Manages complex and moderate size customer (more fabs in 1 country) or larger products or portfolio of smaller products. OR Contribute to sales at bigger customers/ strategic sales. Works independently, considering broad practices and procedures, under managerial direction
Customer Stakeholder Management
*Customers at Management level
*Communication is focused on tailoring messages to different audiences in a compelling way to move deals forward
Manage customer accounts for new system business and/or installed base & service business (IB&S) and ensure relationships and trust are developed and deepened, including engaging with customer in case of shortages to execute on system / upgrade demand together with Management.
Ensure customer intimacy at relevant levels (eg: ERM, TRM, Voice of Customer sessions) and with customer manufacturing stakeholders.
Interacts with Operations/BLs sectors up to Management. Communication is focused on working with the BL to find solutions for the client needs and provide input to BL for product development. Has a key role in formulation of ERM meetings. Orchestrate ASML to manage deliveries and provide solutions on time with desired cost and quality.
Develops customer-specific business strategy and specific account plan for new systems and/or installed based service business. Develops an integrated business proposal (VPA) formulation covering all ASML products & services. Obtains internal alignment & approval on business proposals (DST). Develops service business for the Account or Region by preparing strategic Service Road-Map (SRM).
With the Management, involved in the negotiations on customer agreements related to New Systems, such as VPAs and SLAs on new systems, or/and the installed base service business, such as SLAs for existing nodes or upgrades, thereby responsible for the preparation of DST meetings. Adjusts contract structure where needed to capture value of over-performance by reviewing IB&S (installed base & service) performance compared to contracts for the assigned account. Negotiates to agreement with customer stakeholders, as needed involving internal senior leaders (Directors, VPs). Monitors and executes VPA and agreements to ensure delivery as planned
Manages New Systems business planning (timeline & demand) over 1-2 years. Understands demand for systems and upgrades within the CT and check feasibility with CS before providing to Sales Operations. Drives the execution of VPA and new systems sales and/or installed base & service to ensure on-time delivery.
Manages IB&S business planning (timeline & demand) on the shorter-term (1-2 years), including maintenance, upgrades, and service (e.g., relocations). Shows value of upgrades and service products by working with Tech Leadership IB&S and convert these to sales opportunities for the assigned account. Prepares business case (supported by CSCM and P&D) in case of inventory baseline deviations, highlighting value of the part to customers, and cost to ASML
Represents voice of the customer to the Customer Team or/and CS&S and interpret customer’s expectation with insights. Understands and collects customer requests, identifies opportunities and shares these with the Tech Leadership roles at the CT table. Facilitates target setting on New Systems or IB&S by providing input to CS&S. Manages customer-specific ESG topics and relevant market regulations for New Systems or IB&S
Responsible for Revenue and contribution margin on New Systems and/or Installed Base & Service for assigned account and/or region in responsibility of Customer Team.
Master degree in technical subject with thorough experience or equivalent working and thinking level. Optional Business Administration or commercial education.
Solid experience in customer account management, preferably in the semiconductor / high tech industry
<To be completed>
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.
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 inclusion and diversity is a driving force in the success of our company.
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Who are we?
ASML is an innovation leader in the global semiconductor industry. We make machines that chipmakers use to mass produce microchips. Founded in 1984 in the Netherlands with just a handful of employees, we’ve now grown to over 40,000 employees, 143 nationalities and more than 60 locations around the world.
What do we do?
We provide chipmakers with hardware, software and services to mass produce patterns on silicon through lithography. Our lithography systems use ultraviolet light to create billions of tiny structures on silicon that together make up a microchip. We push our technology to new limits to enable our customers to create smaller, faster and more powerful chips.
Who are our people?
While you may think that only engineers and mathematicians work at ASML, you'll be surprised to find out that our people come from a wide variety of backgrounds. Across ASML, we have dedicated teams that manage customer support, communications and media, IT, software development and more. Every team in the company is essential for pushing our technology and the industry forward.
If you love to tackle challenges and innovate in a collaborative, supportive and inclusive environment with all the flexibility and freedom to unleash your full potential, ASML is the place to be.
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