Key Account Management Maintain relationships with customers such as small- to medium-sized companies, either personally or by supervising an account management team. Customer Needs Clarification Set clear objectives for each sales call or meeting; tailor standard materials to make presentations to decision makers and influencers within the customer organization; Customer Relationship Development / Prospecting Develop and implement a relationship management plan for 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 Monitor team members’ use of the customer relationship management system, identifying and resolving standard issues and escalating these to a senior manager as appropriate.

Customer Relationship Management / Account Management Develop and implement a relationship management plan for existing 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. Sales Opportunities Creation Develop a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation.

Sell Customer Propositions Identify the products or services that best meet the customer’s stated needs, use personal expertise to propose quantities and product configurations, explain the selection to the customer, and invite the customer to make a purchase at the standard price/terms and conditions of sale.

Personal Capability Building Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation where relevant to improve performance and fulfill personal potential. Customer Focus Builds strong customer relationships and delivers customer-centric solutions. Frequently adjusts approach to ensure customer needs are met and to improve service.

Business Insight Applies knowledge of business and the marketplace to advance the organization’s goals. Customer-Focused Approach Works without supervision and provides technical guidance when required to orient the seller’s organization around delivering to the key needs of their customers.





Initiates Compelling Sales Conversations Works without supervision and provides technical guidance when required to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client.

Knows the Buying Influences Works without supervision and provides technical guidance when required to accurately identify and understand the key buying influences pertaining to an opportunity.

Manages Buyer Indifference Works without supervision and provides technical guidance when required to acknowledge and ask questions to understand the circumstances surrounding client indifference.

Manages Resistance Works without supervision and provides technical guidance when required to acknowledge a client’s indifference and gain agreement from the client todiscover the root causes of resistance.

Understands Buying Influencer Needs Works without supervision and provides technical guidance when required toquickly and accurately define the needs of the key buying influencers.

Understands Customer Needs Works without supervision and provides technical guidance when required to articulate the customer needs in the customer’s business language and business context.

Understands Issues/Motivations Works without supervision and provides technical guidance when required toquickly identifyand accurately articulate why a client does or does not want a change based on their business objectives and challenges.

Builds Rapport Works without supervision and provides technical guidance when required to quickly and effectively establish trust within the buying centers in the client’s organization.

In-Depth Questioning Works without supervision and provides technical guidance when required toexplore 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.

Maintains the Relationship Works without supervision and provides technical guidance when required tocontinuously provide effective solutions and value to the client’s organization.

Typically works without supervision and may provide technical guidance.

Questions Strategically Works without supervision and provides technical guidance when required to uncover clients’ explicit needs and/or unforeseen opportunities and challenges.





Strengthens Customer Connections Works with full competence to connect with customers to strengthen the relationship, meeting personal needs through positive customer experiences. Typically works without supervision and may provide technical guidance.

Verbal Communication Uses clear and effective verbal communications skills without supervision and provides technical guidance when required on expressing ideas, requesting actions and formulating plans or policies.

Account/Client Management Works without supervision and provides technical guidance when required on managing client accounts in a way that provides benefits both for the organization and its clients.

Expands the Service Works without supervision and provides technical guidance when required to grow the value of the account through cross-sell and up-sell opportunities.

Planning and Organizing Works without supervision and provides technical guidance when required on planning, organizing, prioritizing and overseeing activities to efficiently meet business objectives.

Pre-Call Preparation Works without supervision and provides technical guidance when required to carefully prepare for client interactions using established frameworks.

Strategic Planning and Analysis Works without supervision and provides technical guidance when required to help the client prioritize their business objectives and challenges.

Understands the Buying Process Works without supervision and provides technical guidance when required to align the client’s sales process with their organization’s sales process, including the key influencers/sales team members when appropriate.

Bachelor’s Degree or Equivalent Level

General Experience

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.

In return, we offer you great career opportunities to grow yourself in a truly general culture where respect, value creation, collaboration, integrity, and gratitude are highly valued and exhibited in everything we do.

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.

📌 Senior Account Manager - Ciberseguridad (Madrid)
🏢 Yokogawa
📍 Madrid