Principal Consultant - Asset Management Strategy
Apply remote type Hybrid Working locations Surrey, United Kingdom Barcelona Runcorn time type Full time posted on Posted 30+ Days Ago job requisition id R-5805
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 Purposes:
Planning holistic business strategy for asset management, working with decision makers and/or management-level clients, analyzing and identifying opportunities.
This role requires a full knowledge and understanding of refinery, upstream or LNG operations for Reliability and Maintenance (RAM). Direct experience in refinery or chemicals plant operations is highly valued. Advising clients on solutions, along with a strong understanding of the client's objectives, challenges and value proposition. Responsible for overseeing and managing project team operations over the lifecycle.
It will also be advantageous to have knowledge and experience of enabling technologies from KBC and Yokogawa required for Digital Transformation such as: Machine Learning and other Artificial Intelligence technologies; Data Science and Visualization of Process Data.
The postholder will be required to work as part of a team- both within the location and remotely. The successful candidate will have a willingness to travel as and when required mainly on an international basis (with some domestic travel) on a domestic and international basis, approximately 25-50% of the time.
Provide project management and technical expertise on the following RAM practices:
* Maintenance Strategy and departmental alignment skills
* Risk Management and decision making
* Routine Maintenance work process
* Turnaround Maintenance works process and optimization
* Reliability programs for rotating and/or fixed equipment
* Turnaround optimization
* Maintenance planning and scheduling (SAP experience a plus)
* Asset management strategy and Defect Elimination methodologies
* Contracting strategy development and Inventory optimization
Responsibilities:
* Key Account Management - Manage a portfolio of key and strategic customer relationships either personally or through a medium- to large-sized team of account managers. Develop and execute tailored solutions and strategies for customers that ensure their ongoing satisfaction and loyalty while also enhancing profitability.
* 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 Company 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.
* Customer Needs Clarification - Consult with a range of customer representatives at different levels to identify the outcomes they require, introducing relevant internal specialists and utilizing their expertise to gather and analyze complex customer data, clarify medium- to long-term customer needs, and develop and agree to a specification of customer requirements.
* Sell Customer Propositions - Lead a cross-functional internal team (e.g., technical, commercial, and legal) to configure a complex tailored or bespoke product-and-services solution and associated contractual terms that meet the customer's mid- to long-term needs at a national/key operating-unit level. Negotiate agreement with the customer and internally with commercial colleagues to ensure that customer requirements are met at an acceptable level of profitability and cash flow, or, alternately, review and authorize complex sales proposals from team members that deviate from standard terms, escalating issues to senior management where appropriate.
* Promoting Customer Focus - Develop internal marketing plans and work collaboratively with other departments to improve internal relationships and build strong external customer relationships.
* Customer Relationship Development / Prospecting - Develop and implement relationship management plans for complex potential customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.
* Customer Relationship Management (CRM) Data - Oversee the implementation and maintenance of the CRM system within the area of responsibility, identifying and communicating opportunities for system improvement that may enhance the management of customer relationships.
* Sales Opportunities Creation - Develop a personal network within the business sector and represent the Company at business sector events. Obtain market intelligence and enhance the visibility and reputation of the Company, its products, and its services.
* Operational Compliance - Monitor and review performance and behaviors within the area of responsibility to identify and resolve noncompliance with the Company's policies and relevant regulatory codes and codes of conduct.
* Personal Capability Building - Act as subject matter expert in an area of technology, policy, regulation, or operational management for the team. Maintain external accreditations and in-depth understanding of current and emerging external regulation and industry, best practices through continuing professional development, attending conferences, and reading specialist media.
Position Requirements:
To include Skills, Education & Experience
Behavioral Competencies:
* Customer Focus - Builds strong customer relationships and delivers customer-centric solutions. E.g. solicits customer feedback and data; conveys a clear understanding of the level of service the team is providing; takes action when standards are not met by team; aligns business process with customer needs.
* Business Insight - Applies knowledge of business and the marketplace to advance the Company's goals. For example, leverages insights to shape and drive critical initiatives. Shares industry developments with the team; helps them grasp business and industry fundamentals and understand how they contribute.
* Manages Complexity - Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, asks questions to encourage others to think differently and enrich their analyses of complex situations. Accurately defines the key elements of complex, ambiguous situations.
* Strategic Mindset - Sees ahead to future possibilities and translates them into breakthrough strategies. For example, provides a clear picture of the Company's vision and strategy and what the team needs to do to realize them. Develops longer-term strategies that capitalize on the Company's distinct capabilities and emerging trends in the market.
* Collaborates - Builds partnerships and works collaboratively with others to meet shared objectives. For example, enlists a range of stakeholders to add value; ensures they are well informed and surprises are avoided. Confronts and challenges "us vs. them"; shows strong appreciation for others' efforts toward shared goals.
Skills:
* Manages Resistance - Applies expertise to act as an authority to acknowledge a client's indifference and gain agreement from the client to discover the root causes of resistance. Responds to client concerns, Seeks understanding before responding, Addresses objections, Follows up after resolution.
* Understands Customer Needs - Applies expertise to act as an authority to articulate the customer needs in the customer's business language and business context. Understands customer context. Uncovers customer Key Performance Indicators. Articulates customer objectives. Adds value to partnerships.
* Understands Issues/Motivations - Applies expertise to act as an authority to quickly identify and accurately articulate why a client does or does not want a change based on their business objectives and challenges. Adapts to changing goals/objectives, maintains focus on win-win goal. Identifies key interests. Recognizes key negotiation points. Shares goals and recognizes value.
* 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. Keeps customer at center of sale, collaborates with customers and elevates partner insights. Uses common terminology.
* 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. Provides context for conversations, proposes mutually valuable agenda. Leverages pre-call prep for partnerships. Confirms client understanding, Leverages pre-call prep, Adds value through perspective.
* 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. Identifies all buyers and their level of influence, Assesses each buyer's sense of urgency and readiness, Seeks to understand each buyer's desired business results and concerns, Assesses buyer feelings about the proposed solution, Secures a coach within the buyer organization to facilitate introductions and access, Leverages a strategic coach to support the partner relationship.
* 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. Acknowledges indifference, Probes for relevance to proceed, Probes to understand indifference, Identifies new needs or opportunities.
* 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. Seeks to understand buyer needs, Determines the root of buyer needs. Uncovers buyer's goals, Seeks buyer need priorities, Assesses channel relationship needs and expectations.
* 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.
* Maintains the Relationship - Applies expertise to act as an authority to continuously provide effective solutions and value to the client's organization. Monitors client value perception, Communicates successes and challenges, Makes measurable contributions.
* 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. Shows interest in buyer needs, Shows empathy with buyer's circumstances, Respects the client's time, Incorporates client's point of view, Provides relevant context, Confirms understanding, Reinforces professional capability.
* 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. Seeks to understand the client's situation, Explores client problems and solutions, Differentiates between complaining and a desire for action.
* Navigates Customer Challenges - Works at an advanced level to navigate conversations in which the customer is frustrated or unhappy with the Company. Typically works independently and provides guidance. Listens non-defensively to angry/upset customers, Defuses customer tension, Explains and addresses customer issues, Offers appropriate goodwill gestures, Keeps promises made to the customer, Prepares for commonly encountered customer challenges, Assists multiple customers simultaneously.
* 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. Probes to uncover dissatisfaction, Raises awareness of the client's problem, Probes to uncover and develop needs, Seeks alignment between needs and Solutions.
* Strengthens Customer Connections - Works at an advanced level to connect with customers to strengthen the relationship, meeting personal needs through positive customer experiences. Typically works independently and provides guidance. Connects on a personal level, Demonstrates a willingness to help customers, Chooses customer-focused words and phrases, Acknowledges what the customer says, Affirms the customer's choices, Appreciates what the customer does, Assures the customer of the Company's commitment, Transitions a customer to another service provider, Avoids technical or industry-specific jargon.
* Account/Client Management - Applies expertise to act as the Company authority on managing client accounts in a way that provides benefits both for the Company and its clients.
* Expands the Service - Applies expertise to act as an authority to grow the value of the account through cross-sell and up-sell opportunities. Prioritizes time effectively, Develops a long-term strategy, Identifies cross-sell/ up-sell business opportunities, Communicates product/service advances, Improves channel management.
* Strategic Planning and Analysis - Applies expertise to act as an authority to help the client prioritize their business objectives and challenges. Knows key client issues, Identifies issues affecting the sale, Mitigates uncertainties and roadblocks, Identifies client-specific differentiators, Connects solutions to client objectives, Understands the sales stages, Supports partnership goals, Positions partnerships for long-term relationship.
* 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. Pre-plans for commitment, Closes calls with mutually beneficial commitments, Focuses toward mutual profitability.
* Commercial Acumen - Acts independently to apply comprehensive understanding of the business environment and objectives developing solutions while providing guidance and training to others.
* Diagnoses Needs with Questions - Uses comprehensive knowledge and skills to act independently while guiding and training others to ask questions that encourage the client to talk openly about their key objectives and challenges. Asks open-ended questions, Encourages clients to speak freely, Uses golden silence, Allows responses to guide conversations.
* 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. Communicates offerings in a compelling way, Conveys initiatives to partners, Offers solutions at the optimal time, Compels clients to a desire to act, Invests appropriate time to understand core needs, Aligns stated needs with solution benefits, Explains how the solution aligns with needs.
* 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. Maximizes the opportunity, Determines when to cease deal, Negotiates on value, Understands evolving objectives, Indicates progress with partnership.
* 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.
* Pre-Call Preparation - Uses comprehensive knowledge and skills to act independently while guiding and training others to carefully prepare for client interactions using established frameworks. Identifies all buyers affecting the sale, Plans actions to mitigate uncertainty, Leverages strengths, Identifies missing information, Gains relevant commitment, Prepares compelling value propositions.
* Understands the Buying Process - Uses comprehensive knowledge and skills to act independently while guiding and training others to align the client's sales process with their Company's sales process, including the key influencers/sales team members when appropriate. Understands customer processes, Manages customer/org team alignment, Manages customer/org process alignment, Determines partnership market perception.
Education: BEng/ MEng in Mechanical engineering is required or equivalent experience. Achieved Chartered Engineer status and demonstrate commitment to CPD.
General Experience:
* Previous maintenance experience in Refinery, Chemical, Petrochemical or Upstream facilities.
* Agile Project methodology experience would be advantageous.
* Demonstration of high quality of technical ability - be considered a technical expert in at least one or more RAM fields and able to manage efforts to deliver these products.
* Good organisational skills and ability to meet deadlines within budget and achievement of planned margins.
* Proven ability in managing a team with strong evidence of leadership and mentoring skills.
* Excellent communication and interpersonal skills (excellent English skills, both written and oral) and the ability to deal with colleagues and clients professionally. Develop and maintain good relationships with clients.
* Ability to work well in team environment under supervision and willingness to assist others.
* Display a high level of professionalism towards colleagues and as an ambassador of the company.
* Must be a self-starter that demonstrates a flexible approach.
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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