Channel Partner

Yokogawa Electric Corporation; Quezon City; On-site; PHP 300,000 - 600,000; Full time

Job summary

Yokogawa Electric Corporation in the Philippines is seeking a dynamic sales professional to grow strategic customer relationships in the industrial automation sector. You will prospect, qualify opportunities, present tailored solutions, and collaborate with global teams to deliver value and revenue while upholding integrity and long-term trust.

You will develop a deep understanding of customer needs, manage key stakeholders, participate in industry events, and drive effective CRM usage to ensure

Qualifications

• Experience in developing and executing relationship plans with customers.
• Ability to identify decision makers and influencers within organizations.
• Comfort presenting complex solutions and negotiating terms.

Responsibilities

• Develop and implement a relationship management plan for potential 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.
• Set clear objectives for each sales call or meeting; tailor standard materials to make presentations to decision makers and influencers within the customer organization; and ask relevant questions to gather information, to evaluate the customer's level of interest, and to identify and respond to areas requiring further information or explanation.
• Develop a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation.
• Use personal expertise to identify the complex standard products and/or services offered by the organization that meet the customer's needs, together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions.

Skills

Customer-Focused Approach

Initiates Compelling Sales Conversat

Knows the Buying Influences

Understands Buying Influencer Needs

Builds Rapport

In-Depth Questioning

Manages Buyer Indifference

Manages Resistance

Questions Strategically

Understands Customer Needs

Verbal Communication

Closes Effectively

Diagnoses Needs with Questions

Effectively Presents Solutions

Navigates Customer Challenges

Negotiates Strategically/Tactically

Tools

CRM

Job description

**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.**RESPONSIBILITIES**| Customer Relationship Development / ProspectingDevelop and implement a relationship management plan for potential 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.| Customer Needs ClarificationSet clear objectives for each sales call or meeting; tailor standard materials to make presentations to decision makers and influencers within the customer organization; and ask relevant questions to gather information, to evaluate the customer's level of interest, and to identify and respond to areas requiring further information or explanation.| Sales Opportunities CreationDevelop a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation.| Sell Customer PropositionsUse personal expertise to identify the complex standard products and/or services offered by the organization that meet the customer's needs, together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions (e.g., price reduction) that gain the customer's agreement.| Customer Relationship Management (CRM) DataMonitor team members' use of the customer relationship management system, identifying and resolving standard issues and escalating these to a senior manager as appropriate.| Promoting Customer FocusAssist with the development of internal communications and work collaboratively with colleagues to build strong external customer relationships and meet customer needs.| Operational ComplianceIdentify, within the team, instances of non-compliance with the organization's policies and procedures and/or relevant regulatory codes and codes of conduct, reporting these and escalating issues as appropriate.| Personal Capability BuildingDevelop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation where relevant to improve performance and fulfill personal potential. Maintain an in-depth understanding of technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.**Behavioral Competencies**| Customer FocusBuilds strong customer relationships and delivers customer-centric solutions. For example, digs deeply into customer feedback and drives the innovations that can enable the organization to better meet customers' future needs. Frequently adjusts approach to ensure customer needs are met and to improve service.| Manages ComplexityMakes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, looks at complex issues from multiple angles; explores issues to uncover underlying issues and root causes; sees the main consequences and implications of different options.| Instills TrustGains the confidence and trust of others through honesty, integrity, and authenticity. For example, demonstrates integrity, upholding professional codes of conduct. Instills trust by following through on agreements and commitments despite competing priorities and by being honest and straightforward.**Skills**| Customer-Focused ApproachWorks without supervision and provides technical guidance when required to orient the seller's organization around delivering to the key needs of their customers.| Initiates Compelling Sales ConversationsWorks without supervision and provides technical guidance when required to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client.| Knows the Buying InfluencesWorks without supervision and provides technical guidance when required to accurately identify and understand the key buying influences pertaining to an opportunity.| Understands Buying Influencer NeedsWorks without supervision and provides technical guidance when required to quickly and accurately define the needs of the key buying influencers.| Builds RapportWorks without supervision and provides technical guidance when required to quickly and effectively establish trust within the buying centers in the client's organization.| In-Depth QuestioningWorks without supervision and provides technical guidance when required to explore the depth and breadth of a problem, draw out the implications of not changing, and help clients self-discover and articulate the value of a solution.| Manages Buyer IndifferenceWorks without supervision and provides technical guidance when required to acknowledge and ask questions to understand the circumstances surrounding client indifference.| Manages ResistanceWorks without supervision and provides technical guidance when required to acknowledge a client's indifference and gain agreement from the client to discover the root causes of resistance.| Questions StrategicallyWorks without supervision and provides technical guidance when required to uncover clients' explicit needs and/or unforeseen opportunities and challenges.| Understands Customer NeedsWorks without supervision and provides technical guidance when required to articulate the customer needs in the customer's business language and business context.| Understands Issues/MotivationsWorks without supervision and provides technical guidance when required to quickly identify and accurately articulate why a client does or does not want a change based on their business objectives and challenges.| Verbal CommunicationUses clear and effective verbal communications skills without supervision and provides technical guidance when required on expressing ideas, requesting actions and formulating plans or policies.| Closes EffectivelyWorks without supervision and provides technical guidance when required to arrive at mutually beneficial commitments that help move the sales/client relationship forward.| Diagnoses Needs with QuestionsWorks without supervision and provides technical guidance when required to ask questions that encourage the client to talk openly about their key objectives and challenges.| Effectively Presents SolutionsWorks without supervision and provides technical guidance when required to clearly present solutions that link directly to the key objectives and challenges important to the client.| Navigates Customer ChallengesWorks with full competence to navigate conversations in which the customer is frustrated or unhappy with the organization. Typically works without supervision and may provide technical guidance.| Negotiates Strategically/TacticallyWorks without supervision and provides