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Senior Sales Executive

Position: Fulltime, staff

Location: Singapore

Reference: KBC-2022-066

Closing date: January 13, 2023

Description

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

    3. Source, architect and structure large, multi-discipline project opportunities with target clients by applying a diagnostic sales approach.

    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 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.

    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.

    Commercial Acumen: Acts independently to apply comprehensive understanding of the business environment and objectives developing solutions while providing guidance and training to others.

    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.

    Manages Resistance: Uses comprehensive knowledge and skills to act independently while guiding and training others 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.

    Navigates Customer Challenges: Works at an advanced level to navigate conversations in which the customer is frustrated or unhappy with the organization. Typically works independently and provides guidance. Listens nondefensively 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 organization's commitment. Transitions a customer to another service provider. Avoids technical or industry-specific jargon.

    Understands Customer Needs: Uses comprehensive knowledge and skills to act independently while guiding and training others 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: Uses comprehensive knowledge and skills to act independently while guiding and training others 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.

    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 sales with mutually beneficial commitments. Focuses toward mutual profitability.

    Customer and Market Analysis: Acts independently using comprehensive knowledge and/or skills to conduct research and analyze data while guiding and training others on how to develop a comprehensive understanding of customer and market conditions that enables maximum return on investments.

    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.

    Policy and procedures: Uses comprehensive knowledge and skills to work independently while providing guidance and training to others on developing, monitoring, interpreting and understanding policies and procedures, while making sure they match organizational strategies and 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.

    Prospecting: Uses comprehensive knowledge and skills to act independently while guiding and training others to identify ideal potential clients. Identifies client-organization fit. Defines ideal client. Identifies long-term clients. Evaluates partnership's value contribution.

    Qualifying: Uses comprehensive knowledge and skills to act independently while guiding and training others to spend the appropriate time for the size and potential of each opportunity. Qualifies opportunities. Identifies competition. Invests appropriate effort. Identifies budget and timing. Identifies and communicates benefits.

    Education:

    Technical experience is essential with a Chemical Engineering qualification preferred.

    Experience:

    APAC regional cultural awareness required. Knowledge of APAC markets is essential.

    Strong sales/commercial and delivery background, and a good understanding of the hydrocarbon industries.

    Experience in working in a client facing role and proactively managing client relationships

    Understanding of sales processes and opportunity management

    Proven ability to grow relationships within an existing client base at a senior level

    Proven track record of engaging with and presenting to senior stakeholders

    Natural self-starter with extensive business contacts

    Understands company vision and is able to translate it into a journey for themselves and team colleagues

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