30+ days ago - req29274

BDM

Sales & marketing

Other technical job categories

In a nutshell

Location

Wuhan, China

Team

Sales & marketing

Experience

8+ years

Degree

Bachelor

Job Category

Other technical job categories

Introduction

The Sales and Customer Management Sector is responsible for P&L, Customer Satisfaction, and Node Planning within all Customer accounts. S&CM works closely with Business Lines and Customer Support Operations to deliver the overall ASML experience to the Customer.

Job Mission

Align required configuration to technology node requirements & drive business development for Key Account or Region. Business development activity results in an agreed configuration for a customer for a node (including the installed base). This will contribute towards meeting or exceeding corporate Business Goals while maintaining Customer Satisfaction.

Job Description

Business Development: drives both technical and commercial alignment through different phases of the customer development & manufacturing cycle that results in an agreed configuation (including software solutions) for a given node, also for the installed base.

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 local Account 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

VPA creation (negotiation and closure for n+1)

  • Supports Account Team in closure for N+1business agreement by delivering the agreed configuration
  • Finalize N+1 configuration
  • Develop capacity scenarios for VPA by working with the corporate marketing group
  • Delivers value analysis and competitive positioning by working with the Business Lines and corporate marketing

Volume ramp-up (VPA execution)

  • Realign any changes in capacity planning;
  • realign any change in config
  • confirm actual product value is realized as sold; (re-align on value of delivered items)

Installed base- (SLA, upgrade SAM realization)

  • Plan and realize upgrade SAM
  • Owns the formulation of IB upgrade/option opportunities plan; drive evaluations to closure with BL and field applications
  • Aligns and supports the IB upgrade/option execution plan with Local Account management
  • Support IB biz agreement closures through ASML pricing justification (ROI analysis, customer benefit, etc).

Education

Bachelor's degree in Engineering or related field; knowledge of electronics, semiconductor processes, software and related disciplines; MS Engineering is a plus.

Experience

  • 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.
  • Able to meet travel requirements as necessary- at times could be greater than 50%.

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