Job Description

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 Lightsource 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 (Hwaseong,Korea or Hsinchu,Taiwan or Shanghai, China) in order to be close to the customers in your assigned 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 LinesCreate new install business based on customer roadmap and node requirementCreate business cases on these customer requirements and convert unqualified demand to qualified demandDefine market size of new upgrades and optionsAlign with internal/external stakeholders to define the solution path to fulfill the market and business caseAlign on customer cost roadmap for each node and escalate proactively when there are major gapsDrive evaluations to closure with BL’s and field applicationsPrepare 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 knowledgePlan and realize enhancements, options, and upgrades as part of the total available market sizeDelivers value analysis and competitive positioning by working with the Business Lines (BL)Aligns with BL, Account Team and stakeholders of cross sector on target configurationProve new system and product value and its’ pricing with penetration strategy on customer environmentEstablish 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 analysisEnsures that site/account level quotations, orders and all other customer communication are to be handled promptly and accurateDevelops capacity scenarios for volume contract by working with account team and marketing groupDrive installation and revenue recognition of upgrades and enhancements to  closure with CS Operations teamManage 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 partiesUnderstands the customer technology cycleProven organizational skills to align multiple stakeholdersExceptional 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  marketingDemonstrates 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 environmentLearning agility

This position requires access to controlled technology, as defined in the United States 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.

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, 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.

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