Job Description
The group you’ll be a part of
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.
The impact you’ll make
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.
What you’ll do
- 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
Who we’re looking for
- 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.
Our commitment
We believe it is important for every person to feel valued, included, and empowered to achieve their full potential. By bringing unique individuals and viewpoints together, we achieve extraordinary results.
Lam Research ("Lam" or the "Company") is an equal opportunity employer. Lam is committed to and reaffirms support of equal opportunity in employment and non-discrimination in employment policies, practices and procedures on the basis of race, religious creed, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex (including pregnancy, childbirth and related medical conditions), gender, gender identity, gender expression, age, sexual orientation, or military and veteran status or any other category protected by applicable federal, state, or local laws. It is the Company's intention to comply with all applicable laws and regulations. Company policy prohibits unlawful discrimination against applicants or employees.
Lam offers a variety of work location models based on the needs of each role. Our hybrid roles combine the benefits of on-site collaboration with colleagues and the flexibility to work remotely and fall into two categories – On-site Flex and Virtual Flex. ‘On-site Flex’ you’ll work 3+ days per week on-site at a Lam or customer/supplier location, with the opportunity to work remotely for the balance of the week. ‘Virtual Flex’ you’ll work 1-2 days per week on-site at a Lam or customer/supplier location, and remotely the rest of the time.