Harman

About The Role

HARMAN made a string of strategic acquisitions ten years ago in the areas of software services and products. In these last nine years, HARMAN has further developed as a SW Integration and Scaling Partner to as many as 5 large OEMs across the globe. This initiative has been housed and lead by Automotive Engineering Services BU with its large scale centers of development in Germany, Poland, Romania, Hungary, China, and India. The BU is now moving to the next level of technology innovation as OEMs invest in Software Defined Vehicle development, the BU is set to launch a slew of new initiatives in multiple domains at the embedded and cloud level that address the complete vehicle ecosystem. AES BU is setting up a new sales organization to drive this strategy.

As the Senior Manager - Sales, you will be positioned at the forefront of the greatest technology innovation which we will be taking to market from Harman and Samsung. You will report into the Global Head of Sales and will cover a portefolio of accounts located in Germany, UK and Nordics. Here you will be responsible to drive this strategy and implement sales and product development programs, both short and long-range, targeted toward existing and new markets.

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. You will create and cultivate strategic relationships and will be responsible for building business for HARMAN Automotive Engineering Services (AES) SBU.

What You Will Do

• Develop and implement strategic sales action plans to accommodate corporate goals and sales revenue targets in alignment with the portefolio business lead
• Direct market analyses to determine playing field, customer needs and price targets.
• Understand customer expectations (cost, requirements, timing) and define internal targets to meet them
• Monitors and evaluates the activities of the competition.
• Create game-changing unique selling points and value propositions with our team of experts.
• Define target customers and build strategic Account Plans to showcase initiatives that result in growth opportunities. Identify key stakeholders and decision makers
• Identify and create new pursuits and drive early engagement activities following our sales excellence methodology
• Liaison with customer groups Europe and other functions related departments. Execute the pursuit strategy for new business opportunities in alignment with the customer account strategy.
• Own RFI/RFQ response for new business opportunities and be responsible for the quote as well as for commercial negotiations with the customer
• Meets with key clients and deliver sales presentation assisting customer business leaders in maintaining relationships, customer satisfaction and negotiating and closing deals.
• Represent the company at trade association meetings to promote our offering.
• Build a strong pipeline tracked using Salesforce and build accurate forecasts for future sales.
• Participates in building and executing the Automative Engineering Services marketing plan
• Confers with leadership to review achievements and discuss required changes in sales strategies and tactics utilized in achieving sales goals or objectives.

What You Need

• Bachelor’s Degree in Engineering or related field.
• Minimum 10+ years’ experience in automotive electronics business development or related experience. Experience of selling Automotive Engineering Services with a focus on Embedded Software and Cloud in European region, especially in Germany, UK and Nordics will be added advantage. Proficiency over German and /or French languages will be a plus.
• Proven experience in creating and executing the business growth strategy.
• Prior experience in the design and/or sale of Infotainment, Digital Cockpit. Telematics, ADAS, and Connected Services experience a plus.
• Ability in working within a global matrixed organization and communicate at all levels
• Existing relationships within the automotive executive network in a related field.

What Is Nice To Have

• Master’s in Business Administration and / or additional qualifications are welcome
• Ability to be flexible and adaptable in a fast-paced/high-pressure environment, while maintaining good customer relations at all times.
• Ability to assimilate information quickly, efficiently, and accurately from varying sources.
• Ability to take initiative, while prioritizing and meeting deadlines.
• Flexible with a high degree of determination and perseverance.
• Excellent time management skills.

What Makes You Eligible

• Be willing to travel up to 25% of international travel
• Be willing to work in Harman office, in Germany or UK

What We Offer

• Flexible work environment, allowing for part-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
• An inclusive and diverse work environment that fosters and encourages professional and personal development.