Manager - Sales EPC Accounts

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.

Job Purpose/Overview

• The purpose of the Manager - Sales (EPC Accounts) role is to drive and manage business growth with major Engineering, Procurement, and Construction (EPC) companies in the UAE. This position is focused on developing and sustaining strong relationships with key EPC clients, identifying business opportunities, and ensuring the successful execution of sales strategies aligned with the organization's objectives.
• The Manager will play a critical role in understanding client needs, positioning the company as a preferred partner, and delivering tailored solutions to secure profitable projects. This involves close collaboration with internal teams to meet customer requirements, ensure satisfaction, and achieve sales and revenue targets within the EPC segment.
• Key deliverables include expanding the company's footprint in regions where EPC companies undertake projects within YMA's geographical areas, building long-term client relationships, and driving the organization's overall success and growth in this strategic sector.
  
  

Key Responsibilities & Accountabilities

Single Point of Contact for Non-UAE Sales

• Serve as the primary liaison for all sales activities outside the UAE, ensuring seamless coordination and communication with relevant stakeholders.
  
  

Selling Complexity and End User Collaboration

• Identify the complexity of sales opportunities and approach End User Account Managers for feedback and inputs to determine the appropriate level of involvement.
  
  

Stakeholder Identification and Relationship Building

• Identify key stakeholders within the EPC organization and assess their influence on decision-making processes.
• Develop trust with key stakeholders to positively influence decisions in favor of Yokogawa.
• Collaborate with End User Account Managers to align strategies and build mutual support.
  
  

Competitive Analysis and Tactical Feedback

• Monitor competitor activities during the sales process and provide actionable feedback to the BU Sales team to refine tactical approaches.
  
  

Bid Management and Submissions

• Collaborate with the System / Solutions BU Sales Support team to ensure timely and accurate submission of proposals during the bidding phase.
  
  

Technical Presentations

• Prepare and deliver technical presentations, with support from the BU Sales Support team, to articulate and demonstrate how Yokogawa's products and solutions align with customer project needs.
  
  

Compliance and Commercial T&C’s

• Prepare compliance documents for commercial terms and conditions in consultation with the Legal Team.
• Negotiate and finalize T&Cs with customers and provide necessary feedback to the costing team.
  
  

Contract Closure and Handover

• Collaborate with the End User Sales Manager to close orders and contracts.
• Coordinate with the Engineering Team to ensure smooth project handover.
  
  

CRM Management and Reporting

• Update CRM systems with relevant sales data and activities.
• Support the End User Sales Manager in preparing weekly and monthly sales reports.
  
  

Qualification And Experience

• Graduate in Engineering - preferably in Instrumentation Engineering / Computer Engineering / Electronics / Electrical
• Minimum 10-15 years of experience in Sales Role, preferably handling EPC accounts for instrumentation / automation products
  
  

Required Competencies / Skills

Technical Expertise

• Strong understanding of Yokogawa's product portfolio, solutions, and applications in the industrial automation domain.
• Ability to articulate technical concepts clearly during presentations and discussions with clients.
  
  

Sales And Negotiation Skills

• Proven track record in managing sales processes, negotiations, and closing contracts with EPC accounts.
• Expertise in building and executing sales strategies tailored to complex, high-value projects.
  
  

Stakeholder Management

• Excellent interpersonal skills to build trust and maintain relationships with key stakeholders, including clients and internal teams.
• Strong influencing and decision-making skills to drive favourable outcomes.
  
  

Market and Competitive Awareness

• In-depth knowledge of the EPC market, its dynamics, and competitor activities.
• Ability to analyze market trends and provide strategic feedback to the sales and business units.
  
  

Project and Time Management

• Capability to handle multiple sales opportunities and bidding processes simultaneously.
• Strong organizational skills to ensure timely submission of proposals and smooth project handover.
  
  

Commercial and Legal Acumen

• Familiarity with preparing and negotiating commercial terms and conditions.
• Understanding of legal frameworks and compliance requirements in EPC contracts.
  
  

Communication And Presentation Skills

• Exceptional verbal and written communication skills for effective client engagement and reporting.
• Proficiency in preparing and delivering compelling technical presentations.
  
  

CRM and Reporting

• Proficient in using CRM tools to manage sales activities and track performance.
• Analytical skills to compile and interpret sales data for reporting purposes.
  
  

Adaptability and Teamwork

• Flexibility to work across diverse geographies and with multi-functional teams.
• Collaborative mindset to ensure alignment with internal stakeholders and achieve shared goals
  
  

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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