30+ days ago - req13371

Business Development Manager

Sales & marketing

Other job categories

In a nutshell


Shanghai, China


Sales & marketing


8+ years



Job Category

Other job categories


BusinessDevelopment: drives both technical and commercial alignmentthrough different phases of the customer development & manufacturingcycle that results in an agreed configuation (including software solutions)for a given node, also for the installed base.

Analyze customerroadmaps/requirements and align ASML solutions to meet customer needs withthe support of Business Lines
Owns the formulation of each comprehensivenode project plan
Aligns and supports the node projectplan execution with local Account Management
Align on N+1tool and configuration evaluation with customer with the support of BusinessLines
Align BL andcustomer on N+2 requirement definition
Align BL andcustomer on research needs (N+3)
Align on customer cost roadmap foreach node and escalate proactively when there are major gaps

VPA creation (negotiationand closure for n+1)
SupportsAccount Team in closure for N+1business agreement by delivering the agreedconfiguration
Finalize N+1 configuration
Develop capacity scenarios for VPA byworking with the corporate marketing group
Delivers value analysis andcompetitive positioning by working with the Business Lines and corporatemarketing

Volume ramp-up (VPAexecution)
Realign anychanges in capacity planning;
realign any change in config
confirm actual product value isrealized as sold; (re-align on value of delivered items)

Installed base- (SLA, upgradeSAM realization)
Plan and realizeupgrade SAM
Owns theformulation of IB upgrade/option opportunities plan; drive evaluations toclosure with BL and field applications
Aligns andsupports the IB upgrade/option execution plan with Local Account management
Support IBbiz agreement closures through ASML pricing justification (ROI analysis,customer benefit, etc).

Bachelor's degree in Engineering or related field; knowledge of electronics, semiconductor processes, software and related disciplines;MS Engineering is a plus.
5+ years of customer wafer fabrication experience, preferably in Lithographic process or Integration.
Marketing experience is a plus.
Proven ability to structure and lead technology discussions with several un-aligned parties
Understands the customer technology cycle
Proven organizational skills to align multiple stakeholders
Excellent Customer Relationship Skills
Exceptional strategic thinking and planning skills; determines priorities and organizes actions effectively; is structured and timely in execution.
Understands and leverages networks.
Demonstrates ability to build bridges between Business Lines, Account Team and Corporate marketing
Demonstrates capability to influence without authority in cross sector management (business lines, logistics, factory, 3rd line, etc.); strongly influences all levels of the organization: able to motivate, drive, steer and convince others.
Excellent communication and Presentation Skills.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 on business and options for solutions.
Perspective: Can zoom in and out from details to bigger picture (in size and time), while maintaining global perspective.
Ability to work independently; self-motivated.
Demonstrates cultural awareness and sensitivity.