Manager, Account Management

A Career at HARMAN

As a technology leader that is rapidly on the move, HARMAN is filled with people who are focused on making life better. Innovation, inclusivity and teamwork are a part of our DNA. When you add that to the challenges we take on and solve together, you’ll discover that at HARMAN you can grow, make a difference and be proud of the work you do every day.

About the Role

In the dynamic landscape of China's professional touring & lighting market, which is predominantly rental & project-driven, this role is to drive maximum sales revenue and achieving ambitious sales targets by the development of professional touring & lighting projects.

You will be responsible for professional touring & lighting sales in the assigned area, and closely cooperate with customers to win projects, and enable key customers on product technical support, sales planning, market development and the day-to-day sales operations.

What You Will Do

Sales Plan and Execution

• Oversee China Harman touring business (JBL, Crown, Sound craft and Martin) key dealers and monitor sales performance in touring and lighting areas including sell in, sell through, inventory, market penetration, etc.
• Achieve monthly and quarterly sales targets by working with touring customers, partners and internal stakeholders.
• Focus on touring markets, especially rental houses national wide on audio and lighting solutions.
• Build and maintain strong relationships with dealers, touring designers, and end-users.
• Identify new business opportunities, and routes to market to expand our customer base, and nurture existing accounts to drive customer loyalty and repeat business
• Conduct regular sales forecasting, analysis and reporting to provide accurate visibility on sales performance.
• Responsible for developing a strong pipeline within your territory, and reporting opportunities to the Sales Director to nurture projects through the pipeline.
• Develop concert tours, music festivals, electronic music festivals project and build connections with artist agencies.
• Independently develop and execute sales opportunities and projects by leveraging in-depth knowledge of professional touring and stage audio & lighting.

Customer Collaboration, Management and Support

• Conduct regular business reviews with key customers and provide comprehensive product knowledge and technical training, and marketing support.
• Take the lead in coordinating with dealers, SI, and key end users to ensure alignment with Harman Pro China touring and lighting business plan.
• Lead customer sales or technical team to address problems or complaints, like product functional questions, technical application problems, quality issues, service delivery efficiency, and order delivery issues and etc.
• Leverage the resources and support from other functions, from local or global, and provide compromise solutions to customers by comprehensive analysis and evaluation of the complex degree, urgency, timing, and cost.
• Provide exceptional customer service and act as a trusted advisor for pro touring solutions.

Market and Technical Enablement

• Support national or regional professional touring & lighting related seminar or trade show.
• Gather and analyze professional touring & lighting market information, forecast channel sales.

What You Need

• 10Y+ sales experience in professional touring or lighting industrial.
• Comprehensive professional touring & lighting industrial resources.
• Comprehensive product knowledge covering touring & lighting products and competitor products, along with account management knowledge.
• 10Y+ account management, B2B sales management experience
• Strong capability of logical thinking, problem solving, adaptability.
• Ability to communicate effectively in written format in both Mandarin and English.
• Ability to interact effectively and comfortably with distributors, customers, and end-users.
• Be accountable and positive while working in a pressurized situation.
• Have knowledge and experience in the operation of touring & lighting system.

  About the Role

  In the dynamic landscape of China's professional touring & lighting market, which is predominantly rental & project-driven, this role is to drive maximum sales revenue and achieving ambitious sales targets by the development of professional touring & lighting projects.

  You will be responsible for professional touring & lighting sales in the assigned area, and closely cooperate with customers to win projects, and enable key customers on product technical support, sales planning, market development and the day-to-day sales operations.

  What You Will Do

  Sales Plan and Execution

• Oversee China Harman touring business (JBL, Crown, Sound craft and Martin) key dealers and monitor sales performance in touring and lighting areas including sell in, sell through, inventory, market penetration, etc.
• Achieve monthly and quarterly sales targets by working with touring customers, partners and internal stakeholders.
• Focus on touring markets, especially rental houses national wide on audio and lighting solutions.
• Build and maintain strong relationships with dealers, touring designers, and end-users.
• Identify new business opportunities, and routes to market to expand our customer base, and nurture existing accounts to drive customer loyalty and repeat business
• Conduct regular sales forecasting, analysis and reporting to provide accurate visibility on sales performance.
• Responsible for developing a strong pipeline within your territory, and reporting opportunities to the Sales Director to nurture projects through the pipeline.
• Develop concert tours, music festivals, electronic music festivals project and build connections with artist agencies.
• Independently develop and execute sales opportunities and projects by leveraging in-depth knowledge of professional touring and stage audio & lighting.

• Customer Collaboration, Management and Support

• Conduct regular business reviews with key customers and provide comprehensive product knowledge and technical training, and marketing support.
• Take the lead in coordinating with dealers, SI, and key end users to ensure alignment with Harman Pro China touring and lighting business plan.
• Lead customer sales or technical team to address problems or complaints, like product functional questions, technical application problems, quality issues, service delivery efficiency, and order delivery issues and etc.
• Leverage the resources and support from other functions, from local or global, and provide compromise solutions to customers by comprehensive analysis and evaluation of the complex degree, urgency, timing, and cost.
• Provide exceptional customer service and act as a trusted advisor for pro touring solutions.

• Market and Technical Enablement

• Support national or regional professional touring & lighting related seminar or trade show.
• Gather and analyze professional touring & lighting market information, forecast channel sales.

• What You Need

• 10Y+ sales experience in professional touring or lighting industrial.
• Comprehensive professional touring & lighting industrial resources.
• Comprehensive product knowledge covering touring & lighting products and competitor products, along with account management knowledge.
• 10Y+ account management, B2B sales management experience
• Strong capability of logical thinking, problem solving, adaptability.
• Ability to communicate effectively in written format in both Mandarin and English.
• Ability to interact effectively and comfortably with distributors, customers, and end-users.
• Be accountable and positive while working in a pressurized situation.
• Have knowledge and experience in the operation of touring & lighting system.

HARMAN is proud to be an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.