EUV Business Development Manager

Introduction to the job

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: Technical and commercial justification for N+2 and beyond node

• Aligns with BL’s, Account Team and stakeholders of cross sector 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 volume contract by working with account team and the corporate & field marketing group

Installed Base: System enhancements, options and (major) upgrades up to N+1 node

• Plan and realize enhancements, options and upgrade SAM(Service Available Market)• 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• Create new install business based on customer roadmap and node requirement• 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 Field Upgrade/Upgrades with BL-EUV• Prove new systema and product value and its’ pricing with penetration strategy on customer environment

< 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• 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 demand to qualified demand• 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.
• More than 12 years in semi or related industries
• Having in-depth technical expertise in litho/photo process
• Preferred having experience in competitive business enviornment

< 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.
• Flexibility and adaptability in dynamic work environment
• Learning agility

Working Location : Hwasung office

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.

EOE AA M/F/Veteran/Disability

Need to know more about applying for a job at ASML? Read our frequently asked questions.

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.

Need to know more about applying for a job at ASML? Read our frequently asked questions.