates compelling sales conversations and provides context.
• Knows buying influences and identifies key stakeholders.
• Manages buyer indifference and uncovers new needs.
• Provides verbal communication that is clear and effective.
• Builds rapport and establishes trust with buying centres.
• Demonstrates commercial acumen while providing guidance and training.
• Probes strategically to uncover client needs and opportunities.
• Closes effectively and negotiates commercially.
• Manages change and maintains high performance through change mindset.
• Maintains knowledge of policies and procedures and ensures compliance.
• Pre‑calls prep: identifies buyers, plans actions, and prepares compelling value propositions.
• Prospects ideal potential clients and evaluates partnership value.

Education

Technical experience is essential with Chemical Engineering qualification preferred.

Experience

• Chemical Engineering Degree preferable.
• EFA regional cultural awareness required; knowledge of and demonstrable sales experience in EFA markets is essential.
• Strong sales/commercial and delivery background; good understanding of the hydrocarbon industries.
• Deep understanding of sales processes and opportunity management.
• Proven track record of selling high‑value, complex, integrated solutions in the European Refining, Petrochemical or Chemicals sectors.
• Experience in a client‑facing role and proactive client‑relationship management.
• Proven ability to develop new and grow relationships within an existing client base at a senior/executive level.
• Proven track record of engaging with and presenting to senior stakeholders.
• Ability to craft compelling solutions to customer needs, both technical and commercial.
• Natural self‑starter with extensive business contacts.
• Understands company vision and translates it into a journey for self and team.

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.