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Director of Sales, Harman Embedded Audio Americas (US - Remote)
Hartford, CT
Job Description
Description & Requirements
About the Role
As the Director of Sales, Embedded Audio Americas, you will lead a global sales team responsible for the sales activity in all key markets. 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 sales forecasting activities, set performance goals, accordingly, combined with direct channel development activity. You will create and cultivate strategic relationships and will be responsible for building a business of HARMAN Embedded Audio BU/Region.
Your Team
You will report directly to the Head of the Business Unit. This role has 3 direct reports and 2 indirect.
What You Will Do
Strategically direct and drive sales results across the Americas region accounts responsible for the sales revenue and profitability.
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.
Responsible for key account management, sell-through, customer partnerships and suppliers' scorecard to grow pipeline and profitability.
Develop, present, and execute the region's strategic sales plan as part of Harman's 3-year operating plan providing detailed and accurate sales forecasts with booked, follow-on, and new pursuits for each and all accounts.
Tracks and prepares monthly sales reports and forecasts 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.
Advises dealers, distributors, and clients concerning sales and advertising techniques to increase take rate and system content revenue (sell-through).
Liaison between customers and other HEA functional areas for collaboration, communication, escalation and resolution.
Leverage existing customer and industry executive network to cultivate Harman's advocacy and champions to further Harman's value exposure at the customer's senior leadership level.
Confers with leadership to review achievements and discuss required changes in sales strategies and tactics, and sales incentive programs utilized in achieving sales goals or objectives.
Meets with key customers, assisting account managers with advancing relationships and negotiating and closing deals.
Work closely with the marketing function to establish successful channel and partner programs and to ensure the BU's brand licensing program be consistent to corporate marketing strategy.
Responsible to plan and execute successful key customer business reviews and technology shows (quarterly to annual)
Plan and manage sales excellence training and career development path for sales staff.
What You Need
Bachelor's degree in Engineering, Computer Science, Acoustic or related field.
Minimum 15 years of experience in B2B sales, marketing, and business development management
Proven experience in leading a large regional team (minimum team size 5+)
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 and cultures.
Prior experience in the development/sale of embedded Audio, DSP, SaaP/SaaS, finished goods, components, licensing, products, and services.
Existing relationships within embedded audio network in related field
Excellent listening, negotiation, and presentation skills
Strong leadership/influence/collaboration skills
What is Nice to Have
Master's degree, MBA preferred with P&L mindset/experience.
Disciplined and passionate cost leader with the ability to achieve high-growth sales results.
Self-directed with a proven ability to work in a fast-paced environment.
Experience in licensing, revenue sharing and creative business models.
What Makes You Eligible
Be willing to travel up to 50%, domestic and international travel
This role is eligible to work remotely full-time with occasional trips to the Northridge, CA office location required
What We Offer
At Harman, base pay is one part of our total compensation package and is determined within a range. This provides the opportunity to progress as you grow and develop within a role. The base pay range for this role is $180 - $220k, and your base pay will depend on your skills, qualifications, experience, and location.
Flexible work environment, allowing for full-time remote work globally for positions that can be performed outside a HARMAN or customer location.
Access to employee discounts on world-class Harman and Samsung products (JBL, HARMAN Kardon, AKG, etc.)
Extensive training opportunities through our own HARMAN University
Competitive wellness benefits
Tuition Reimbursement
Access to HARMAN Campus Fitness Center and Cafeteria
An inclusive and diverse work environment that fosters and encourages professional and personal development.
#LI-JQ1
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.
HARMAN is an Equal Opportunity /Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or Protected Veterans status.
Job Summary
Company
Start Date
As soon as possible
Employment Term and Type
Regular, Full Time
Required Education
Bachelor's Degree
Required Experience
2 to 15 years
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