Sales Director, Harman Embedded Audio Americas

Overview

A Career  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.

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, sets performance goas for the sales team.

You will create and cultivate strategic relationships and will be responsible for building a business of HARMAN Embedded Audio BU/Region (HEA).

• 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 region’s strategic sales plan as part of HARMAN’s 5-yr operating plan; providing detailed and accurate sales forecasts with booked, follow on, 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 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 customer’s 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 to plan and execute successful key customer business reviews, technology shows, product launch, co-branding promotion events.
• Plan and manage sales excellence training and career development path for sales staff.

• Bachelor’s degree in Engineering, Software, Acoustic or related technical field.
• Minimum 10 years of experience in B2B Account Management and Business Development management.
• Proven experience in leading a large regional and/or a 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.
• Prior experience in development and selling embedded Audio, DSP, SaaP/SaaS, finished goods, components, licensing, HW and SW products.
• Existing relationship within embedded audio network in related field.
• Excellent listening, negotiation, and presentation skills. Strong leadership/influence/collaboration skills.

• Master’s degree in relevant field or MBA preferred.
• P&L management experience.
• Experience in licensing, revenue sharing…