Sr Dr Business Development & Sales Operations

Lam Research•Fremont, CA

9d•Hybrid

About The Position

The Senior Director, Business Development & Sales Operations (BDSO) is a business leadership role accountable for delivering predictable business results, improving customer trust, and driving profitable growth through the disciplined execution of planning, commercial, and Value Focus processes for the China region. This role provides strategic and operational leadership to regional account teams, product and services business development groups, and order fulfillment stakeholders by ensuring alignment of priorities and objectives with both annual and multi‑year corporate business goals for the China region.

Requirements

Senior leadership experience in semiconductor capital equipment customer‑facing roles in sales (product or services), business planning/operations, product or services marketing, or related commercial roles.
Proven track record of delivering predictable business results through structured operating cadences and cross‑functional execution.
Strong commercial acumen, including pricing, margin management, and deal governance.
Experience leading global, distributed teams in complex operating environments.

Nice To Haves

Experience operating at the executive or managing director level within a global semiconductor equipment company.
Demonstrated success leading large‑scale organizational change or process transformation.
Strong executive communication and stakeholder management skills.

Responsibilities

Lead GCO’s Value Focus strategy implementation across all China region accounts, in alignment with Lam’s long‑term business priorities and the Lam Management System.
Act as a senior partner to Sales, Product Groups, Operations, and executive leadership to enable growth, profitability, and customer success.
Translate global export and import rules into operational execution to ensure Lam’s compliance with all governmental regulations while maintaining customer trust.
Continuously improve internal forecasting and planning methods to anticipate customer demand for Lam equipment, upgrades, and services.
Own improvement of customer trust metrics through speed to response, tool delivery planning systems, and effective management of customer escalations.
Enable successful customer ramps through on‑time tool deliveries, installations, and proactive issue resolution.
Ensure disciplined execution of Customer Delivery Experience (CDX) priorities across regions and accounts.
Drive profitable growth through disciplined execution of pricing, Value Focus (VF 2.0), and deal governance processes.
Ensure timely profitability modeling to support Strategic Account Reviews (SARs), quarterly execution reviews, and long‑range planning.
Deliver region‑specific pricing uplift and margin improvement commitments in partnership with Revenue Management and field leadership.
Own demand planning and forecast integrity across systems and upgrades, including Max Demand View and upside planning horizons.
Ensure SRD, configuration, and execution stability through disciplined operating rhythms and cross‑functional alignment.
Lead the quarterly business cadence, including QBRs, QCRs, and forecast reviews, with accountability to enterprise commitments.
Deliver shareholder value by meeting quarterly revenue and shipment commitments within defined forecast tolerance.
Drive higher efficiency across GCO through improved systems, tools (including AI‑enabled capabilities), and standardized processes.
Ensure execution of approved digital transformation and business process initiatives aligned with AOP priorities.
Build and lead a scalable, globally distributed BDSO organization capable of supporting sustained multi‑year growth.
Ensure effective hiring, onboarding, and role assimilation so new hires assume full ownership within defined timeframes.
Develop leadership capability, promote an inclusive culture, and achieve engagement and inclusion outcomes at or above Lam/GCO benchmarks.