Harman

About the Role

As an Account Executive for the HARMAN Embedded Audio Sales Team, you will interface with key customers in the region to achieve the business targets and represent the HARMAN Embedded Audio business unit. Your primary focus will be on winning new customer partnerships through effective sales outreach. You will help to ensure high customer satisfaction and retention by supporting the account day-to-day activities. While supporting the Sales Director on large key accounts, you will have the opportunity to own the business relationship on selected customer accounts. Responsibilities will also include supporting various business development activities to grow the sales funnel.
 

What You Will Do

• Identify, pursue, and win strategic business partnerships
• Identify customer needs based on the HEA NTI Platform to create a value proposition tailored to the customer.
• Analyze Key HEA Strategic Verticals to help identify opportunities, key players, market trends, etc.
• Coordinate with cross-functional teams across the globe, primarily in China.
• Develop presentations for regularly scheduled business planning and reviews with key customers to ensure alignment with product and revenue forecasts  
• 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.
• Assist in aggregating and communicating weekly revenue projections along with monthly budget tracking and quarterly business reviews for the region
• Work with functional and support teams within Embedded Audio to help with the preparation and delivery of proposals, product roadmaps, supply plans, and marketing programs
• Support the Director of Sales in prospecting for and closing new name accounts
• Assist with implementing strategic sales planning, targets, and tools to monitor sales activity and achievements
• Prepare and submit sales forecasts for assigned customers
• Responsible for customer account receivables
• Use the sales automation platform for all sales-related activities. Prepare monthly sales performance reports by customer account and plans to address potential shortfalls
• Responsible as needed for order entry, inventory inquiries, and working closely with Order Management & Supply Planning to ensure customer order fulfillment and special-order requests meet customer requirements
• Assist in submitting new customer agreements and updating existing agreements along with distributing sales and marketing communication
• Responsible for monitoring and reporting relevant competitive activity in the marketplace
• Complete other related duties as assigned by sales management
• Work closely with the marketing function to establish successful channel and partner programs and to ensure the BU’s brand licensing program be consistent with corporate marketing strategy.
• Responsible to plan and execute successful key customer business reviews and technology shows (quarterly to annual)
• Capable of utilizing tools to calculate project business financial metrics such as profitability, etc.

What You Need

• Bachelor’s degree in engineering, business management, marketing, or related field
• Minimum 10 years of related experience in B2B sales/business development/technical sales role, preferably within the Consumer Electronics Embedded Audio space
• Knowledge of solution-selling techniques/methodologies
• 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 networks in related fields
• Experience using sales automation and account planning tools
• Experience in Strategic Selling and contract negotiation
• Knowledge of acoustic (speaker and microphone) and embedded audio software technologies
• Excellent written and oral communication skills
• Self-directed with a proven ability to work in a fast-paced environment.

What is Nice to Have

• Master’s Degree in a related field
• Experience in licensing, revenue sharing, and creative business models.
• Product Management or Product Planning experience
• Sales and product strategy knowledge
• Global Work Experience
• Proficiency in Salesforce or other major CRM
• Bilingual (Mandarin)

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 into the Northridge, CA office location required (this could be on 24-hour notice)
• Successfully complete a background investigation and drug screen as a condition of employment

What We Offer

• Access to employee discounts on world-class HARMAN products (JBL, Harman/Kardon, etc.)
• Opportunity to collaborate with talented teams across the world
• An inclusive and diverse work environment that fosters and encourages career development opportunities
• Flexible work schedule with a culture encouraging work-life integration
• On-site opportunities to focus on personal well-being and development are provided by our Wellness Committee, Volunteer Committee, and Harman Women’s Network
• Professional development opportunities through HARMAN University’s business and leadership academies and extensive course catalog.

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