ACCOUNT MANAGER III

About the role

The Account Manager in the South Louisiana Territory will maintain and expand relationships with Strategic Customers (End Users and alignment with EPCs) from a corporate perspective. Secondly, they will build and leverage relationships across the customer enterprise in functional areas such as Engineering, Manufacturing and Maintenance. The objective is to understand your customer’s business objectives to align with Yokogawa capabilities and solutions.

Duties/Results

• Create and maintain a territory coverage strategy in collaboration with key stakeholders in the US Gulf Coast region.
• Set the strategic direction for identifying corporate accounts including specific objectives and metrics for growth and profitability.
• Develop, track and achieve target KPI’s for corporate accounts.
• Develop and implement formalized business plans for designated accounts to outline available opportunities, which increase new business and expansion opportunities.
• Build and maintain strong customer relationships with selected corporate customers at multiple organizational levels and multiple locations.
• Collaborate with other strategic account teams committed to Yokogawa’s vision and values.
• Provide feedback on marketing and other supporting functions regarding market trends and other factors affecting sales.
• Initiate proposals and negotiate through delivery with customers and internal resources to reach long-term business objectives.
• Conduct orders forecast and pipeline review meetings with account teams, ensure lead generation and pipeline growth will sustain revenue targets.
• Participate in regular reviews for all assigned Accounts to review progress against commitments including performance to plan, CRM pipeline size & quality, CRM utilization, and accounts receivable as necessary.
• Utilize the tools and processes to meet and exceed your annual targets within your assigned territory/account base (CRM, Forecasting, Account planning, etc.).
• Work to ensure timely and thorough administration of current Account contracts.
• Maximize YCA product portfolio with assigned customers through a “Demand Creation” process.
• Contribute to the growth of YCA by playing an active and communicative role as a member of the YCA Team.

Specifications

• Bachelor's degree in Engineering or Engineering Technology preferred (Mechanical or Electrical).
• 10+ years in the industrial automation industry selling integrated/network-based production control systems and safety instrumented systems and services.
• This position is best filled by a highly experienced sales professional located in the New Orleans area is preferred, Baton Rouge, if possible, with a firm understanding of Process Automation/Process Control in both discrete and continuous manufacturing.
• Ideal candidate will have experience with technologies such as DCS, SIS, PLC’s, SCADA, Advanced Solutions Software, as well as methods of measuring pressure, temperature and flow and analytical systems.
• Ideal candidate will have familiarity with customer organizations such as Operations, Engineering, and Maintenance in industries such as Refining, Petrochemical, Oil and Gas processing, LNG, and Power Generation.