12 days ago - req14188

Business Development Manager

Sales & marketing

Other job categories

In a nutshell

Location

Shanghai - TCN, China

Team

Sales & marketing

Experience

8+ years

Degree

Master

Job Category

Other job categories

Introduction

PURPOSE OF THE JOB:
Alignrequired configuration to technology node requirements & drive businessdevelopment for Key Account or Region. Business development activity resultsin an agreed configuration for a customer for a node (including the installedbase). This will contribute towards meeting or exceeding corporate Business Goalswhile maintaining Customer Satisfaction.

SECTOR INFORMATION:
The Sales and Customer ManagementSector is responsible for P&L, Customer Satisfaction, and Node Planningwithin all Customer accounts. S&CM works closely with Business Lines andCustomer Support Operations to deliver the overall ASML experience to theCustomer.

ORGANIZATONAL RELATIONSHIPS:
Reports to: Global Account Manager / CountryManager
Manages: Technology Alignment & BusinessDevelopment for the Customer / Region
Interfaces: Internal: Account Management, CustomerSupport, Product Management, Marketing
External: Customer and Vendor Partners

KEY ACCOUNTABILITIES:

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.

R&D/pilotLine
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).


REQUIREMENTS:
Background
Bachelor'sdegree in Engineering or related field; knowledge of electronics,semiconductor processes, software and related disciplines; MS Engineering is a plus.
5+ years ofcustomer wafer fabrication experience, preferably in Lithographic process orIntegration.
Marketing experienceis a plus.
Competencies
Provenability to structure and lead technology discussions with several un-alignedparties
Understandsthe customer technology cycle
Proven organizationalskills to align multiple stakeholders
ExcellentCustomer Relationship Skills
Exceptionalstrategic thinking and planning skills; determines priorities and organizesactions effectively; is structured and timely in execution.
Understands and leverages networks.
Demonstrates ability to build bridgesbetween Business Lines, Account Team and Corporate marketing
Demonstratescapability to influence without authority in cross sector management(business lines, logistics, factory, 3rd line, etc.); stronglyinfluences all levels of the organization: able to motivate, drive, steer andconvince others.
Excellentcommunication and Presentation Skills.Ability to explain complex technical matters in simple terms.
Ability to escalate and effectively communicate toupper management, including Executive Committee (ExCom) with the insight ofimpact on business and options for solutions.
Perspective: Can zoom in and out from details to biggerpicture (in size and time), while maintaining global perspective.
Ability towork independently; self-motivated.
Demonstrates culturalawareness and sensitivity.

WORKING CONDITIONS:
Able to meet travel requirements asnecessary- at times could be greater than 50%.