Assistant General 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

◆ Leadership and Direction

Identify and communicate the actions needed to implement the function's strategy and business plan within the business area or department; explain the relationship to the broader organization's mission, vision and values; motivate people to commit to these and to doing extraordinary things to achieve local business goals.

◆ Business Development

Participate in formulating the strategy and identifying, evaluating, and structuring key transactions to ensure continued financial health and maximum value creation through the entire product life cycle. Transactions may involve alliances, collaborations, mergers and acquisitions, in and out licensing initiatives, and other activities. 

◆ Business Planning

Contribute to the development of annual and longer-term business plans; forecast performance against business Key Performance Indicators (KPIs); develop business cases for key activities/projects; and estimate the financial and human resources required to deliver performance targets.

◆ Sales Opportunities Creation

Develop a personal network of senior managers within the business sector and represent the organization at business sector events. Obtain market intelligence, promote the organization, and enhance its reputation.

◆ Customer Relationship Development / Prospecting

Develop and implement a relationship management plan for strategic, complex potential accounts to build key relationships at local and national levels. Coordinate the engagement of own organization with the customer organization to ensure effective two-way flow of information and resolution of issues.

◆ Promoting Customer Focus

Develop internal marketing plans and work collaboratively with other departments to improve internal relationships in a large organization and to build strong external customer relationships.

◆ Sell Customer Propositions

Configure a complex product and services solution and associated contractual terms that meet the customer's mid- to long-term needs, taking input from relevant internal specialists. Present the solution to customer representatives and negotiate agreement within a pre-defined range of commercial parameters. OR Review sales proposals from team members and authorize those that deviate from standard terms, escalating issues to senior management where appropriate.

◆ Customer Relationship Management / Account Management

Develop and implement a relationship management plan for strategic, complex existing accounts to build key relationships at local and national levels. Coordinate the engagement of own organization with the customer organization to ensure effective two-way flow of information and resolution of issues. Manage key client and customer relationships, often through account teams, to ensure their ongoing satisfaction and loyalty.

◆ Organizational Capability Building

Use the organization's formal development framework to identify the team's individual development needs. Plan and implement actions, including continuing professional development specified by professional or regulatory institutions, to build their professional capabilities. Provide informal training or coaching to others throughout the organization in own area of expertise to enable others to improve performance and fulfill personal potential.

◆ Performance Management

Manage and report on the performance of a substantial, diverse team; set appropriate performance objectives for direct reports or project / account team members and hold them accountable for achieving these; take appropriate corrective action where necessary to ensure the achievement of team / personal objectives.

◆ Operational Compliance

Monitor and review performance and behaviors within area of responsibility to identify and resolve non-compliance with the organization's policies and relevant regulatory codes and codes of conduct.

◆ Budgeting

Develop and/or deliver budget plans with guidance from senior colleagues.

Behavioral Competencies

◆ Customer Focus

Builds strong customer relationships and delivers customer-centric solutions. For example, uses customer feedback and data to drive continuous improvement; creates an environment in which team members feel a strong sense of ownership and accountability toward creating the best possible customer experience.

◆ Manages Complexity

Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, consistently looks at complex issues from many angles; obtains a rich and deep understanding; swiftly cuts to the core issue; skillfully separates root causes from symptoms.

◆ Instills Trust

Gains the confidence and trust of others through honesty, integrity, and authenticity. For example, is consistently honest and straightforward; shares uncomfortable information in a clear and helpful manner. Maintains high ethical standards and professional codes of conduct.

◆ Drives Results

Consistently achieves results, even under tough circumstances. For example, regularly pushes self to achieve outstanding outcomes; consistently establishes bold goals for own performance; is passionate about excellent results and significant contributions. Shows great tenacity to complete goals/initiatives in a timely way.

◆ Collaborates

Builds partnerships and works collaboratively with others to meet shared objectives. For example, encourages coworkers and external partners to work together as a team, and makes sure they get credit for doing so. Encourages people to share their honest views, responds in a non-defensive way when they do.

◆ Strategic Mindset

Sees ahead to future possibilities and translates them into breakthrough strategies. For example, knows what to prioritize for the greatest strategic impact on the organization. Takes industry and market trends into account in decisions. Explores possibilities that may impact the team or organization in the future.

Skills

◆ Action Planning

Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on developing appropriate plans or performing necessary actions based on recommendations and requirements.

◆ Planning and Organizing

Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on planning, organizing, prioritizing and overseeing activities to efficiently meet business objectives.

◆ Commercial Acumen

Acts independently to apply comprehensive understanding of the business environment and objectives developing solutions while providing guidance and training to others.

◆ Knows the Buying Influences

Uses comprehensive knowledge and skills to act independently while guiding and training others to accurately identify and understand the key buying influences pertaining to an opportunity. 

◆ Manages Buyer Indifference

Uses comprehensive knowledge and skills to act independently while guiding and training others to acknowledge and ask questions to understand the circumstances surrounding client indifference.

◆ Builds Rapport

Uses comprehensive knowledge and skills to act independently while guiding and training others to quickly and effectively establish trust within the buying centers in the client's organization. 

◆ Initiates Compelling Sales Conversations

Uses comprehensive knowledge and skills to act independently while guiding and training others to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client.

◆ Policy and procedures

Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on developing, monitoring, interpreting and understanding policies and procedures, while making sure they match organizational strategies and objectives.

◆ Review and Reporting

Applies comprehensive knowledge and skills to work independently while providing guidance and training to others on reviewing and creating relevant, lucid and effective reports.

◆ Understands Buying Influencer Needs

Uses comprehensive knowledge and skills to act independently while guiding and training others to quickly and accurately define the needs of the key buying influencers. 

◆ Understands Issues/Motivations

Uses comprehensive knowledge and skills to act independently while guiding and training others to quickly identify and accurately articulate why a client does or does not want a change based on their business objectives and challenges. 

◆ Verbal Communication

Applies comprehensive knowledge to act independently while providing guidance and training to others on using clear and effective verbal communications skills to express ideas, request actions and formulate plans or policies.

◆ Adaptive Mindset

Works at an advanced level to shift into and out of a mental mindsets associated with assessing the facts and circumstances of the current situation and/or environment and making the appropriate/innovative adjustments to thinking and work habits to thrive in any scenario. Typically works independently and provides guidance.

◆ Closes Effectively

Uses comprehensive knowledge and skills to act independently while guiding and training others to arrive at mutually beneficial commitments that help move the sales/client relationship forward.

◆ Customer and Market Analysis

Acts independently using comprehensive knowledge and/or skills to conduct research and analyze data while guiding and training others on how to develop a comprehensive understanding of customer and market conditions that enables maximum return on investments.

◆ Customer-Focused Approach

Uses comprehensive knowledge and skills to act independently while guiding and training others to orient the seller's organization around delivering to the key needs of their customers. 

◆ Effectively Presents Solutions

Uses comprehensive knowledge and skills to act independently while guiding and training others to clearly present solutions that link directly to the key objectives and challenges important to the client.

◆ In-Depth Questioning

Uses comprehensive knowledge and skills to act independently while guiding and training others to explore the depth and breadth of a problem, draw out the implications of not changing, and help clients self-discover and articulate the value of a solution.

◆ Manages Resistance

Uses comprehensive knowledge and skills to act independently while guiding and training others to acknowledge a client's indifference and gain agreement from the client to discover the root causes of resistance. 

◆ Managing Change

Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on maintaining high performance while applying a change mindset to the planning, execution and monitoring of business activities during times of change.

◆ Negotiates Strategically/Tactically

Uses comprehensive knowledge and skills to act independently while guiding and training others to facilitate the commercial details of an opportunity such that both parties are satisfied with the value gained. 

◆ Negotiation

Uses comprehensive knowledge and skills to negotiate independently while providing guidance and training to others on how to help the organization by obtaining consensus between two or more internal or external parties who may have different interests.

◆ Project Management

Uses comprehensive knowledge and skills to work independently while guiding and training others on managing projects and/or programs within desired cost, time and quality parameters.

◆ Prospecting

Uses comprehensive knowledge and skills to act independently while guiding and training others to identify ideal potential clients.

◆ Qualifying

Uses comprehensive knowledge and skills to act independently while guiding and training others to spend the appropriate time for the size and potential of each opportunity.

◆ Questions Strategically

Uses comprehensive knowledge and skills to act independently while guiding and training others to uncover clients' explicit needs and/or unforeseen opportunities and challenges.

◆ Strategic Planning

Applies comprehensive knowledge and/or skills to independently engage in strategic planning.

◆ Understands Customer Needs

Uses comprehensive knowledge and skills to act independently while guiding and training others to articulate the customer needs in the customer's business language and business context.

◆ Workflow Management

Works at an advanced level to orient work in a workflow to plan, organize, and execute the steps it takes to achieve a goal to achieve higher efficiencies. Typically works independently and provides guidance.

Education

Master's Degree or Equivalent Level

General Experience

Wide and deep experience providing expert competence (Over 10 years to 15 years )

Managerial Experience

Experience of planning and managing resources to deliver predetermined objectives as specified by more senior managers (Over 3 years to 6 years)

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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