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
As Director of Embedded Audio Sales, you will lead a sales team responsible for the business development and account management activity in the Americas market. You will drive customer acquisition, revenue, and profitability goals, both short and long range, targeted toward existing and new markets across products. You will develop and implement a strategic sales plan and forecast to achieve corporate objectives for products and services, and will direct market analysis, business development, account management, and sales forecasting activities, and set performance goals for the sales team. You will create and cultivate strategic relationships and will be responsible for building the HARMAN Embedded Audio BU/Region (HEA).
What You Will Do
- Strategically direct and drive business results across the Americas accounts, responsible for the sales revenue, EBIT, and the pipeline of booking awards.
- Responsible for monitoring and reporting relevant customer sales performance and competitive activity in the marketplace to determine customer needs, business models, and HARMAN value add.
- Develop, present, and execute the region’s strategic sales plan as part of HARMAN’s 5-yr operating plan, providing detailed and accurate sales forecasts with booked, follow-on, and new pursuits for each account.
- Tracks and prepares monthly sales report, operations report, and forecast showing sales volume, potential sales, and areas of proposed client base expansion or risks.
- Lead business development actions with HARMAN products and technologies to generate, identify, and align HEA current and potential customers on HARMAN's value proposition to generate Demo, RFI, RFQ, and New business awards.
- Strategic sell-through execution to increase take rate and system content, thus increasing revenue.
- Liaise between customers and other HEA functional areas for business development, collaboration, communication, escalation, and resolution.
- Leverage existing customer and industry executive network to cultivate HARMAN’s advocacy and champion to further our value exposure at customers’ senior leadership level.
- Confer with the BU leadership team to review achievements and discuss required changes in sales strategies and tactics, sales incentive programs utilized in achieving sales goals or objectives.
- Meet with key customer decision makers, assisting account managers with advancing relationships and negotiations to close deals.
- Work closely with the marketing function to establish successful channel and partner programs, promote BU value propositions, including brand, technology, integration, and customer service.
- Responsible for planning and executing successful key customer business reviews, technology shows, product launches, and co-branding promotion events.
- Plan and manage sales excellence training and career development path for sales staff.
What You Need to Be Successful
- Bachelor’s degree in Engineering, Software, Acoustic, or related technical field.
- 10+ years of experience in B2B Account Management and Business Development management.
- Must have experience in development and selling of Embedded Audio, finished goods, components, licensing, HW, and SW products.
- Existing relationship within the embedded audio network in the related field.
- Proven experience in leading a large regional and/or global team.
- Proven experience in creating and executing business growth strategies.
- Record in generating new business from new business contacts (cold call).
- Experience working in a global matrix organization across diverse teams, time zones, and cultures.
- Excellent listening, negotiation, and presentation skills. Strong leadership/influence/collaboration skills.
Bonus Points if You Have
- Master’s degree in a relevant field or MBA preferred.
- P&L management experience.
- Experience in licensing, revenue sharing, and creative business models.
- Disciplined and passionate leader with the ability to achieve high growth sales results.
- Self-directed with a proven ability to work in a fast-paced environment.
What Makes You Eligible
- You are willing to travel up to 50% domestic and international travel.
- This role is eligible to work remotely full-time with occasional trips into the Northridge, CA (24-hour notice) and Shenzhen, China (1 week notice) office locations when required.
- Due to the nature of global infrastructure, you understand that flexibility in working hours is required.
- Successfully complete a background investigation and drug screen as a condition of employment.
What We Offer
- Competitive wellness benefits and 401K Retirement Savings plan.
- An inclusive and diverse work environment that fosters and encourages career development opportunities.
- Flexible work schedule with a culture encouraging work-life integration and collaboration in a global environment.
- Professional development opportunities through HARMAN University’s business and leadership academies and extensive course catalog.
- Tuition Reimbursement.
- Access to employee discounts on world-class HARMAN products (JBL, Harman/Kardon, etc.).
- “Be Brilliant” employee recognition and rewards program.
- An inclusive and diverse work environment that fosters and encourages professional and personal development.
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$ 173,250 - $ 254,100
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.
