Key Account Manager

Location: Prague/Brno This is what you are going to do! You will create and realize accounts and industry plans. You will visit existing and potential customers to acquire relevant information on their needs, present Yokogawa capabilities, generate leads and obtain inquiries for Yokogawa products and solutions. You will realize order intake in line with targets, resulting in revenue/maximized margin and customer satisfaction. You will nurture and grow the relationship and business with our key customers in Czech market. Your main responsibilities are: Manage and develop important customer relationships with guidance from Sales Manager. Analyze specific market needs and find opportunities to which Yokogawa solutions may contribute. Develop and implement relationship management plans for complex existing customer accounts to identify and build relationships with relevant decision makers. Manage ongoing relationships with identified customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input. Create, realize and update account plans in line with customer development. Obtain the request for quotation and influence it in such a way that proposed solution make maximum use of Yokogawa’s standard solutions. Collaborate with local and regional support sales team in the creation of quotations. Use personal expertise to identify the complex standard products and/or services offered by the organization that meet the customer's needs, together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions (e.g., price reduction) that gain the customer's agreement. Prepare strategic selling documents. Participate in bid clarification meetings, commercial/negotiation meetings and close the deal with customers, resulting in successful sales agreement(s), in terms of revenue, margin, and customer satisfaction. Understand, develop and expand (or contribute to) the portfolio management resulting in fit-for-purpose solutions. Arrange (in)formal contact moments regularly (exhibitions, events, user conferences, etc.). Organize dedicated sessions on specific products/systems/solutions. Create a collaborative atmosphere within different departments of our company (sales, sales engineering, delivery, finance, legal, QHSE). Create a collaborative atmosphere with other subsidiaries and affiliates to win business/project(s) for Yokogawa. Cooperate within cross-border teams. Monitor and update CRM. Execute account and sales reporting. We are looking for a colleague with: Bachelor level of technical education and more than 8 years of experience in Sales activities in the field of industrial automation in relevant industries (oil & gas, energy, pharma, chemical, renewables etc.) Experience with control systems is an advantage. Analytical mindset, collaborative approach and excellent communication skills. Autonomy Customer orientation. Proactivity, high level of energy and self-drive. Capability to learn quicky and adapt to the ever-changing technology & environment Experienced user of MS Office applications, CRM, etc. Fluent in Czech and English (writing, speaking and technical terminology) What we promise to offer: Freedom to do your job and autonomy is important to us. Exciting challenges within a mature organization that demands a high degree of individual responsibility and promotes initiatives. A healthy work-life balance A competitive salary and extra benefits Innovative and advanced high-technology products and services Excellent career opportunities within an international environment Important for us For Yokogawa diversity and inclusion is not just a human resources initiative or social to-do. It is something that we strongly believe and promote. We aim to recruit talent who dare to bring change to our organization with a diverse mindset and refreshing new views. 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 any categorization of humankind. Yokogawa values differences and enables everyone to belong, contribute, succeed, and demonstrate their full potential.