Strategy & Business Development Role - Semiconductor Manufacturing Equipment

Strategy and Business Development Manager

Industrial Business Unit:

Role:

- The Strategy and Business Development (SBD) team is responsible for the ideation, development, our highest potential organic and inorganic growth opportunities.

- The team plays the role of trusted advisor to the executive team and plays a pivotal role in identifying and developing opportunities to achieve our vision on portfolio expansion and growth, through a combination of organic and inorganic efforts.

- The Strategy and Business Development Manager will join Industrial BU as a member of the SBD team, reporting to the Senior Manager Strategy and Business Development.

- With a broad product portfolio, global manufacturing footprint, and strong OEM customer relationships across all key regions, company is among the leaders in the market.

- The SBD Manager will lead the development and execution of strategy to maximize company's growth and market share in the priority and Focus Applications (AFG - Application Focus Growth).

- The SBD Manager will bring deep market knowledge and application expertise, strong strategy skill-set, and well-honed execution capabilities to drive above-market growth in these priority areas, in close partnership with product management and sales leaders in the business unit.

- The role will appeal to top talent who are ambitious and are looking for a platform to create positive impact and accelerate their career into roles of increasing responsibility in strategy, sales, product management, or general management.

- The incumbent should have strong experience in any of the below mentioned Focused Applications:

1. Motion Control & Drives

2. Industrial Robotics & Warehouse Automation

3. Semiconductors Manufacturing Equipment

4. Automation Controls (PLCs, DCS, HMI)

5. Battery Energy Storage Systems

Key Responsibilities:

- Own company's strategy for the Focus Application - develop "where to play" and "how to win" plans by combining market and customer insights with knowledge of company's product and go-to-market strengths.

- Enhance application knowledge of company's sales, product management, and engineering team members through Voice of Customer initiatives and market research. Disseminate insights widely in the company through engagement with stakeholders and creation of reusable training content.

- Co-own (with sales) the customer strategy and revenue / new opportunity pipeline within the focus application.

- Drive pipeline growth in partnership with sales and marketing teams, through effective value proposition development and communication, and sales coverage planning and optimization.

- Maximize opportunity pipeline conversion by participating in pipeline reviews, providing input into company's major project proposals and quotes to enhance win rates, and supporting sales and product management team members with customer presentations for major opportunities.

- Generate ideas for enhancing company's value proposition in the target application through Product Portfolio expansion.

- Partner with Product Management and Engineering teams on portfolio expansion through New Product Introduction, Strategic Partnerships, or Acquisitions

- Plan and execute external and internal ideation/innovation workshops to enhance application-specific product roadmaps.

- Partner with marketing communications team to develop and execute ideas that position company as a leader and trusted advisor to customers, through content such as whitepapers, webinars, tradeshows, and other technical marketing content.

- Generate market knowledge and insights, including products, competitors, market trends, technology roadmaps and regulations.

- Keep key stakeholders, including executive management, updated on these trends on an ongoing basis. Use the insights to develop actionable growth and market share expansion plans.

- Be the "champion" for the focus application. Be the recognized "expert" and "leader" who sets the direction, and makes things happen to win in the focus application.

- Deliver growth plans that cover both strategic (setting the long-term trajectory) and tactical (translating into 6-12 months action plans) horizons. Lead the implementation and execution of those plans.

- Work closely with leadership to ensure that application plans are aligned with regional commercial plans, sales planning and company's strategic objectives / key initiatives.

Key Objectives / Measurements:

- Strategic projects to win in the focus application, including application roadmaps and plans for portfolio expansion into product adjacencies through partnerships / acquisitions.

- Number and quality of joint product & technology roadmaps with leading customers.

- Commercial pipeline, and conversion.

- Long-term revenue growth above the market growth rate.

Ideal candidate profile:

- Minimum 10+ years of experience in strategy, industry marketing, or product management role in relevant industries. Deep knowledge and expertise in one or more of the focus applications.

- Bachelor's degree in business, science or Engineering from a leading institution is required.

- Demonstrated success with key marketing processes (e.g. market segmentation, strategic planning, competitive analysis, market research, new product development and launch, strategic marketing etc.)

- Strong teamwork and leadership skills - success in delivering results in cross-functional, non-hierarchical, and cross-cultural environments. Ability to work effectively with and influence individuals at all organization levels.

- Substantial project management experience in large, complex, global organizations.

- Strong oral and written communication skills - ability to convey messages concisely in both text format and presentation format to busy executives.

- Willingness to travel (up to 20%) to company locations, attending industry conferences, visiting customers etc.

- Professional working proficiency in English required.