Job Purpose and Impact

Has a strategically important and large impact on the revenue and/or market share in line with ambition of ASML. Formulate vision on long term customer needs and key influencer on narratives and deals

Lead the development and implementation of multiple commercial strategies for various business lines and/or customers and/or regions, in line with ASML's strategy and business objectives, to optimize the business growth.

Responsible for the overall customer intimacy at relevant levels at customer and ASML Proactively plays a leadership role in managing company resources to ensure total customer satisfaction.

A critical escalation channel for all key activities within the account.

Lead the efforts to define and meet the agreed business KPIs (revenue, margin and market share).   

Context

Increasing level of customer complexity. High level of independence

Understands market situation to guide the company on business direction (up/down turn, major tech change, customer org change, etc).

Ensures cross sector alignment & cooperation to achieve agreed objectives.

Focus Areas

1.      Customer Relationship

Customer Stakeholder Management :

- Customers up to VP level.

- Communication is focused on navigating different audiences and levels of stakeholders, providing leadership and lead important client relationships

Manages customer accounts  for new system business and/or installed base & service business (IB&S) on behalf of CT and ensure relationships and trust are developed and deepened, including supervising the engagement with customer in case of shortages to execute on system / upgrade demand together with (S)VP

Responsible for overall customer intimacy at relevant levels (eg: ERM, TRM, Voice of Customer sessions) and with customer manufacturing stakeholders.

2.      Internal Stakeholder Management

BLs and Sectors up to (S)VP.

Communication is focused on working with the BL to find new solutions for the client and ensure the client's needs are well advocated for.

At this level we expect people management and providing leadership to a team

Understand ASML’s overall objectives and cascade priorities down to a concrete approach for the team.

3.      Customer Specific Business Strategy

Leads to develop customer-specific business strategy and specific account plan for new systems and/or installed based service business.

Leads an integrated business proposal (VPA) formulation covering all ASML products & services

Obtains internal alignment & approval on business proposals (DST) with ASML corporate executive level.

Develops service business for the specific customer (with products cross BL) by preparing strategic Service Road-Map (SRM)

4.      Agreement/Contract Negotiation & Implementation

With the (S)VP, owns 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/region

Negotiates to agreement with customer stakeholders, as needed involving internal stakeholders (EVP sales, CEO, CFO)

Monitors and executes VPA and agreements to ensure delivery as planned

5.      Business Plan and Operation Plan Implementation

Drives New Systems business planning (timeline & demand) over 1-3 years

Captures demand for systems and upgrades within the CT and check feasibility with CS before providing to Sales Operations

Drives and monitors the execution of VPA and new systems sales and/or installed base & service to ensure on-time delivery

Drives IB&S business planning (timeline & demand) on the intermediate-term (1-3 years), including maintenance, upgrades, and service (e.g., relocations)

Integrates value of upgrades and service products by working with Tech Leadership IB&S and convert these to sales opportunities for the assigned account/region

Leads the preparation of 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

6.      Represent Voice of Customers

Represents the customer’s key voice to the Customer Team and CS&S and interpret customer’s expectation with insights and implications to ASML

Explores and collects customer requests, identifies opportunities and shares these with the Tech Leadership roles at the CT table

Leads target setting on New Systems or IB&S by providing input to CS&S

Leads and drives customer-specific ESG topics and relevant market regulations for New Systems or IB&S

7.      Revenue and Contribution Margins, Demand and Timeline Planning

Accountable for Revenue and contribution margin on New Systems and/or Installed Base & Service for all customers in responsibility of Customer Team

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

Requirements

Master degree in a technical subject with wide and deep experience or equivalent working and thinking level. Optional Business Administration or commercial education.

Solid experience in strategic customer account management senior leadership role, preferably in the semiconductor / high tech industry

Experienced in being a people manager leading a team / teams.

Skills

Ability to spontaneously connect with customers to know what they want and offer effective solutions. And able to communicate to all levels of the customer organization, including executive and C-level.

Ability to independently collaborate with internal and external stakeholders. Hold people accountable, influence stakeholders and drive results. Sets targets and determine what is best for the situation and drives towards that.

Ability to orchestrate ASML to deliver a big and complex deal with longer term impact

Pro-active and ‘can do’ mentality – able to develop customer-focused win-win solutions that are differentiated and achievable.

Excellent listening, negotiation and presentation skills.

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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