Job Purposes:
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 to include:
- Develop and accelerate profitable growth in KBC’s consulting /solution business in the APAC region and /or accounts by identifying, developing and closing business with target clients through
- Focusing on integrated KBC Consulting, Technology and Yokogawa solutions
- Leveraging and coordinating with the wider KBC organization and Yokogawa RHQs as required to achieve the above
- Coordinating with regional business development leads and project delivery teams to ensure opportunity potential is maximised
- Meet / Exceed annual personal sales targets (Order Intake) as set by the Global Head of Consulting Sales.
- Support and Build/Maintain a Sales Pipeline greater than or equal to three times 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 focusing on delivering a quality, value-based solution.
Responsibilities:
Business Development: Participate in formulating the strategy and identifying (i.e. generating sales pipeline greater than or equal to three times sales award target for given period), evaluating, and structuring key deals to ensure continued financial health and maximum value creation, for KBC, through the entire product life cycle (both Technology Sales and Consulting Sales). 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, introduce relevant KBC specialists and utilize their expertise to gather and analyze complex customer data, clarify medium- to long-term customer needs, and develop and agree a specification of customer requirements.
Sales Opportunities Creation: Develop a personal network of senior managers within the KBC’s target sectors and represent KBC 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 complex, tailored and/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, escalating issues to regional 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 target 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: Maintain relevant data and records within KBC’s corporate CRM system.
Operational Compliance: Comply with all KBC policies and procedures, acting as a role model to other members of the team.
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.
Education:
Technical experience is essential with BS or MS degree or equivalent in Chemical Engineering qualification preferred.
Experience:
- APAC regional cultural awareness required. Knowledge of and demonstrable sales experience in APAC markets is essential.
- Strong sales/commercial and delivery background, and a good understanding of the hydrocarbon industries.
- A deep understanding of sales processes, and opportunity management, is essential.
- You will have a proven, successful track record of selling high value, complex industrial, preferably process simulation, software into the energy and chemicals sectors.
- Experience in working in a client facing role and proactively managing client relationships
- 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
- You will have a proven ability to work with internal teams, to craft compelling solutions to customer needs, both technical and commercial.
- Natural self-starter with extensive business contacts
- Understands company vision and is able to translate it into a journey for themselves and team colleagues
