Account Cluster Leader
ASML
- 上海市
- 长期
- 全职
- 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
- Revenue and contribution margin on New Systems for HH+ cluster in responsibility of the CT China
- Demand and timeline planning for New Systems
- Bachelor's degree in engineering or equivalent business 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