EPC Account Manager

Yokogawa•Sugar Land, TX

About The Position

Yokogawa, an award-winning provider of industrial automation and services, is seeking a dynamic EPC Account Manager to join their team. This role focuses on maintaining and expanding relationships with strategic EPC customers, driving sales quotas, and collaborating with internal teams to maximize Yokogawa's presence across project lifecycles. The objective is to understand customer business goals and align them with Yokogawa's capabilities and solutions, leading key contributors to implement solutions that ensure customer success and revenue growth. The role involves increasing Yokogawa's business footprint, expanding customer engagement by introducing solutions to new and existing customers, and promoting the full Yokogawa portfolio including field instrumentation, analyzers, and control systems. Success requires early specification of Yokogawa products throughout the project lifecycle.

Requirements

Bachelor's degree in Engineering / Engineering Technology preferred (Mechanical, Electrical, or Chemical a plus).
5+ years in the industrial automation industry with sales experience across field instrumentation, analyzers, control Systems.
Firm understanding of process automation and process control in discrete and continuous manufacturing.
Working technical knowledge of field instrumentation analytical products, and control systems.
Experience with technologies such as DCS, SIS, PLC’s, SCADA.
Experience with methods of measuring pressure, temperature and flow and analytical systems.
Comfortable engaging EPC engineering, procurement, and executive leadership across a broad range of process industry markets.

Responsibilities

Create and maintain a coverage strategy in collaboration with key stakeholders in the region.
Set the strategic direction for identified EPC accounts including specific objectives and metrics for growth and profitability.
Drive early specification and standardization of Yokogawa field instrumentation, analyzers, and control systems with EPC engineering, working with instrument, process, and I&C leads during FEED and early detailed design.
Coordinate with product management, application engineering, and channel partners to support bulk instrument packages, MRQ responses, and technical bid evaluations.
Understand and influence the customer's instrument index, datasheets, and project specifications, including client standards inherited from the end user.
Develop, track, and achieve target KPI's for these accounts.
Develop and implement formalized business plans for designated accounts to outline available opportunities which include increasing new business and targeting expansion opportunities.
Build and maintain strong customer relationships with selected EPC customers at multiple organizational levels and multiple locations.
Build, develop and lead account teams committed to Yokogawa's vision and values.
Provide feedback to marketing and other supporting functions regarding market trends and other factors affecting sales.
Initiate proposals and negotiate through delivery with customers and internal resources to reach long-term business objectives.
Conduct forecast and pipeline review meetings with account teams, ensure lead generation and pipeline growth will sustain revenue targets.
Participate in regular reviews for all assigned Accounts to review progress against commitments including performance to plan, CRM pipeline size & quality, CRM utilization, and accounts receivable as necessary.
Consistently meet and exceed assigned sales quotas by driving revenue growth through strategic account management and execution.
Utilize the tools and processes to meet and exceed your annual targets within your assigned territory/account base (CRM, Forecasting, Account planning etc.).
Work to ensure timely and thorough administration of current Account contracts.
Responsible for maximizing YCA product portfolio with assigned customers through a "Demand Creation" process.
Contribute to the growth of YCA by playing an active and communicative role as a member of the YCA Team.