Introduction to the job
Business Development: Drives both technical and commercial alignment through different phases of the customer R&D & manufacturing cycle that results in an agreed configuration (including software solutions) for a given node, and securing value of the products to secure business goals.
Role and responsibilities
Commercial Responsibility
R&D/Pilot line: VPA creation (N+1)
- Aligns with BL’s, including Apps BDM, and Account Team on target configuration
- Delivers value analysis and competitive positioning by working with the Business Lines and field marketing
- Executes customer specific product sales/marketing strategies, leveraging technical background, product and customer application knowledge
- Reaches agreement with the customer on final configuration, negotiating product value on basis of product evaluations and ROI analysis
- Develops capacity scenarios for VPA by working with GBM and the corporate and field marketing group
Installed Base: System enhancements, options and (major) upgrades (e.g. SNEP)
Plan and realize enhancements, options and upgrade SAM- Establish and negotiate the value for customer on basis of product evaluations and ROI analysis (maximize conversion of evaluations to revenue)
- Ensures that site/account level quotations, orders and all other customer communication are to be handled promptly and accurate
- Manage sales order to closure
General
- Owns the formulation upgrade/option opportunities (forecast) and realization of yearly revenue targets
- Prepares and drives sales carousels for UF/Upgrades/Competition and NPI penetration with appropriate BL’s
Business Management and Technical Responsibility
R&D/pilot Line
- Analyze customer roadmaps/requirements and align ASML solutions to meet customer needs with the support of Business Lines
- Owns the formulation of each comprehensive node project plan
- Aligns and supports the node project plan execution with BL, Apps BDM and CS management
- Align on N+1 tool and configuration evaluation with customer with the support of Business Lines
- Align BL and customer on N+2 requirement definition
- Align BL and customer on research needs (N+3)
- Align on customer cost roadmap for each node and escalate proactively when there are major gaps
Installed Base
Convert unqualified SAM to qualified SAM- Drive evaluations to closure with BL’s and field applications
- Drive installation and revenue recognition of upgrades and enhancements to closure with CS Operations team
Education and experience
- Bachelor's degree in Engineering or related field; knowledge of electronics, semiconductor processes, software and related disciplines; MS Engineering is a plus.
- Above 12 years in related field.
Skills
Working at the cutting edge of tech, you’ll always have new challenges and new problems to solve – and working together is the only way to do that. You won’t work in a silo. Instead, you’ll be part of a creative, dynamic work environment where you’ll collaborate with supportive colleagues. There is always space for creative and unique points of view. You’ll have the flexibility and trust to choose how best to tackle tasks and solve problems.
To thrive in this job, you’ll need the following skills:
- Proven ability to structure and lead technology discussions withseveral un-aligned parties
- Understands the customer technology cycle
- Proven organizational skills to align multiple stakeholders
- Exceptional strategic thinking and planning skills; determinespriorities and organizes actions effectively; is structured and timely inexecution.
- Demonstrates ability to build bridges between Business Lines,Account team and Corporate marketing
- Demonstrates capability to influence without authority in crosssector management (business lines, logistics, factory, 3rd line, etc.);strongly influences all levels of the organization: able to motivate,drive, steer and convince others.
- Ability to explain complex technical matters in simple terms.
- Ability to escalate and effectively communicate to upper management,including Executive Committee (ExCom) with the insight of impact onbusiness and options for solutions.
- Perspective: Can zoom in and out from details to bigger picture (insize and time), while maintaining global perspective.
- Ability to work independently; self-motivated.
Diversity & Inclusion
ASML is an Equal Opportunity Employer that values and respects the importance of a diverse and inclusive workforce. It is the policy of the company to recruit, hire, train and promote persons in all job titles without regard to race, color, religion, sex, age, national origin, veteran status, disability, sexual orientation, or gender identity. We recognize that diversity and inclusion is a driving force in the success of our company.
Other information
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