Context

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

Requirements

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

Responsibilities

Customer Relationship

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.

Internal Stakeholder Management

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.

Customer Specific Business Strategy

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).

Agreement/Contract Negotiation & Implementation

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

Business Plan and Operation Plan Implementation

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

Represent Voice of Customers

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

Revenue and Contribution Margins, Demand and Timeline Planning

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.

Responsible for Demand and timeline planning for New Systems and/or Installed Base & Service for assigned account and/or region in responsibility of Customer Team

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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