EPC Business Development Manager
Location: Mumbai Or Delhi
About the Role
To play a critical role for understanding client needs, opportunity pipeline management, business strategy, positioning Yokogawa as preferred partner against competitors, proactive introduction of Yokogawa solutions tailored to respective EPCs as per the direct requirement and potential expectation to be assumed.
Responsibilities
- Understand customer's needs and business / projects / investment plan for our short to mid term actions
- Monitor competitor's activities toward EPCs during the sales process and provide actionable feedback for front-end sales persons to refine tactical approaches
- Identify the stakeholders of each EPCs, assess the influences of decision-making processes, develop trust with key stakeholders to positively influence decisions in favour of Yokogawa and increase the relationship network up to C-Level
- Map the main projects ecosystem (End users, OEMs, Integrators, etc.) and share the information with relevant colleagues to generate additional opportunities for Yokogawa.
- Guide Yokogawa internal stakeholders to increase the business from respective EPCs with sales strategy sourced from direct knowledge from customers and market information.
- Secure close coordination with front-end sales persons to approach end users which respective EPCs are involved
- Interact and coordinate with all the Yokogawa organizations worldwide for international projects to maximize our scope
- Provide and/or organize technical presentations with the support from internal stakeholders to demonstrate how Yokogawa's solution can contribute to customer's direct and potential expectation
Qualifications: BE/B.Tech
- Basic knowledge and experience in oil & gas, refinery and petrochemical, fertilizers, power and renewable energy, clean energy (i.e. green hydrogen, green ammonia, SAF, CCS/CCUS)
- Understanding of product, system and application in an industrial automation domain
Required Skills
- Ability to articulate technical concepts clearly during the discussions with clients
- Expertise in building and executing sales strategies tailored to EPC's complex opportunities
- Interpersonal skills to build trust and maintain relationships with key stakeholders, including clients and Yokogawa internal teams.
- Strong influencing and proactive decision-making skills to drive favourable outcomes
- Capability to handle multiple sales opportunities and bidding process simultaneously
- Ability to collect and analyse market trends and direct knowledge from clients, and provide strategic insights to sales and business units
Preferred Skills
- Exceptional verbal and written communication skills for effective client engagement and reporting
- Proficiency in preparing and/or leading the delivery of adequate technical presentations
- Collaborative mindset to ensure alignment with internal stakeholders and achieve shared goals
- Flexibility to work across diverse geographies and with multi-functional teams as well as timely visit to customers.
