Job Title: Sales Manager for Oil & Gas Upstream sector
Skills and Competency:
Technical expertise
- Basic knowledge and hand-on experience in oil & gas upstream sector including oil & gas exploration and production, pipeline SCADA & RTU.
- Understanding and working knowledge of SCADA, DCS and Safety PLC.
- Additional experience of Plant Information Management System, and IT technologies, API interface and IT-OT integration if any
- Ability to articulate technical concepts clearly during the discussions with clients
Sales and stakeholder management
- Specific experience and knowledge in handling Indian customers in oil & gas upstream (exploration and production) and pipeline sector with exposure to interface with public sector and with private sector clients as well as basic process knowledge of oil & gas upstream and pipeline to have a conversation with customers at pre-sales and bidding phase
- Expertise in building and executing sales strategies tailored to opportunities of oil & gas upstream sector
- 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
- Front-end sales skillset from pre-sales to the contract closure as well as opportunity management to meet annual target
Market and competitive awareness
- Capability to handle multiple sales opportunities and bidding process simultaneously for oil & gas upstream sector
- Ability to collect and analyse market trends and direct knowledge from clients, and provide strategic insights to sales and business units
Others
- 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
- General knowledge about commercial terms & condition for negotiation with customers and contract closure
Division / Function: Corporate Sales
Job Role
- To play a critical role for leading front-end sales in oil & gas upstream sector to achieve the target through understanding of client needs, opportunity pipeline management, annual target (budget) planning and timely forecasting management, business strategy, positioning Yokogawa as preferred partner against competitors, proactive introduction of Yokogawa
- To develop close collaboration with internal stakeholders to meet customers requirements, ensure satisfaction
- Achieve sales and revenue target within oil & gas upstream sector.
- To expand YIL's footprints in YIL territories in oil & gas upstream sector, building long-term relationship, and driving the YIL's overall success and growth in this strategic sector.
Key Responsibilities
- Understand customer's needs and business / projects / investment plan for our short to mid-term actions
- Monitor competitor's activities toward customers in oil & gas upstream sector during the sales process and provide actionable feedback for internal stakeholders to refine tactical approaches
- Identify the stakeholders of each key accounts, asses 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 oil & gas upstream customers with sales strategy sourced from direct knowledge from customers and market information.
- Provide and/or organize technical presentations with the support from internal stakeholders as required to demonstrate how Yokogawa's solution can contribute to customer's direct and potential expectation.
Experience:
Over 10 to 20 years of experience in front-end sales roles as described in Key Responsibilities above.
