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 primary objective of this role is to drive and accelerate profitable growth for KBC's consulting and technology business across assigned countries and clients in APAC with an initial focus on PETRONAS and Malaysia by consistently achieving or exceeding annual business targets.

The Principal Business Development Executive will play a critical role in advancing digital transformation and decarbonization efforts within the process industries by promoting and selling KBC's advanced solutions – including consulting services, simulation, analytics, and cloud-based technologies.

Serving as the key client interface for PETRONAS and other assigned clients in the APAC market, this role is responsible for aligning client needs with KBC's value proposition, cultivating strategic relationships, managing sales pipelines, and delivering tailored solutions that meet clients business and operational objectives.

Responsible for coordinating cross-functional internal teams to ensure successful execution of the strategy and delivery of commercial outcomes.

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 entire product life cycle. Transactions may involve alliances, collaborations, mergers and acquisitions, in- and out-licensing initiatives, and other activities.
Customer Relationship Development / Prospecting - Develop and implement a relationship management plan for strategic, complex potential accounts to build key relationships at local and national levels. Coordinate the engagement of own organization with the customer organization to ensure effective two-way flow of information and resolution of issues.
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 medium- to long-term customer needs, and develop and agree to a specification of customer requirements.
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.
Sell Customer Propositions - Lead 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. 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, or, alternately, review and authorize complex sales proposals from team members that deviate from standard terms, escalating issues to senior management where appropriate.
Promoting Customer Focus - Develop internal marketing plans and work collaboratively with other departments to improve internal relationships and build strong external customer relationships.
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 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.
Customer Relationship Management (CRM) Data - Oversee the implementation and maintenance of the CRM system within the area of responsibility, identifying and communicating opportunities for system improvement that may enhance the management of customer relationships.
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.
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.

Position Requirements

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-Focused 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 - Uses comprehensive knowledge and skills to act independently while guiding and training others to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client. Provides context for conversations, Proposes mutually valuable agenda, Leverages pre-call prep for partnerships, Confirms client understanding, Leverages pre-call prep, Adds value through perspective.
Knows the Buying Influences - Uses comprehensive knowledge and skills to act independently while guiding and training others to accurately identify and understand the key buying influences pertaining to an opportunity. Identifies all buyers and their level of influence, Assesses each buyer's sense of urgency and readiness, Seeks to understand each buyer's desired business results and concerns, Assesses buyer feelings about the proposed solution, Secures a coach within the buyer organization to facilitate introductions and access, Leverages a strategic coach to support the partner relationship.
Manages Buyer Indifference - Uses comprehensive knowledge and skills to act independently while guiding and training others to acknowledge and ask questions to understand the circumstances surrounding client indifference. Acknowledges indifference, Probes for relevance to proceed, Probes to understand indifference, Identifies new needs or opportunities Understands Buying Influencer Needs Uses comprehensive knowledge and skills to act independently while guiding and training others to quickly and accurately define the needs of the key buying influencers. Seeks to understand buyer needs, Determines the root of buyer needs, Uncovers buyer's goals, Seeks buyer need priorities, Assesses channel relationship needs and expectations.
Verbal Communication - Applies comprehensive knowledge to act independently while providing guidance and training to others on using clear and effective verbal communications skills to express ideas, request actions and formulate plans or policies.
Builds Rapport - Uses comprehensive knowledge and skills to act independently while guiding and training others to quickly and effectively establish trust within the buying centers in the client's organization. Shows interest in buyer needs, Shows empathy with buyer's circumstances, Respects the client's time, Incorporates client's point of view, Provides relevant context, Confirms understanding, Reinforces professional capability.
Commercial Acumen - Acts independently to apply comprehensive understanding of the business environment and objectives developing solutions while providing guidance and training to others.
In-Depth Questioning - Uses comprehensive knowledge and skills to act independently while guiding and training others 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. Seeks to understand the client's situation, Explores client problems and solutions, Differentiates between complaining and a desire for action.
Manages Resistance - Uses comprehensive knowledge and skills to act independently while guiding and training others to acknowledge a client's indifference and gain agreement from the client to discover the root causes of resistance. Responds to client concerns, Seeks understanding before responding, Addresses objections, Follows up after resolution.
Navigates Customer Challenges - Works at an advanced level to navigate conversations in which the customer is frustrated or unhappy with the organization. Typically works independently and provides guidance. Listens nondefensively to angry/upset customers, Defuses customer tension, Explains and addresses customer issues, Offers appropriate goodwill gestures, Keeps promises made to the customer, Prepares for commonly encountered customer challenges, Assists multiple customers simultaneously.
Questions Strategically - Uses comprehensive knowledge and skills to act independently while guiding and training others to uncover clients explicit needs and/or unforeseen opportunities and challenges. Probes to uncover dissatisfaction, Raises awareness of the client's problem, Probes to uncover and develop needs, Seeks alignment between needs and Solutions.
Strengthens Customer Connections - Works at an advanced level to connect with customers to strengthen the relationship, meeting personal needs through positive customer experiences. Typically works independently and provides guidance. Connects on a personal level, Demonstrates a willingness to help customers, Chooses customer-focused words and phrases, Acknowledges what the customer says, Affirms the customer's choices, Appreciates what the customer does, Assures the customer of the organization's commitment, Transitions a customer to another service provider, Avoids technical or industry-specific jargon.
Understands Customer Needs - Uses comprehensive knowledge and skills to act independently while guiding and training others to articulate the customer needs in the customer's business language and business context. Understands customer context, Uncovers customer Key Performance Indicators, Articulates customer objectives, Adds value to partnerships.
Understands Issues/Motivations - Uses comprehensive knowledge and skills to act independently while guiding and training others to quickly identify and accurately articulate why a client does or does not want a change based on their business objectives and challenges. Adapts to changing goals/objectives, Maintains focus on win-win goal, Identifies key interests, Recognizes key negotiation points, Shares goals and recognizes value.
Closes Effectively - Uses comprehensive knowledge and skills to act independently while guiding and training others to arrive at mutually beneficial commitments that help move the sales/client relationship forward. Pre-plans for commitment, Closes calls with mutually beneficial commitments, Focuses toward mutual profitability.
Customer and Market Analysis - Acts independently using comprehensive knowledge and/or skills to conduct research and analyze data while guiding and training others on how to develop a comprehensive understanding of customer and market conditions that enables maximum return on investments.
Diagnoses Needs with Questions - Uses comprehensive knowledge and skills to act independently while guiding and training others to ask questions that encourage the client to talk openly about their key objectives and challenges. Asks open-ended questions, Encourages clients to speak freely, Uses golden silence, Allows responses to guide conversations.
Effectively Presents Solutions - Uses comprehensive knowledge and skills to act independently while guiding and training others to clearly present solutions that link directly to the key objectives and challenges important to the client. Communicates offerings in a compelling way, Conveys initiatives to partners, Offers solutions at the optimal time, Compels clients to a desire to act, Invests appropriate time to understand core needs, Aligns stated needs with solution benefits, Explains how the solution aligns with needs.
Managing Change - Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on maintaining high performance while applying a change mindset to the planning, execution and monitoring of business activities during times of change.
Negotiates Strategically/Tactically - Uses comprehensive knowledge and skills to act independently while guiding and training others to facilitate the commercial details of an opportunity such that both parties are satisfied with the value gained. Maximizes the opportunity, Determines when to cease deal, Negotiates on value, Understands evolving objectives, Indicates progress with partnership.
Policy and procedures - Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on developing, monitoring, interpreting and understanding policies and procedures, while making sure they match organizational strategies and objectives.
Pre-Call Preparation - Uses comprehensive knowledge and skills to act independently while guiding and training others to carefully prepare for client interactions using established frameworks. Identifies all buyers affecting the sale, Plans actions to mitigate uncertainty, Leverages strengths, Identifies missing information, Gains relevant commitment. Prepares compelling value propositions.
Prospecting - Uses comprehensive knowledge and skills to act independently while guiding and training others to identify ideal potential clients. Identifies client-organization fit, Defines ideal client, Identifies long-term clients, Evaluates partnership's value contribution.
Qualifying - Uses comprehensive knowledge and skills to act independently while guiding and training others to spend the appropriate time for the size and potential of each opportunity. Qualifies opportunities, Identifies competition, Invests appropriate effort, Identifies budget and timing, Identifies and communicates benefits

Education

Master's Degree or Equivalent Level in a related Engineering or Science discipline

General Experience

Proven sales experience (>15 years) in consulting, technical solutions or enterprise software within the hydrocarbon sectors.
Proven track record in closing large, complex enterprise software deals in energy, oil & gas, or chemicals.
Extensive experience in Malaysia and SE Asia, including knowledge of cultural, economic, and legal differences across the region.
Demonstrated experience in engaging C-level stakeholders, managing long sales cycles, and influencing strategic decisions.
Experience working cross-functionally with marketing, engineering, and delivery teams to co-develop client strategies.
Ability to translate technical offerings into high-level business outcomes.
Skilled in long sales cycles, opportunity management, and stakeholder engagement.
Proactive and networked self-starter with an entrepreneurial mindset.

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.

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