EPC Account 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.

EPC Account Manager – Mining & Metals

Yokogawa is on the move, transforming itself from IA to IA with advanced technologies allowing devices, equipment, business and production systems or even entire plants to operate autonomously. To help our customers keep pace with rapid advances in technology and an ever-changing business environment, Yokogawa provides solutions and services that will enable a digital transformation (DX) in their businesses and is preparing the way for a future in which industries will make the transition from industrial automation to industrial autonomy (IA2IA). Bring your whole self to work each day and realize your greatest potential by enabling our customers to achieve world-class operational excellence! Join the transformation!

Yokogawa is seeking an Account Manager, EPC with two main responsibilities:

Maintain and expand relationships with Strategic EPC Customers, with a strong focus on achieving and exceeding sales quotas. This includes collaborating and coordinating pursuit strategy with peer teams within Yokogawa to drive integrated pursuit strategies that maximize Yokogawa content. This will be accomplished by leveraging relationships across the EPC organization in various functional areas throughout the project development lifecycle. The objective is to understand your customer’s business goals and to align them with Yokogawa’s capabilities and solutions. In this role you will lead other Yokogawa key contributors in executing a comprehensive strategy to implement solutions that drive measurable customer success while delivering revenue growth and exceeding assigned sales targets. Additionally, you will be responsible for increasing Yokogawa’s business footprint within an assigned group of accounts and expanding customer engagement by introducing Yokogawa solutions to new customers and existing customers currently using competitive offerings. This role carries the full Yokogawa portfolio, including field instrumentation, analyzers, and control systems.

Develop and expand Yokogawa’s relationships with strategic EPC and engineering organizations across targeted process industries, with an emphasis on Mining & Metals growth initiatives. The role supports both established EPC accounts and the development of new EPC relationships where Yokogawa has limited historical engagement.

The Account Manager will work closely with industry leadership, sales, solutions, product teams, and regional account teams to identify projects early in the development lifecycle and influence automation, instrumentation, analyzer, and control-system specifications before procurement decisions are made.

DUTIES/RESULTS

·       Create and maintain a coverage strategy in collaboration with key stakeholders in the region.

·       Set the strategic direction for identified EPC accounts including specific objectives and metrics for growth and profitability.

·       Identify and develop new EPC relationships in Mining & Metals and other strategic industries where Yokogawa currently has limited market penetration.

·       Develop relationships within assigned accounts across EPC engineering, procurement, project management, technology, and executive leadership, including discipline leaders in process, electrical, instrumentation, controls, automation, and digital.

·       Work with Yokogawa industry leadership to identify major capital projects during concept, pre-FEED, FEED, and early engineering stages.

·       Position Yokogawa for early specification of field instrumentation, analyzers, DCS, SIS, SCADA, advanced process control, asset-performance solutions, energy-management solutions, and other applicable technologies.

·       Coordinate with product management, application engineering, and channel partners to support instrument packages, MRQ responses, and technical bid evaluations.

·       Understand and influence the customer's instrument index, datasheets, and project specifications, including client.

·       Develop project pursuit strategies that connect the EPC, end user, OEMs, system integrators, and other project influencers.

·       Support account and project capture plans with clearly defined stakeholders, decision makers, influencers, competitors, next actions, and commercial opportunities.

·       Maintain visibility to the EPC project pipeline and communicate major projects, engineering activity, competitive positioning, and specification opportunities to the appropriate Yokogawa sales and industry teams.

·       Establish measurable account-development and pipeline-growth objectives for assigned EPC organizations.

·       Build, develop and lead account teams committed to Yokogawa's vision and values.

·       Initiate proposals and negotiate through delivery with customers and internal resources to reach long-term business objectives.

·       Conduct 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.

·       Coordinate across Yokogawa regions when EPC engineering or project execution occurs outside North and Central America but supports a YCA customer or project.

·       Consistently meet and exceed assigned sales quotas by driving revenue growth through strategic account management and execution.

·       Contribute to the growth of YCA by playing an active and communicative role as a member of the YCA Team.

MINING & METALS SUPPORT

The role will work closely with Yokogawa’s Mining & Metals leadership to expand Yokogawa’s position with EPCs, EPCMs, engineering consultants, technology providers, and OEMs serving the mining, mineral processing, metals, and critical-minerals markets. This includes identifying projects early enough to influence process automation and instrumentation architecture and ensuring Yokogawa is included in applicable vendor lists, specifications, and bid packages.

SPECIFICATIONS

Education/Experience:

Bachelor’s degree in Engineering / Engineering Technology preferred (Mechanical, Electrical, or Chemical a plus). 5+ years of experience in industrial automation, EPC business development, strategic account management, project sales, or a related process-industry role. Experience working with EPC/EPCM organizations and large capital projects is strongly preferred.

Experience in Mining & Metals, chemicals, energy, power, LNG, refining, life sciences, or other capital-intensive process industries is desirable.

The ideal candidate understands how major capital projects progress from concept and FEED through detailed engineering, procurement, construction, commissioning, and operation, and understands how automation and instrumentation vendors influence project specifications during those stages.

This position is best filled by someone with a firm understanding of process automation and process control in discrete and continuous manufacturing, plus working technical knowledge of field instrumentation analytical products, and control systems. The best candidate will have experience with technologies such as DCS, SIS, PLC’s, SCADA as well as methods of measuring pressure, temperature and flow and analytical systems. The ideal candidate is comfortable engaging EPC engineering, procurement, and executive leadership across a broad range of process industry markets.

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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