Senior Sales Executive

**Main Aspects of the Job**:
To develop and accelerate profitable growth in KBC’s consulting /solution business in the APAC region and /or accounts by identifying, developing and closing business with target clients through
- Focusing on integrated KBC Consulting, Technology and Yokogawa solutions
- Leveraging and coordinating with the wider KBC organization and Yokogawa RHQs as required to achieve the above
- Coordinating with regional business development leads and project delivery teams to ensure opportunity potential is maximised

**Main Roles and Responsibilities**:
1. Meet / Exceed annual personal sales targets (Order Intake) as set by the Global Head of Consulting Sales.

2. Support and Build/Maintain a Sales Pipeline greater than or equal to three times sales award target by continually seeking new sources of business

4. Ensure the incorporation of Software/Technology sales into Consulting sales is in line with overall targets set.

5. Collaborate with other members of the KBC consulting and Yokogawa Total solutions and delivery teams, as required, to deliver integrated sales successes.

6. Drive a culture of integrated collaboration and focusing on delivering a quality, value-based solution.

Relationship Building
- Create and execute the Consulting sales strategy for all identified target clients within the region.
- Drive new opportunities inside the current client base, in order to grow the business and meet budgetary and order intake targets.
- Understand the business drivers and organizational structure of target clients.
- Build strong relationships by working with senior level client contacts across multiple departments.
- Proactively collaborate with internal teams to shorten sales cycles, taking the lead as necessary, facilitate discussions between the client and internal teams where appropriate.
- Create and articulate compelling value hypothesis solutions to clients.
- Prepare & present sales materials to senior stakeholders within existing and new client bases.

Internal Reporting through Sales and Operations Support Team
- Ensure appropriate reviews are carried out on all opportunities.
- Maintain Account Plans for all opportunities.
- Maintain accuracy of all information pertaining to opportunities / contacts / clients in CRM.
- Design and seek agreement on the Commercial Model, in collaboration with the Commercial Services and Delivery teams.
- Attend selected Technology meetings to expand and amplify understanding of client digital agenda and needs.

Industry and Client Trends
- Monitor industry trends & activity and effectively communicate findings to relevant internal business and technical teams.
- Map industry trends to business opportunities with each client and updating their respective Account Plan as necessary.

**Position Requirements**:
**Behavioral Competencies**:
Customer Focus: Builds strong customer relationships and delivers customer-centric solutions. For example, 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.

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, demonstrates integrity, upholding professional codes of conduct. Instills trust by following through on agreements and commitments despite competing priorities and by being honest and straightforward.

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, 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**:
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, Elevates partner insights.

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