Business Manager

Introduction to the job

ASML US brings together the most creative minds in science and technology to develop lithography machines that are key to producing faster, cheaper, more energy-efficient microchips. We design, develop, integrate, market and service these advanced machines, which enable our customers - the world’s leading chipmakers - to reduce the size and increase the functionality of their microchips, which in turn leads to smaller, more powerful consumer electronics. Our headquarters are in Veldhoven, the Netherlands, and we have 18 office locations around the United States including main offices in Chandler, Arizona, San Jose and San Diego, California, Wilton, Connecticut, and Hillsboro, Oregon.

This position is focused on driving cross-functional business support activities for customer account teams in Asia, primarily in China. You will be part of the Global Account Management team that is enabling sales/account management to maximize service and upgrades revenue as well as market share for new tool selections. This includes partnering with account teams and service to make data-backed business decisions to drive business priorities align resources and activities to improve the sales process through better measurement and execution. You will be based out of San Diego and be an advocate for your assigned accounts to headquarter functional groups (Installed base products, product marketing field service, reliability, administration) to collaborate on product evaluations, address issues, actions and market opportunities to meet customer and business goals.

This position requires access to controlled technology, as defined in the Export Administration Regulations (15 C.F.R. § 730, et seq.). Qualified candidates must be legally authorized to access such controlled technology prior to beginning work. Business demands may require ASML to proceed with candidates who are immediately eligible to access controlled technology.

Role and responsibilities

• Provide leadership for account management in general business activities and drive closure on customer related issues.
• Meet account and business goals in market share, profitability, upgrades, and adoption of new products.
• Drive adoption and evaluation of new products (systems and or upgrades) to meet customer and business goals.
• Tracks and resolves gaps in forecasts and slotting for new system and upgrades.
• Develop and implement a customer intimacy alignment process and scorecard with initiatives to improve metrics throughout the year.
• Responsible for managing weekly account prioritization and driving executing to prioritized tasks.
• Collaborate with account management, service, marketing, and other functions as needed to align customer goals with the product roadmap and operational performance.
• Prepare and travel for customer meetings working with account management, marketing, and other functions as required.
• Development of business cases via deal process and generation of compelling customer proposals.
• Owns validating agreed to terms with approved deal and working with contracts to create final contract.
• Owns validating on/off boarding requests and getting approval.
• Owns validating deal assumptions and working with finance to create deal financials.
• Analyze and streamline business processes and tools used in sales/account management(tool and upgrade forecasting, account reviews, account strategies, quarterly/ semiannual customer reviews, etc.).
• Collaborate with Account Management staff to develop enhanced acct management processes with measurables to drive responsibility, authority and accountability closer to the customer.
• Training and direct engagement with Account Directors and Managers to ensure processes are adopted and continuously enhanced.
• Travel- domestic and international- up to 25%.
• Flexibility in work hours as some of our customers are 7/24- 365.

Education and experience

• Requires a minimum of a Bachelor’s Degree in a Technical or Business Related discipline or equivalent combination of education and experience. Education in a technical discipline is a plus.
• A minimum of seven to nine (7–9) years of experience in customer facing roles including sales, business management, account management, service, technical support, marketing or product management. Preferably in the semiconductor capital equipment or service business.
• Experience in driving customer needs, being proactive, and understanding customer requirements ahead of time.
• Familiar with our customers use and or requirements of their capital equipment. Should know semiconductor equipment usage, familiar with customer fabs. Front-end semiconductor process technology knowledge a plus.
• Ability to conduct meetings and give presentations in Mandarin Chinese is a plus.
• Cross functional experience in a large organization, multi-national, fast paced industry.
• Skilled in business development and creating business proposals.
• Strong competence with the various tools, procedures used to accomplish the job. i.e. MS Programs, SharePoint, etc.
• Ability to analyze and streamline business processes.
• Ability to train others and be trained on new processes, etc., with new and existing customers.

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:

• Can observe and respond to people and situations and interact with others encountered in the course of work.
• Can learn and apply new information or skills.
• Must be able to read and interpret data, information, and documents.
• Strong customer focus and commitment to customer satisfaction through prioritization, quality, efficiency and professionalism.
• Ability to complete assignments with attention to detail and high degree of accuracy.
• Proven ability to perform effectively in a demanding environment with changing workloads and deadlines.
• Result driven-demonstrate ownership and accountability.
• Identifies bottlenecks and drives improvements.
• Work independently or as part of a team and follow through on assignments with minimal supervision.
• Demonstrate open, clear, concise and professional communication.
• Ability to establish and maintain cooperative working relationships with manager, co-workers and customer.
• Work according to a strict set of procedures within the provided timelines.

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

Role within Office

Responsibilities:

• Routinely required to sit; walk; talk; hear; use hands to keyboard, finger, handle, and feel; stoop, kneel, crouch, twist, reach, and stretch.
• Occasionally required to move around the campus.
• Occasionally lift and/or move up to 20 pounds.
• May require travel dependent on business needs.
• Specific vision abilities required by this job include close vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
• Can observe and respond to people and situations and interact with others encountered in the course of work.
• Can learn and apply new information or skills.
• Must be able to read and interpret data, information, and documents.
• Strong customer focus and commitment to customer satisfaction through prioritization, quality, efficiency and professionalism.
• Ability to complete assignments with attention to detail and high degree of accuracy.
• Proven ability to perform effectively in a demanding environment with changing workloads and deadlines.
• Result driven-demonstrate ownership and accountability.
• Identifies bottlenecks and drives improvements.
• Work independently or as part of a team and follow through on assignments with minimal supervision.
• Demonstrate open, clear, concise and professional communication.

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EOE AA M/F/Veteran/Disability

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