Director of Sales, Harman Embedded Audio Americas (US - Remote)

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 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.