Regional Sales Manager

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.

RESPONSIBILITIES

• Develop a clear landscape in the territory for the Material, Energy & Sustainability (E&S), Life, Y-Product and YMI Strategic Business Units (SBUs), including key players, market size, industry trends, project opportunities, automation profile and competitor activity through on-the-ground intelligence gathering performed both externally and internally, supplemented by data-driven analysis using appropriate project intelligence application platforms.
• Responsibility for achievement of annual sales targets in the territory.
• Market and sell Yokogawa’s total IA portfolio in the territory and exploit synergies across Systems & Solutions, Services and Y-Product BUs.
• Collaborate and align with Internal / EPC Sales & Proposals teams, Major Account (MA) teams, Business Development Managers (BDMs), Local Business owners (LBOs), Product Specialists (PS) and Subject Matter Experts (SMEs) available from local BUs, YMA Regional Headquarters (RHQ), Yokogawa Global Headquarters (YHQ), Centres of Excellence (CoEs), the YHQ Africa Business Promotion Centre and affiliates.
• Develop annual budgets and business plans under the direction of the Head of Sales, manage priorities, and allocate sales quotas to the FSEs in accordance with the territory’s objectives and annual sales targets.
• Formalise Goal Setting (KPIs) for the FSEs in line with Yokogawa’s Employee Performance Review guidelines. Using the Workday application, cascade Objectives & Key Results (OKRs), perform review-feedback cycles as required, and complete final evaluations and individual training needs analysis at year end within the prescribed timelines.
• Provide operational coordination on day-to-day activities of FSEs, while maintaining focus on the region’s strategic goals.
• Manage Master Opportunity & Forecast data for individual FSEs and the territory as a whole in the YODA CRM application in line with the guidelines and requirements as set out by the company and the YMA Corporate Planning Div. Monitor input data quality & accuracy, ensure completion of all mandatory fields, and maintain zero overdue opportunities in YODA.
• Identify, qualify, prioritise and manage major project opportunities in the territory in coordination with FSEs, BUs, BDMs, LBOs, Mas, EPC sales teams and the Engineering Manager. Align and implement activities and action plans accordingly.  
• Drive early engagement with project owners, consultants & engineering houses during pre-FEED phases, promote Yokogawa MAC capability where possible.
• In cases where the project owner, stakeholders or EPCs are overseas based, work with the relevant global RHQs in line with Yokogawa’s global territory rules.
• Maintain a customer centric approach, sustain rapport with customers in this territory by making periodic visits; exploring specific needs; anticipating new opportunities; mobilising / coordinating resources for the effective support of customers before, during and after sales.
• Achieves operational objectives by maintaining productivity, quality, and customer-service standards; resolving problems; implementing change.
• Maintain oversight on all major enquiries, RFQs, ITBs and tenders in the territory.
• Under coordination of the Head of Sales, identify and assign Major Account (MA) status to key customers in the territory. Assign the MA team and develop the MA strategy in collaboration with the relevant FSE and BUs, BDM / LBO.
• Prepare and analyse progress reports and monthly reports for the territory to ensure sales targets, growth and profitability objectives are achieved for each BU and SBU. Implement recovery plans with the FSEs as required.
• Submit full, half-yearly and quarterly sales forecasts for the territory as required by the Head of Sales from time to time in the format requested.
• Support Channel Partners (CPs) in the territory to maximise sales success through concerted sales calls, technical advice, product application advice and joining customer calls.
• Identify and explore new Channel Partner opportunities in the territory in line with Yokogawa’s due diligence and screening guidelines without compromise to compliance policies.
• Coordination of sales operations with all other departments and BUs in the company and / or supporting affiliate(s), including Engineering & Projects, Services & Training, Procurement & Logistics, Finance & Admin, QHSE and HR.
• Ensure FSEs are trained and familiar with Yokogawa Customer / End-User registration processes, Applications for Credit, and legal review process for Terms & Conditions (T&Cs) and Non-Disclosure Agreements (NDAs). Adhere to company guidelines & procedures for the safeguarding and sharing of confidential information received under an NDA.
• Ensure FSEs are familiar with and fully trained in the navigation and use of the Yokogawa Middles East & Africa Intranet site, its applications, links and security protocols, to effectively complete mandatory day-to-day self-service functions, as well as access information, tools, communication and collaborative platforms.
• Proposes key targets for advertising and trade promotion programmes contributing to field Sales & Marketing action plans in collaboration with the Marketing department.
• In coordination with the HR Manager, accomplish Sales & Marketing HR objectives for the territory by requesting / supporting the recruitment, selection, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees; communicating job expectations; KPIs; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures as applicable to the area of responsibility and territory.
• Stay abreast of the technical developments on Yokogawa Systems, Solutions, Products and Services as well as industry standards and requirements.
• Update job knowledge by participating in educational opportunities including Yokogawa University; maintain personal networks; participate in professional organisations.
• Ensure awareness of competitor activity in the territory in order to counter competitive assertions and promote Yokogawa solutions.
• Responsible for all trade Accounts Receivable (AR) for customers in region. Monitor AR aging on a proactive basis; coordinate corrective action with BU Managers and the Finance department.
• Protect the organisation's value by keeping information confidential.
• Adherence to the Yokogawa Management System.
• Adherence to Yokogawa Code of Conduct, Anti-Bribery / Anti-Corruption policy, Sales Manual, HR, QHSE and Accounting controls and procedures.
• Adherence to annual Goal Setting & Performance Review requirements with direct line manager.
• Abide by the company’s health and safety policy by ensuring the following:
• Abide by the company’s business expenditure policies.
• Abide by the Authority Levels document and be responsible for signatures as per Authority Levels document.
• Respond positively to any other reasonable request pertaining to the job.

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.

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