30+ days ago - req31502

BDM

Sales & marketing

Other job categories

In a nutshell

Location

Beijing, China

Team

Sales & marketing

Experience

8+ years

Degree

Bachelor

Job Category

Other job categories

Introduction to the job

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.

This position needs to 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.

Role and responsibilities

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 and experience

  • 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.

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 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 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.

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

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

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