وظيفة مساعد المدير العام لدى Yokogawa في المحرق Assistant General Manager – Analyzer Sales Responsibilities ◆ Leadership and Direction Identify and communicate the actions needed to implement the function’s strategy and business plan within the business area or department; explain the relationship to the broader organization’s mission, vision and values; motivate people to commit to these and to doing extraordinary things to achieve local business goals. ◆ Key Account Management Ensure quality service and profitable business growth by managing a portfolio of complex customer relationships and/or a small team of account managers. ◆ Business Planning Contribute to the development of annual and longer-term business plans; forecast performance against business Key Performance Indicators (KPIs); develop business cases for key activities/projects; and estimate the financial and human resources required to deliver performance targets. ◆ 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 Relationship Management / Account Management Develop and implement a relationship management plan for strategic, complex existing 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. Manage key client and customer relationships, often through account teams, to ensure their ongoing satisfaction and loyalty. ◆ Promoting Customer Focus Develop internal marketing plans and work collaboratively with other departments to improve internal relationships in a large organization and to build strong external customer relationships. ◆ Customer Needs Clarification Set clear objectives for each sales call; develop and make presentations that are tailored to the known interests, needs, issues, and concerns of decision makers and influencers within the customer organization; gather and analyze relevant information; and gain agreement to a statement of customer requirements. ◆ Sales Opportunities Creation Develop a personal network of senior managers within the business sector and represent the organization at business sector events. Obtain market intelligence, promote the organization, and enhance its reputation. ◆ Organizational Capability Building Use the organization’s formal development framework to identify the team’s individual development needs. Plan and implement actions, including continuing professional development specified by professional or regulatory institutions, to build their professional capabilities. Provide informal training or coaching to others throughout the organization in own area of expertise to enable others to improve performance and fulfill personal potential. ◆ Performance Management Manage and report on the performance of a substantial, diverse team; set appropriate performance objectives for direct reports or project / account team members and hold them accountable for achieving these; take appropriate corrective action where necessary to ensure the achievement of team / personal objectives. ◆ Operational Compliance Monitor and review performance and behaviors within area of responsibility to identify and resolve non-compliance with the organization’s policies and relevant regulatory codes and codes of conduct. ◆ Budgeting Develop and/or deliver budget plans with guidance from senior colleagues. Behavioral Competencies ◆ Customer Focus Builds strong customer relationships and delivers customer-centric solutions. For example, uses customer feedback and data to drive continuous improvement; creates an environment in which team members feel a strong sense of ownership and accountability toward creating the best possible customer experience. ◆ Business Insight Applies knowledge of business and the marketplace to advance the organization’s goals. For example, leverages insights to shape and drive critical initiatives. Shares industry developments with the team; helps them grasp business and industry fundamentals and understand how they contribute. ◆ 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, encourages coworkers and external partners to work together as a team, and makes sure they get credit for doing so. Encourages people to share their honest views, responds in a non-defensive way when they do. ◆ Strategic Mindset Sees ahead to future possibilities and translates them into breakthrough strategies. For example, knows what to prioritize for the greatest strategic impact on the organization. Takes industry and market trends into account in decisions. Explores possibilities that may impact the team or organization in the future. Skills ◆ Action Planning Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on developing appropriate plans or performing necessary actions based on recommendations and requirements. ◆ 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. ◆ 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. ◆ 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 organization. ◆ Commercial Acumen Acts independently to apply comprehensive understanding of the business environment and objectives developing solutions while providing guidance and training to others. ◆ 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 customers. ◆ 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 solution. ◆ 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 client. ◆ 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 opportunity. ◆ 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 client’s organization. ◆ 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 resistance. ◆ Navigates Customer Challenges Works at an advanced level to navigate conversations in which the customer is frustrated or unhappy with the organization. Typically works independently and provides guidance. ◆ 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 challenges. ◆ Review and Reporting Applies comprehensive knowledge and skills to work independently while providing guidance and training to others on reviewing and creating relevant, lucid and effective reports. ◆ 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. ◆ 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 influencers. ◆ 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 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. ◆ 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. ◆ 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 organization and its clients. ◆ Adaptive Mindset Works at an advanced level to shift into and out of a mental mindsets associated with assessing the facts and circumstances of the current situation and/or environment and making the appropriate/innovative adjustments to thinking and work habits to thrive in any scenario. Typically works independently and provides guidance. ◆ 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. ◆ 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. ◆ 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. ◆ Negotiation Uses comprehensive knowledge and skills to negotiate independently while providing guidance and training to others on how to help the organization by obtaining consensus between two or more internal or external parties who may have different interests. ◆ 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 frameworks. ◆ Project Management Uses comprehensive knowledge and skills to work independently while guiding and training others on managing projects and/or programs within desired cost, time and quality parameters. ◆ Strategic Planning Applies comprehensive knowledge and/or skills to independently engage in strategic planning. ◆ 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. ◆ Understands the Buying Process Uses comprehensive knowledge and skills to act independently while guiding and training others to align the client’s sales process with their organization’s sales process, including the key influencers/sales team members when appropriate. ◆ Workflow Management Works at an advanced level to orient work in a workflow to plan, organize, and execute the steps it takes to achieve a goal to achieve higher efficiencies. Typically works independently and provides guidance. Education Master’s Degree or Equivalent Level General Experience Substantial general work experience together with comprehensive job related experience in own area of expertise to fully competent level. (Over 6 years to 10 years ) Managerial Experience Experience of planning and managing resources to deliver predetermined objectives as specified by more senior managers (Over 3 years to 6 years) 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! لمشاهدة جميع الوظائف الشاغرة على ثريدز اضغط شارك الوظيفة