China Job Openings
KBC Global
Sales Consultant
September 18, 2024
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.
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.
Main Aspects of Job:
该职位负责发展和维护 KBC在中国的软件和数字（DX）业务，能够持续了解客户需求并识别商机以建立和保持良好的客户关系.
The Sales Consultant is responsible for development & maintaining the KBC Software & Digital (DX) business in China. This role will establish and maintain relationships with customers by pursuing account, monitoring needs, identifying opportunities, and growing the account relationships.
- 负责区域内软件和 DX 业务的既定销售任务，向 KBC 中国副总裁及公司负责人汇报.
Responsible for specific sales targets for the Software & DX business in territory reporting to the Vice President and Head of KBC China.
- 为母公司横河电机株式会社提供支持.
Has a supporting role for parent Yokogawa in region.
- 与所有内部各方合作，确保市场成功: 软件CS、售前、软件产品管理、DX产品管理、DX运营、营销和区域/全球业务开发团队、KBC技术和咨询业务、和母公司横河电机株式会社.
Liaises with all internal parties necessary to ensure market success: Software CS, Presales, Software product Management, DX Product Management, DX Operations, Marketing and the regional / global Business Development Team, KBC’s other Technology and Consulting Business lines and Yokogawa.
- 负责分配至该职位的中国区技术软件和 DX 销售任务, 即达到年度目标.
Responsible for Allocated Technology software & DX Awards Quota in China, i.e. exceed yearly targets.
- 与本地和全球团队一起发展并维护中国的 3-5 年技术软件和 DX 战略客户计划.
Together with the local and global teams, develops and maintains the 3-5-year rolling Technology Software &DX strategic account plan for China.
- 识别中国客户的目标并实施机会管理流程, 为客户制定机会计划.
Identify the key China client targets and implement an opportunity management process developing formal Opportunity Plans for these customers.
- 引导营销、业务开发, 客户关系及参与度. 与母公司横河电机株式会社区域业务合作.
Lead the account activities of marketing, business development, relationships, and customer engagement. Coordinate with Yokogawa regional businesses.
- 反馈市场需求、竞争活动和趋势，以支持 3-5 年计划基础，通过“进入市场” 支持未来开发策略.
Feedback market requirements, competitive activities and trends required to support the basis for 3-5 year rolling plan, support future development of solutions through to ‘go-to-market’ strategy.
- 管理销售和营销流程
Manage sales & marketing process
- 创造和识别销售机会
Generate and qualify leads
- 寻找并发展客户推荐
Source and develop client referrals
- 准备销售行动计划和策略
Prepare sales action plans and strategies
- 开发和维护客户数据库并管理CRM 系统内的机会
Develop and maintain a customer database and manage opportunities within the existing CRM system
- 开发和维护销售和促销资料
Develop and maintain sales and promotional materials
- 提供直销活动支援
Support direct marketing activities
- 与客户协商
Negotiate with clients
- 开发销售提案
Develop sales proposals
- 维护销售活动记录并准备销售报告
Maintain sales activity records and prepare sales reports
- 通过电话、电子方式或亲自回复销售询问
Respond to sales inquiries and concerns by phone, electronically or in person
- 监测并报告销售活动, 为管理层进行后续工作.
Monitor and report on sales activities and follow up for management
- 参加销售和营销活动
Participate in sales & marketing events
工作职责:
Responsibilities:
客户关系发展/勘探：开发和实行客户关系管理计划,识别决策者和影响者并且与他们建立关系,实现有效的双方信息流动和问题解决方案.
Customer Relationship Development / Prospecting: 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.
创造销售机会：开发销售区域内网络,代表组织参加贸易展览和其他活动,识别销售机会, 宣公司及其产品并且提高其声誉.
Sales Opportunities Creation: 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.
个人能力建设: 通过参与评估和发展规划活动, 以及正式和非正式的培训和指导来自我提升.获得或维持外部专业认证, 提高绩效并发挥个人潜力.保持技术深入理解,了解法律规制和变化,了解行业最佳实践, 参加研讨会和阅读专业媒体.
Personal Capability Building: Develop 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.
职位要求:
Position Requirements:
行为能力：
Behavioral Competencies:
应付错综复杂: 理解复杂, 能有效地解决问题虽然拥有高数量和有时相互矛盾的信息. 例如, 从多角度看待复杂问题, 探索问题的根本原因, 能看到不同选项的后果和影响.
Manages Complexity: Makes 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.
逐渐培养信任: 通过诚实获得他人的信心和信任, 正直和可靠. 例如,诚信的表现, 恪守专业行为准则. 通过遵守协议来逐渐培养信任,仍能做出承诺尽管优先事项相互竞争,诚实和直率。
Instills Trust: Gains 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.
以客户为中心: 在没有监督的情况下工作，并在需要时提供技术指导，以交付客户关键需求.
Customer-Focused Approach: Works without supervision and provides technical guidance when required to orient the seller's organization around delivering to the key needs of their customers.
创始引人入胜的销售对话：在没有监督的情况下工作，并在需要时提供技术指导，提出双方同意议程，提供客户有价值的销售对话。
Initiates Compelling Sales Conversations: Works 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.
技能:
Skills:
战略地提问：在没有监督的情况下工作，并在需要时提供技术指导，揭开客户的明确需求和/或未预见到的机遇和挑战。
Questions Strategically: Works without supervision and provides technical guidance when required to uncover clients’ explicit needs and/or unforeseen opportunities and challenges.
有效地提出解决方案：在没有监督的情况下工作，并在需要时提供技术指导，提出清晰和直接的解决方案来满足客户的关键目标和挑战.
Effectively Presents Solutions: Works 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.
有效完成销售：在没有监督的情况下工作，并在需要时提供技术指导，达成互惠互利的承诺，有效的推动销售/客户关系发展。
Closes Effectively: Works without supervision and provides technical guidance when required to arrive at mutually beneficial commitments that help move the sales/client relationship forward.
巩固客户联系: 全力与客户建立以加强关系, 提供积极的客户体验。通常在没有监督的情况下工作，并可能提供技术指导。
Strengthens Customer Connections: Works with full competence to connect with customers to strengthen the relationship, meeting personal needs through positive customer experiences. Typically works without supervision and may provide technical guidance.
学历要求: 化学/工艺工程学士或硕士学位或同等学历
General Education: BS or MS degree or equivalent in Chemical / Process Engineering
经验要求:
General Experience:
2 年以上能源行业销售/营销职位资历.
2+ years seniority in a sales/marketing position in the energy industry.
复杂解决方案销售的原理和实践知识.
Knowledge of the principles and practice of complex solution sales.
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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We regret to inform you that this job opportunity is no longer available as it has expired
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