Job type full-time
Full job description
Reporting to: global business line leader – simulation
Department: technology, sim sales
To actively influence the digital transformation and decarbonization of the process industries by enabling implementation of kbc’s cutting edge simulation, analytics and cloud technologiesThe business development executive is the client expert within the european and african geo-market and acts in conjunction with the internal teams to set the strategy and close the sales for each clientResponsible for coordinating the internal team to ensure the strategy is successfully executed and commercial targets delivered.
Meet/ exceed sales targets for any given period (month/quarter/year)
Build/maintain sales pipeline greater than or equal to three times sales award target for given period (month/quarter/year)
Ensure proportion of technology sales to consulting sales is in line with company objectives
Ensure regular opportunity reviews (‘deep dives’) are carried out on all opportunities.
Complete and maintain opportunity plans and account plans for all opportunities and key accounts within territory.
Maintain accuracy of all information pertaining to opportunities/contacts/clients in crm
Create and execute the sales strategy for all existing clients
Maintain existing revenue while driving new opportunities inside the current client base in order to grow the business and meet budgetary targets.
Understand the business drivers and organizational structure of target clients
Build strong relationships by working with senior level client contacts across multiple departments
Proactively collaborate with internal teams to shorten sales cycles, taking the lead as necessary, facilitate discussions between the client and internal teams where appropriate
Create new opportunities by working with clients and internal product managers
Create presentations, sales pitches and other sales literature for current and new client pitches
Present to senior stakeholders within existing client base
Collaborate and build relationships with the relevant yokogawa sales teams.
Monitor industry trends and activity and effectively communicate findings to relevant internal business and technical teams
Map industry trends to business opportunities with each client.
Customer focus: builds strong customer relationships and delivers customer-centric solutionsFor 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 problemsFor example, consistently looks at complex issues from many angles; obtains a rich and deep understanding; swiftly cuts to the core issue; skillfully separates root causes from symptoms.
Instills trust: gains the confidence and trust of others through honesty, integrity, and authenticityFor example, demonstrates integrity, upholding professional codes of conductInstills trust by following through on agreements and commitments despite competing priorities and by being honest and straightforward.
Drives results: consistently achieves results, even under tough circumstancesFor example, regularly pushes self to achieve outstanding outcomes; consistently establishes bold goals for own performance; is passionate about excellent results and significant contributionsShows great tenacity to complete goals/initiatives in a timely way.
Collaborates: builds partnerships and works collaboratively with others to meet shared objectivesFor example, enlists a range of stakeholders to add value; ensures they are well informed and surprises are avoidedConfronts and challenges `us vsThem`; shows strong appreciation for others` efforts toward shared goals.
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 customersKeeps customer at center of saleCollaborates with customers, elevates partner insights.
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 clientProvides context for conversations, proposes mutually valuable agenda,
Leverages pre-call prep for partnershipsConfirms client understandingLeverages 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 opportunityIdentifies all buyers and their level of influenceAssesses each buyer`s sense of urgency and readinessSeeks to understand each buyer`s desired business results and concernsAssesses buyer feelings about the proposed solutionSecures a coach within the buyer organization to facilitate introductions and accessLeverages 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 indifferenceProbes for relevance to proceedProbes to understand indifferenceIdentifies 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 influencersSeeks to understand buyer needsDetermines the root of buyer needsUncovers buyer`s goalsSeeks buyer need prioritiesAssesses 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 organizationShows interest in buyer needs, shows empathy with buyer`s circumstancesRespects the client`s timeIncorporates client`s point of viewProvides relevant contextConfirms understandingReinforces 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 solutionSeeks to understand the client`s situationExplores client problems and solutionsDifferentiates 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 resistanceResponds to client concernsSeeks understanding before respondingAddresses objectionsFollows up after resolution.
Navigates customer challenges: works at an advanced level to navigate conversations in which the customer is frustrated or unhappy with the organizationTypically works independently and provides guidanceListens nondefensively to angry/upset customersDefuses customer tensionExplains and addresses customer issuesOffers appropriate goodwill gesturesKeeps promises made to the customerPrepares 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 challengesProbes to uncover dissatisfactionRaises awareness of the client`s problemProbes 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 guidanceConnects on a personal levelDemonstrates a willingness to help customersChooses customer-focused words and phrasesAcknowledges what the customer saysAffirms the customer`s choicesAppreciates what the customer doesAssures the customer of the organization`s commitmentTransitions a customer to another service providerAvoids 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 contextUncovers customer key performance indicators.
Articulates customer objectivesAdds 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 challengesAdapts to changing goals/objectivesMaintains focus on win-win goalIdentifies key interestsRecognizes key negotiation pointsShares 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 forwardPre-plans for commitmentCloses sales with mutually beneficial commitmentsFocuses 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 questionsEncourages clients to speak freelyUses golden
SilenceAllows 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 clientCommunicates offerings in a compelling wayConveys initiatives to partners.
Offers solutions at the optimal timeCompels clients to a desire to actInvests
Appropriate time to understand core needsAligns stated needs with solution
BenefitsExplains 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 gainedMaximizes the opportunityDetermines when to cease dealNegotiates on valueUnderstands evolving objectivesIndicates 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 frameworksIdentifies all buyers affecting the salePlans actions to mitigate uncertaintyLeverages strengths, identifies missing information, gains relevant commitmentPrepares compelling value propositions.
Prospecting: uses comprehensive knowledge and skills to act independently while guiding and training others to identify ideal potential clientsIdentifies client-organization fitDefines ideal clientIdentifies long-term clientsEvaluates 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 opportunityQualifies opportunitiesIdentifies competitionInvests appropriate effortIdentifies budget and timingIdentifies and communicates benefits.
Technical experience is essential with a bscChemical engineering qualification preferred.
European regional cultural awareness requiredKnowledge of african markets is a bonus.
Proven successful track record of selling industrial, preferably process simulation, software.
Experience in working in a client facing role and proactively managing client relationships
Understanding of sales processes and opportunity management
Proven ability to grow relationships within an existing client base at a senior level
Proven track record of selling high value complex digital and simulation based solutions to large organizations
Proven track record of engaging with and presenting to senior stakeholders
Natural self-starter with extensive business contacts
Understands company vision and is able to translate it into a journey for themselves and team colleagues
Posted 18 days ago