Sales Engineer - Industrial Automation

Sales Engineer – Industrial Automation Yokogawa About the Role As a Sales Engineer at Yokogawa, you will combine technical expertise with commercial insight to develop competitive solutions that meet customer requirements and drive business growth. Working closely with Account Management, customers, and internal technical teams, you will translate customer needs into practical, technically sound, and commercially viable proposals across Yokogawa's industrial automation portfolio. From understanding customer applications and defining technical solutions to preparing quotations, evaluating project costs, and managing bid activities, you will play a key role throughout the sales process. You will act as a technical partner to both customers and Account Managers, ensuring that proposed solutions deliver value, meet technical requirements, and support Yokogawa's commercial objectives. This role offers the opportunity to work across process control, instrumentation, control systems, and industrial automation solutions, combining customer engagement and solution development with the commercial and technical coordination required to win business. Key Responsibilities Technical Sales and Solution Development - Understand customer needs, review technical specifications, and assess requests for quotation (RFQs) in collaboration with Account Managers. - Translate customer requirements into fit-for-purpose technical solutions using Yokogawa's products, systems, and technologies. - Define solution concepts, select appropriate systems and instrumentation, and prepare technical specifications and supporting documentation. - Identify technical gaps, assumptions, deviations, and dependencies, ensuring that customer expectations are clearly understood. - Present and explain proposed solutions to customers, EPCs, and other stakeholders through technical discussions, presentations, and demonstrations. Quotation and Bid Management - Develop competitive technical and commercial proposals aligned with customer requirements and the agreed sales strategy. - Coordinate quotation activities with Account Management, Engineering, Product Management, suppliers, and other relevant stakeholders. - Prepare technical documentation, scope definitions, cost calculations, pricing inputs, and quotation deliverables. - Evaluate technical and commercial risks, document assumptions and exclusions, and identify appropriate mitigation measures. - Support quotation reviews, bid clarifications, proposal revisions, and re-bids to ensure complete, accurate, and competitive submissions. - Contribute to bid planning and prioritization, ensuring that proposals are delivered within agreed timelines and in accordance with internal guidelines and approval processes. Commercial Performance and Risk Management - Support project cost calculations and margin evaluations to ensure commercially viable proposals. - Balance technical requirements, customer expectations, cost, competitiveness, and profitability when developing solutions. - Identify potential commercial and technical risks and communicate these clearly to relevant stakeholders. - Support internal reviews and management approvals in accordance with the Yokogawa Management System (YMS). - Contribute to the continuous improvement of quotation processes, cost estimation methods, and sales calculation tools. Customer and Stakeholder Collaboration - Work closely with Account Managers to support customer engagement, develop opportunities, and advance the sales process. - Participate in customer and EPC meetings to clarify technical requirements, discuss solutions, and address questions relating to proposals. - Build relationships with customers by understanding their applications, operational challenges, and business objectives. - Coordinate with internal technical specialists and external partners to validate solution feasibility, costs, scope, and delivery requirements. - Share technical expertise and market insights to help identify new business opportunities and strengthen Yokogawa's competitive position. Order Acceptance and Handover - Support the review of customer purchase orders against submitted proposals, verifying scope, pricing, technical specifications, and relevant terms and conditions. - Assist with order acceptance documentation and ensure the completeness of the sales dossier. - Facilitate the handover of accepted orders to the Delivery team, ensuring that technical, commercial, and contractual commitments are clearly documented. - Support the assessment of change orders arising from changes in customer requirements or project scope. - Maintain accurate CRM records, quotation documentation, and digital sales dossiers in accordance with Yokogawa's internal procedures. Market and Technology Development - Maintain up-to-date knowledge of Yokogawa's products, systems, technologies, and solutions. - Monitor industry developments, customer requirements, competitor offerings, and emerging technologies. - Share market feedback and competitive insights with Account Management, Product Management, and other relevant stakeholders. - Contribute to the continuous improvement of sales approaches, technical knowledge, and proposal quality. Qualifications and Experience - Bachelor's degree in Engineering, Industrial Automation, Electrical Engineering, Instrumentation, Control Systems, or a related technical discipline. - Experience in technical sales, sales engineering, systems engineering, application engineering, proposal engineering, or a similar role in an industrial environment. - Knowledge of industrial automation, process control, instrumentation, control systems, or related technologies. - Ability to interpret customer specifications and translate requirements into practical technical solutions. - Understanding of quotations, project costing, commercial proposals, or technical bid processes. - Experience collaborating with customers, sales teams, engineering specialists, and other stakeholders. - Strong analytical and problem-solving skills, with the ability to manage multiple priorities and deadlines. - Good command of written and spoken English. - Experience in process industries, EPC environments, complex technical projects, or industrial automation solutions is an advantage. Key Competencies - Technical and commercial mindset: Combines technical understanding with awareness of cost, competitiveness, and profitability. - Customer focus: Understands customer challenges and develops solutions that deliver practical value. - Analytical thinking: Evaluates requirements, identifies risks, and develops effective solutions. - Communication and presentation: Explains technical concepts and commercial proposals clearly to different audiences. - Collaboration: Works effectively across Sales, Engineering, Product Management, Delivery, and external partners. - Planning and organization: Coordinates multiple activities and manages deadlines effectively. - Ownership and accountability: Takes responsibility for the quality, accuracy, and timely completion of assigned proposals and sales activities. - Continuous learning: Actively develops knowledge of industrial automation technologies, customer applications, and market developments. How Success Is Measured Success in this role is demonstrated through: - High-quality, technically sound, and commercially competitive proposals. - Effective technical and commercial support for sales and order intake objectives. - Strong customer engagement and credibility as a technical partner. - Appropriate cost estimation, margin protection, and risk management. - Effective coordination across internal teams and external stakeholders. - Accurate documentation, compliant approvals, and smooth order handovers. About Yokogawa Yokogawa is a leading provider of industrial automation, control, measurement, and digital transformation solutions. By combining technological innovation with deep industry expertise, Yokogawa helps customers improve operational performance, reliability, safety, and sustainability. As a Sales Engineer, you will contribute to this mission by connecting customer requirements with Yokogawa's technologies and developing solutions that create lasting value for customers.