Business Development Executive - Upstream

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.

Shape the Future of Decarbonization and Digital Transformation with KBC

KBC (A Yokogawa Company), is a global technology-based consulting company that delivers world-class process optimization and energy solutions to the oil & gas, refining, petrochemical, and polymer industries. We blend decades of deep industry expertise with cutting-edge digital technologies enabling clients to achieve operational excellence, sustainability, and profitability. With a focus on decarbonization and net-zero goals, our integrated solutions have helped avoid 400 million tonnes of CO₂ since 1979. At KBC, you'll be part of a team that empowers industries to navigate the energy transition and accelerate the path to net-zero - all while building a rewarding, future-focused career.

Job Purposes

Responsible for designing and executing a comprehensive sales strategy to expand KBC's presence in the upstream sector.

Actively influences Production Optimization, Digital Transformation, Asset Management, Automation and Decarbonization of the Upstream by enabling the adoption and implementation of KBC's Consulting and Technology Solutions, Simulation, Analytics and cloud technologies in the sector.

Plays the role of the client expert within the Americas geo-market and acts in conjunction with the internal teams to set strategy and close sales for each client. Responsible for coordinating the internal team to ensure the sales strategy is successfully executed and commercial targets delivered. Advance upstream sales and business development by building strategic relationships and aligning client needs with KBC's value proposition, while managing deals pipeline, and defining tailored solutions that meet customers' business and operational goals.

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 sales engagement and 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 KBC 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 mid- to long-term customer needs, and develop and agree to a specification of customer requirements.
• Sales Opportunities Creation - Actively create and drive new business opportunities by engaging directly with potential clients, attending industry events, and building a strong personal network of senior decision-makers. Represent the Company externally to uncover client needs, gather valuable market intelligence, and position the company as a trusted, forward-thinking partner. Through strategic outreach and consistent presence in the business community, enhance the Company's reputation and fuel sustainable growth.
• Sell Customer Propositions - Lead a cross-functional internal team (for example, 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 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 customer relationship management 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 non-compliance with the Company'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 :

Skills :

Education :

General Experience :

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.

Are you being referred to one of our roles? If so, ask your connection at Yokogawa

about our Employee Referral process!