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 18000 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 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.

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 CO since 1979. At KBC youll 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 Purpose

Working as part of a team in the energy consulting business line typical projects include mainly Energy Performance Improvement Studies but also participate in project focusing on Profit Improvement Programs Strategic Analysis Operational Excellence Process trouble shooting and plant optimization.

The postholder will be responsible for:

• Lead data collection and analysis for example take client operational data and reconcile.

• Modeling and evaluation of utility systems (steam fuel and power).

• Conduct pinch analysis to identify heat integration gaps and improvement opportunities.

• Identify operating cost and capital cost reduction opportunities as part of energy consulting engagements.

• Technical and economic analysis of energy improvement opportunities.

• Supervision of team for limited sized projects or work streams.

• Assistance in technical proposal preparation and Client sales visits.

The incumbent will have a willingness to travel as and when required on a domestic and international basis approximately 20%-40% of the time.

Responsibilities

• Key Account Management: Manage and develop important customer relationships with guidance from senior colleagues and/or manage an account team delivering day-to-day support. Customers are likely to include mid-tier companies multinational corporations.
• 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 Needs Clarification: Set clear objectives for each sales call or meeting; tailor standard materials to make presentations to decision-makers and influencers within the customer organization; and ask relevant questions to gather information to evaluate the customers level of interest and to identify and respond to areas requiring further information or explanation.
• Sell Customer Propositions: Use personal expertise to identify the complex standard products and/or services offered by the Company that meet the customers needs together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms referring to senior colleagues where necessary to ask for concessions (e.g. price reduction) that gain the customers agreement.
• Promoting Customer Focus: Collaborate internally and work as the customer champion in cross-functional teams to build strong external customer relationships.
• 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.
• Operational Compliance: Maintain and renew a deep knowledge and understanding of the Companys policies and procedures and of relevant regulatory codes and codes of conduct and ensure own work adheres to required standards. Or identify within the team patterns of noncompliance with the Companys policies and procedures and with relevant regulatory codes and codes of conduct taking appropriate action to report and resolve these and escalating issues as appropriate.
• 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.

Behavioral Competencies

• Customer Focus Builds strong customer relationships and delivers customer-centric solutions. E.g. digs deeply into customer feedback and drives the innovations that can enable the Company to better meet customers future needs. Frequently adjusts approach to ensure customer needs are met and to improve service.
• Business Insight: Applies knowledge of business and the marketplace to advance the Companys 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.
• 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.
• Collaborates: Builds partnerships and works collaboratively with others to meet shared objectives. For example readily involves others to accomplish goals; stays in touch and shares information; discourages us versus them thinking; shows appreciation for others ideas and input.

Skills

• 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.
• Manages Resistance: Uses comprehensive knowledge and skills to act independently while guiding and training others to acknowledge a clients indifference and gain agreement from the client to discover the root causes of resistance. Responds to client concerns seeks understanding before responding addresses objections and follows up after resolution.
• Understands Customer Needs: Uses comprehensive knowledge and skills to act independently while guiding and training others to articulate the customer needs in the customers business language and business context. Understands customer context uncovers customer Key Performance Indicators articulates customer objectives and 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 point and shares goals and recognizes value.
• 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.
• Customer-Focused Approach: Works without supervision and provides technical guidance when required to orient the Company around delivering to the key needs of their customers. Keeps customer at center of sale collaborates with customers elevates partner insights and uses common terminology.
• 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. Provides context for conversations and proposes mutually valuable agenda. Leverages pre-call prep for partnerships. Confirms client understanding leverages pre-call prep and adds value through perspective.
• Knows the Buying Influences: Works without supervision and provides technical guidance when required to accurately identify and understand the key buying influences pertaining to an opportunity. Identifies all buyers and their level of influence. Assesses each buyers sense of urgency and readiness. Seeks to understand each buyers 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.
• Understands Buying Influencer Needs: Works without supervision and provides technical guidance when required to quickly and accurately define the needs of the key buying influencers. Seeks to understand buyer needs determines the root of buyer needs uncovers buyers goals and seeks buyer need priorities. Assesses channel relationship needs and expectations.
• Maintains the Relationship: Uses comprehensive knowledge and skills to act independently while guiding and training others to continuously provide effective solutions and value to the clients organization. Monitors client value perception. Communicates successes and challenges and makes measurable contributions.
• Navigates Customer Challenges: Works at an advanced level to navigate conversations in which the customer is frustrated or unhappy with the Company. Typically works independently and provides guidance. Listens nondefensively to angry/upset customers. Defuses customer tension. Explains and addresses customer issues. Offers appropriate goodwill gestures and keeps promises made to the customer. Prepares for commonly encountered customer challenges. Assists multiple customers simultaneously.
• 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. Demonstrates a willingness to help customers. Chooses customer-focused words and phrases. Acknowledges what the customer says. Affirms the customers choices. Appreciates what the customer does and assures the customer of the Companys commitment. Transitions a customer to another service provider. Avoids technical or industry-specific jargon.
• Builds Rapport: Works without supervision and provides technical guidance when required to quickly and effectively establish trust within the buying centers in the clients organization. Shows interest in buyer needs. Shows empathy with buyers circumstances. Respects the clients time. Incorporates clients point of view. Provides relevant context. Confirms understanding. Reinforces professional capability
• In-Depth Questioning: Works without supervision and provides technical guidance when required 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 clients situation. Explores client problems and solutions. Differentiates between complaining and a desire for action.
• Questions Strategically: Works without supervision and provides technical guidance when required to uncover clients explicit needs and/or unforeseen opportunities and challenges. Probes to uncover dissatisfaction. Raises awareness of the clients problem. Probes to uncover and develop needs. Seeks alignment between needs and Solutions.
• Account/Client Management: Uses comprehensive knowledge and skills to act independently while guiding and training others on managing client accounts in a way that provides benefits both for the Company and its clients.
• Expands the Service: Uses comprehensive knowledge and skills to act independently while guiding and training others to grow the value of the account through cross-sell and up- sell opportunities. Prioritizes time effectively. Develops a long-term strategy. Identifies cross-sell/up-sell business opportunities. Communicates product/service advances. Improves channel management.
• Planning and Organizing: Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on planning organizing prioritizing and overseeing activities to efficiently meet business objectives.
• Strategic Planning and Analysis: Uses comprehensive knowledge and skills to act independently while guiding and training others to help the client prioritize their business objectives and challenges. Knows key client issues. Identifies issues affecting the sale. Mitigates uncertainties and roadblocks. Identifies client-specific differentiators. Connects solutions to client objectives. Understands the sales stages. Supports partnership goals. Positions partnerships for long-term relationship.
• Understands the Buying Process: Uses comprehensive knowledge and skills to act independently while guiding and training others to align the clients sales process with the Companys sales process including the key influencers/sales team members when appropriate. Understands customer processes. Manages customer/org team alignment. Manages customer/org process alignment and determines partnership market perception.

Position Requirements

Education

• BEng/ MEng in Chemical Engineering or related STEM degree

General Experience

• Previous experience and competent in the use of simulation models and energy tools is required.
• Skills in conducting pinch analysis is essential.
• Experience in utility system operation and optimization is advantageous.
• Proven ability in managing a team with strong evidence of leadership and mentoring skills.
• Achieved Chartered Engineer status is preferable
• Arabic language is a plus.

Yokogawa is an Equal Opportunity Employer. Yokogawa wants a diverse equitable and inclusive 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 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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