As a Business Development Manager, you to be an owner and driver of upgrades revenue growth in your assigned customer region to enable $150M of upgrades revenue annually for the Cymer Light source business line. The position will be part of the Cymer Global Account Management team that is enabling sales/account management to maximize service and upgrades revenue. You will need to engage with customers, capture their needs, analyze business cases, and communicate internal/external stakeholders to define product solution paths, technically market products, secure commercial agreements, and ensure delivery of solutions to the installed base. This position will be based in Shanghai in order to be close to the customers in the region. Ultimately, you will own the formulation of upgrade/option opportunities forecast and realization of yearly revenue targets. To fulfill this your responsibilities will include
Prepare the future value solutions and revenue of the installed base
Analyze customer requirements/roadmaps and align ASML solutions to meet customer needs with the support of Business Lines
Create new install business based on customer roadmap and node requirement
Create business cases on these customer requirements and convert unqualified demand to qualified demand
Define market size of new upgrades and options
Align with internal/external stakeholders to define the solution path to fulfill the market and business case
Align on customer cost roadmap for each node and escalate proactively when there are major gaps
Drive evaluations to closure with BL’s and field applications
Prepare and drives sales carousels for upgrades and options
Grow the current installed base value and revenue
Executes customer specific product sales/marketing strategies, leveraging technical background, product and customer application knowledge
Plan and realize enhancements, options, and upgrades as part of the total available market size
Delivers value analysis and competitive positioning by working with the Business Lines (BL)
Aligns with BL, Account Team and stakeholders of cross sector on target configuration
Prove new system and product value and its’ pricing with penetration strategy on customer environment
Establish and negotiate the value for customer on basis of product evaluations and ROI analysis (maximize conversion of evaluations to revenue)
Reaches agreement with the customer on final configuration, negotiating product value on basis of product evaluations and ROI analysis
Ensures that site/account level quotations, orders and all other customer communication are to be handled promptly and accurate
Develops capacity scenarios for volume contract by working with account team and marketing group
Drive installation and revenue recognition of upgrades and enhancements to closure with CS Operations team
Manage sales order to closure
Work in a fast pace environment
Domestic and international travel to engage with customers and work with internal stakeholders – up to 50%
Flexibility in work hours as some of our customers are 7 / 24 –
365.
Education and Experience
Bachelor's degree in Engineering or related field
knowledge of electronics, semiconductor processes, software and related disciplines, MS or PhD of Engineering is a plus.
More than 15 years in semiconductor manufacturing or related field.
Personal 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 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 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.
Flexibility and adaptability in dynamic work environment
Learning agility
Diversity and 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, ***, 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.
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职位要求：
see above