Business Development Manager

Introduction to the Job:

ASML's Business Line MPS (Mature Products and Services) is responsible for the PAS platform of 200mm lithography systems, which has an annual revenue over 200 Million Euro and more than 1,800 installed systems. The 200mm semiconductor market is mainly driven by the smartphone, automotive and industrial market segments, and shows a healthy growth for at least the coming 5 years. BL MPS has a roadmap to extend the lifetime of the PAS 5500 platform until at least 2035, and this roadmap is driving and energizing the BL. BL MPS defines and drives the execution of a fundamental change in the way of doing business in a mature market with strong competition, and acts as a pilot environment for other ASML businesses which will soon face similar challenges. Innovations are required in applied business models, customer interactions and way of working. These are complex topics with clear customer and revenue / margin impact. The group is additionally responsible for the sale of all refurbished mature TWINSCANs, often into niche markets.

Role and Responsibilities:

• Drive system and options business sales for ASML mature products
• Hunt for and develop new customers and markets
• 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
  • Provide long-term demand forecast to the factory and guide the build plan (quantity, mix, timing)
• Sourcing
  • Negotiate the buy-back of all systems needed for the build plan (as directed by the above forecast) from customers and brokers, via cash, trade-in, other methods.
  • The group also supports all other ASML BLs with their sourcing requirements
• Marketing Communications
  • Organize trade shows and user group meetings
  • Create articles, videos, interviews, social media posts
• Secondary responsibilities:
  • After-sale account support
  • Product definition - portfolio, label, pricing, roadmap
  • Market analysis
  • Competitive analysis
  • BL DUV Liaison
• Stakeholders & Networks
  • MPS Marketing, MPS Operations (RPLs), MPS D&E, MPS Applications, MPS CS
  • Central Planning, Customer Teams, Logistics, Manufacturing, Finance, Legal
  • External: customers, brokers, Cymer, other OEMs,

Education and Experience:

Education:

• Academic degree, combination of technical and business background, preferably technical MSc with MBA

Experience:

• Sales and/or marketing background; minimum 10 years of experience with semiconductor equipment is preferred (or similar, for example: medical equipment)
• People management experience is preferred
• Knowledge in Finance, Sales, Marketing, Business development

Skills:

• Entrepreneurship, creativity and flexibility combined with a pragmatic attitude focused on execution and delivering results are essential values to be successful.
• Good communication skills, influential in commercial processes, convincing to both customers and customer teams.
• Strong leadership capabilities, providing clear direction and guidance to the team and energizing and challenging the team members to perform, and taking them to a higher level.
• Ability to work cross-functionally and build bridges on senior management level
• Industry networking

Other Information:

• Routinely required to sit; walk; talk; hear; use hands to keyboard, finger, handle, and feel; stoop, kneel, crouch, twist, reach, and stretch. Occasionally required to move around the campus.
• Occasionally lift and/or move up to 20 pounds.
• May require travel dependent on business needs.
• Specific vision abilities required by this job include close vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

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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