Sr. Mgr, Business Development

Lam Research•Fremont, CA

1d•$137,000 - $287,000•Hybrid

About The Position

The Global Customer Operations Group is Lam’s first and primary point of customer engagement and responsible for implementing Lam’s business objectives with each customer. We work tirelessly to earn the trust of our customers, because we know that working closely together leads to the highest quality outcomes. This role is part of Business Development and Sales Operations (BDSO) team within the Global Customer Operations organization and is dedicated/assigned to a specific region or customer. Therefore, typical interactions are for cross-functional collaborations with regional account teams/sales, ALL Product Groups within Lam, Global Operations, Global Trade, and other corporate functions. Evaluates and manages new strategic business opportunities, initiatives, mergers, acquisitions, partnerships, alliances and/or joint ventures. Oversees market analysis, monitors competitive activity, and identifies customer needs. Provides leadership in the planning, designing, due diligence, and implementing of strategic business objectives. Defines vision, strategies, and tactics. Selects, develops, and evaluates personnel to ensure the efficient operation of the function.

Requirements

Bachelor’s degree or related field with 10+ years of experience; or Master’s degree with 7 years’ experience; or a PhD with 5 years; or equivalent experience.
Demonstrated customer management experience Customer-facing Sales/Marketing/Business Development/Service experience in Semiconductor Capital Equipment Wafer Fab Equipment sector.
Demonstrated customer management experience with clear communication and presentation skills.
Business / commercial proposal creation and business analytics experience
Team player with good interpersonal and influencing skills from experienced problem solving with both creative and analytical perspective using a PS&DM framework.
Self-starting, change agent within the company, including executives, to drive value selling processes and messaging across the organization.
Proven ability to communicate vision and value to inspire, influence, and generate understanding across the organization.
Region-specific language fluency required.

Responsibilities

Work with account teams & product (including services) groups to lead the development of comprehensive commercial business proposals for package deals and volume purchase agreements (VPA) in order to maximize Lam business opportunity across product lines, and meet Lam’s multi-year business objectives
Build and review customer-specific financial models, and business cases to support investment decisions and maximize profit from deal incentive structuring & sales strategies. Perform data analytics and deal modeling to track progress and inform strategy execution of account specific profitability goals.
Implement corporate-driven business processes within assigned account/region to ensure both compliance and efficient development of commercial proposals, including ensuring approved commercial proposals are executed to commitments and managed in a closed-loop way
Brings actionable corporate guidance/analytics and global best-known-methods to account teams in order promote value-selling practices
Foster customer value collaborations in the region, including management of high-level customer visits to headquarters to create customer champions and proliferate value messaging
Evaluates and manages new strategic business opportunities, initiatives, partnerships.
Defines vision, strategies, and tactics to meet the business objectives of market share, revenue and profitability. Develop and maintain customer-specific
Convene stakeholders and executives and conduct quarterly business reviews of designated customer/account including making recommendations regarding business strategy. Influence regional, product, service & executive stakeholders to implement change initiatives through systematic business problem solving methods