30+ days ago - req10078

Business Development Manager

Sales & Marketing

Other technical job categories

In a nutshell

Location

Chandler - AZ, US

Team

Sales & Marketing

Experience

8+ years

Degree

Bachelor

Job Category

Other technical job categories

Travel

30%

Introduction

ASML 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 main headquarters are located in Veldhoven, the Netherlands, and we also have 18 office locations around the United States- including main offices in Wilton, CT, Chandler, AZ, San Jose, CA and San Diego, CA.

Job Mission

The Business Development Group of the BL MPS drives the development of strategies for systems and system enhancements, to enhance sales and actively drive revenue targets. In addition, the group develops business models for future mature products, as part of ASML’s Life Cycle Management.

ASML is a world leader in the manufacture of advanced technology systems for the semiconductor industry.ASML’s corporate headquarters is in Veldhoven, the Netherlands. Manufacturing sites and research and development facilities are located in Connecticut, California and the Netherlands. Technology development centers and training facilities are located in the United States, Japan, Korea, the Netherlands, and Taiwan. Additionally, ASML provides optimal service to its customers via over 50 sales and service organizations in 16 countries. Founded in the Netherlands in 1984, the company is publicly traded on Euronext Amsterdam and NASDAQ under the symbol ASML.

Job Description

Primary responsibilities:
-Deal structuring
Create & drive the FNS – integrate and optimize sourcing, refurb, config, pricing, costs, technology, PAS, TWIN, Apps, CS, training & options into complex deals.
Address Specification Requirements and CSR’s.
Reply to documents, tenders, contracts etc.
-Sales Support
Visit customers.
Create customized presentations.
Answer technical questions.
Prepare for and host customer visits such as demos, FAT’s etc.
-Forecasting.

Secondary responsibility:
-After-sale account support.

Support Functions:
-Hunting for new customers.
-Product definition – portfolio, label, pricing, roadmap.
-Market analysis.
-Competitive analysis.
-BL DUV Liaison.

Organizational context:
MPS offers mature products and services, with 2 major product lines.
-PAS 5500: including used steppers, used scanners, options, and services.
-Used Twinscan.

The BDM is the prime contact for all commercial propositions to be made to customers through the Account Manager. In this role the BDM aligns with internal/external cross functional teams.
-The Business Development Manager works closely with the manufacturing sites in Veldhoven, Taiwan and San Jose, service teams in the field, Veldhoven-based MPS management team, Business Lines, Customer Support, Finance.
-The Business Development Manager works externally with the technical & management interfaces at the customer.

Key Issues Facing Your Job:
-Cost increase for refurbishment due to increased buy back prices for core tools (due to shortage as well as quality).
-Limited supply of core tools (trade-ins are thus a key part of our sales strategy).
-Heavy competition from other brand tools, and ASML tools from brokers, especially when trying to win new customers.

Key Decisions:
-Proposals to meet internal (MPS) and external (customer) requirements.
-Priority setting in case of conflicting resources.
Stakeholders:
MPS Sourcing, MPS Marketing, MPS Operations (RPLs), MPS D&E, MPS Applications, MPS CS.
Central Planning, Account Teams, Logistics, Manufacturing, Finance, Legal.

Education

MSc in Engineering or Physical Science; MBA or business education is a strong advantage, or equivalent experience.

Experience

Commercial and/or marketing background with 5 years of experience with lithography and customer applications is preferred.

Personal skills

-Excellent communicator with different levels both internal and external.
-Deep analytical skills.
-Structured, accurate way of working, maintain overview (helicopter view).
-Ability to manage stake holders.
-Ability to build bridges across disciplines and all levels.
-Creativity.
-Good command of the English language, both oral and written.
-Presentation skills.
-Remains persistent and follows up on issues until problems are resolved, even beyond own area of responsibility in order to meet customer needs (don’t take “NO” for an answer).
-Overcomes internal and external barriers by reacting to changing environmental factors at an early stage.
-Stays focused in highly demanding circumstances, and maintains personal effectiveness despite barriers, set-backs or in situations of high uncertainty.
-Flexible and open to change.
-Inspirational in a dynamic, multi-cultural, cross functional environment.

Context of the position

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
-While performing the duties of this job, the employee routinely is required to sit; walk; talk; hear; use hands to keyboard, finger, handle, and feel; stoop, kneel, crouch, twist, reach, and stretch.
-The employee is occasionally required to move around the campus.
-The employee may occasionally lift and/or move up to 20 pounds.
-May require travel dependent on company needs.
-Specific vision abilities required by this job include close vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
-Can work under deadlines.
-The environment generally is moderate in temperature and noise level.
-Must be able to read and interpret data, information, and documents.
-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.

Other information

EEO/AA (W/M/Vets/Disability) Employer.