Account Cluster Leader

7 months ago

Shanghai, China ASML Full time

Job Mission:

As the Account Cluster Leader, you will have the responsibility of growing new systems business at customers under the Customer Team's purview. This involves strengthening customer relationships, managing customer accounts, and developing customer-specific new system strategies and plans with the AM Installed Base. You will drive new system business planning on a shorter-term basis, including maintenance, upgrades, and service. Additionally, you will support negotiations on customer agreements related to new systems and manage the execution of VPA and new system sales. Bringing the voice of the customer to the CT and Customer Organization is also essential, as you will be expected to collect customer requests, identify opportunities, and manage customer-specific ESG topics and regulations for new systems.

Responsibility:

• Grow New Systems business at customers in responsibility of the Customer Team

• Strengthen customer relationships specifically with key stakeholders for Installed Base

• Manage customer accounts (together with AM Installed Base) on behalf of CT and ensure relationships are developed and deepened

• Develop customer-specific New System strategy and New System account plans together with AM Installed Base (incl. market scenarios)

• Drive New Systems business planning (timeline & demand) on the shorter-term (1-2 years), including maintenance, upgrades, and service (e.g., relocations)

• Support negotiations on customer agreements related to New Systems, such as VPAs and SLAs on new systems

• Manage the execution of VPA and New Systems sales

• Bring the voice of the customer to the CT and Customer Organization

• Collect customer requests , identify opportunities, and share them with the Tech Leadership roles at the CT table

• Facilitate target setting on New Systems by providing input to the Customer Organization

• Manage customer-specific ESG topics and relevant market regulations for New Systems

Accountability:

• Revenue and contribution margin on New Systems for HH+ cluster in responsibility of the CT China

• Demand and timeline planning for New Systems

Education:

• Bachelor's degree in engineering or equivalent business experience

Skills & Experience:

• Commercial business leader with proven executive experience steering a sales team that meets or exceeds targets

• Proactive and "can-do" mentality – able to develop customer-focused win-win solutions that are differentiated and achievable

• Thorough understanding of customer needs (e.g., customer requirements, opportunities, etc.)

• Excellent listening, negotiation, and presentation skills

• Selected technical know-how of ASML new systems products and applications to understand customer requirements and identify opportunities.

• Ability to connect and communicate to all levels of the customer organization, including executive and C-level

• Ability to drive internal resources across ASML departments to ensure integrated account management

• Ability to analyze data and draw conclusions

• Ability to think creatively and innovatively to anticipate issues and solve problems

• Strategic thinker with a focus on results

• People development skills to improve team capabilities and ensure adequate succession planning

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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