Introduction
to the job
Business Development:
Drives both technical and commercial alignment through different phases of the
customer R&D & manufacturing cycle that results in an agreed
configuration (including software solutions) for a given node, and securing
value of the products to secure business goals.
Role and responsibilities
Commercial
Responsibility
R&D/Pilot line: VPA creation (N+1)
· Aligns with BL’s, including Apps BDM, and
Account Team on target configuration
· Delivers value analysis and competitive
positioning by working with the Business Lines and field marketing
· Executes customer specific product
sales/marketing strategies, leveraging technical background, product and
customer application knowledge
· Reaches agreement with the customer on final
configuration, negotiating product value on basis of product evaluations and
ROI analysis
· Develops capacity scenarios for VPA by working
with GBM and the corporate and field marketing group
Installed Base: System
enhancements, options and (major) upgrades (e.g. SNEP)
· Plan and realize enhancements, options and
upgrade SAM
· Establish and negotiate the value for customer
on basis of product evaluations and ROI analysis (maximize conversion of
evaluations to revenue)
· Ensures that site/account level quotations,
orders and all other customer communication are to be handled promptly and
accurate
· Manage sales order to closure
General
· Owns the formulation upgrade/option
opportunities (forecast) and realization of yearly revenue targets
·
Prepares
and drives sales carousels for UF/Upgrades/Competition and NPI penetration with
appropriate BL’s
Business Management and
Technical Responsibility
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 BL, Apps BDM and CS 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
Installed Base
· Convert unqualified SAM to qualified SAM
· Drive evaluations to closure with BL’s and field
applications
· Drive installation and revenue recognition of
upgrades and enhancements to closure with CS Operations team
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.
· Above 12 years in related field.
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
· Exceptional strategic thinking and planning
skills; determines priorities and organizes actions effectively; is structured
and timely in execution.
· 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.
· 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.