RESPONSIBILITIESKey Account ManagementMaintain relationships with customers such as small- to medium-sized companies, either personally or by supervising an account management team.

Work within established systems to develop solutions, generate new opportunities and ensure all customer demands are met.Customer Needs ClarificationSet clear objectives for each sales call or meeting; tailor standard materials to make presentations to decision makers and influencers within the customer organization; and ask relevant questions to gather information, to evaluate the customer's level of interest, and to identify and respond to areas requiring further information or explanation.Customer Relationship Development / ProspectingDevelop 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) DataMonitor 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 ManagementDevelop 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.

Collect feedback from identified customers or customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input.Sales Opportunities CreationDevelop 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 PropositionsIdentify 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.Operational ComplianceIdentify, within the team, instances of non-compliance with the organization's policies and procedures and/or relevant regulatory codes and codes of conduct, reporting these and escalating issues as appropriate.Personal Capability BuildingDevelop 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.

Maintain an in-depth understanding of technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.Behavioral CompetenciesCustomer FocusBuilds strong customer relationships and delivers customer-centric solutions.

For example, digs deeply into customer feedback and drives the innovations that can enable the organization to better meet customers' future needs.

Frequently adjusts approach to ensure customer needs are met and to improve service.Business InsightApplies knowledge of business and the marketplace to advance the organization's goals.

For example, clearly understands how own activities relate to critical business drivers.





Monitors business news and market changes for impact on the business or on own expertise area; uses this to shape decisions.Manages ComplexityMakes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.

For example, looks at complex issues from multiple angles; explores issues to uncover underlying issues and root causes; sees the main consequences and implications of different options.SkillsCustomer-Focused ApproachWorks 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 ConversationsWorks 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 InfluencesWorks without supervision and provides technical guidance when required to accurately identify and understand the key buying influences pertaining to an opportunity.Manages Buyer IndifferenceWorks without supervision and provides technical guidance when required to acknowledge and ask questions to understand the circumstances surrounding client indifference.Manages ResistanceWorks 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 NeedsWorks without supervision and provides technical guidance when required toquickly and accurately define the needs of the key buying influencers.Understands Customer NeedsWorks without supervision and provides technical guidance when required to articulate the customer needs in the customer's business language and business context.Understands Issues/MotivationsWorks 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 RapportWorks 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 QuestioningWorks 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 RelationshipWorks without supervision and provides technical guidance when required tocontinuously provide effective solutions and value to the client's organization.Navigates Customer ChallengesWorks with full competence to navigate conversations in which the customer is frustrated or unhappy with the organization.

Typically works without supervision and may provide technical guidance.Questions StrategicallyWorks without supervision and provides technical guidance when required to uncover clients' explicit needs and/or unforeseen opportunities and challenges.Strengthens Customer ConnectionsWorks 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 CommunicationUses 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 ManagementWorks 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.Diagnoses Needs with QuestionsWorks without supervision and provides technical guidance when required to ask questions that encourage the client to talk openly about their key objectives and challenges.Expands the ServiceWorks without supervision and provides technical guidance when required to grow the value of the account through cross-sell and up-sell opportunities.Planning and OrganizingWorks without supervision and provides technical guidance when required on planning, organizing, prioritizing and overseeing activities to efficiently meet business objectives.Pre-Call PreparationWorks without supervision and provides technical guidance when required to carefully prepare for client interactions using established frameworks.Strategic Planning and AnalysisWorks without supervision and provides technical guidance when required to help the client prioritize their business objectives and challenges.Understands the Buying ProcessWorks 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.EducationBachelor's Degree or Equivalent LevelGeneral ExperienceExperience enables job holder to deal with the majority of situations and to advise others (Over 3 years to 6 years)Managerial ExperienceBasic experience of coordinating the work of others (4 to 6 months)Not just a job, but a careerYokogawa, 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 TeamOur 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 general culture where respect, value creation, collaboration, integrity, and gratitude are highly valued and exhibited in everything we do.Diverse, Equitable & Inclusive cultureYokogawa 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 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.Are you being referred to one of our roles?

If so, ask your connection at Yokogawaabout our Employee Referral process!

📌 Account Manager Systems & Solutions (Madrid)
🏢 Yokogawa
📍 Madrid