[CYMER] Senior Business Development Manager

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 targeted 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 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

Grow the 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

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

Work in fast pace environment

• Domestic and international travel to visit 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

* Working location : CYMER Koea Hwaseong office(IX Tower)

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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