Senior Business Development Manager

Sales & Marketing - Business Development Fremont, California


Accountable for managing the forecasted revenue and bookings, deals analysis and decision support, configuration and spec accuracy, Order Fulfillment execution, overseeing shipments and commits, gross margin actuals vs targets, metrics reporting and corrective action, execution to VPA commercial deal commitments, within his defined Region(s).  Has knowledge of best practices and how his responsibilities integrate with others.  Is aware of the competition and the factors that differentiate them in the market.  Solves complex problems, taking new perspectives on existing solutions and exercising judgment based on the analysis of multiple sources of information.

Drives Regional Business Units to evaluate and manage new strategic business opportunities, 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.

Requires an experienced understanding of standard business practices related to Sales & Marketing (Customer Relationship Management, Product Positioning, and Negotiation Strategies), Accounting (Accounts Receivable, Accounts Payable, General Ledger, and Invoicing), Sales Operations (Proposal, Orders, Forecasting, and Global Account & Regional Account Management), and Inventory Management (Purchasing, Scheduling, and Order Fulfillment).

Key Responsibilities

  • Work cross functionally to translate customer requirements into buildable system configurations within manufacturing business guidelines.
  • Work with Product Groups to process Custom Engineering Specials (CESs) to meet customer needs.
  • Coordinate the order fulfillment process from forecast, manufacturing slot request, booking closure and shipment. Is the primary interface with Manufacturing Operations to communicate order shipment status & configuration changes between manufacturing and account teams.
  • Communicate status and ensure fulfillment of commitments to customers, including source inspections
  • Initiate customer requested inside lead-time change requests for approvals
  • Prepare clean booking checklist (CBC) to ensure all booking requirements (e.g., purchase orders, specification approvals, clarification letters, etc.) are complete
  • Escalate to management as needed to resolve booking or revenue issues

 Skills Required:

  • BA/BS in Business, Marketing, Engineering or equivalent: MBA/MS preferred.
  • 15+ years applicable experience required, as well as marketing and technical knowledge. 10+ years sales or marketing experience preferred.
  • Knowledge of SAP, Microsoft Excel, Power Point, MS Word.
  • Strong product knowledge in all Wafer Fab Equipment segments, especially Etch, Strip and Rapid Thermal Processing.
  • Familiarity with customers; understands customer needs and how to communicate those needs back to corporate and product groups.
  • Good business acumen; able to understand complex business situations and develop win-win solutions.