Global Account Manager

HARMAN designs and engineers connected products and solutions for automakers, consumers and enterprises worldwide, including connected car systems; audio and visual products, enterprise automation solutions and connected services. With leading brands including AKG®, Harman Kardon®, Infinity®, JBL®, Lexicon®, Mark Levinson® and Revel®, HARMAN is admired by audiophiles, musicians and the entertainment venues where they perform around the world. More than 25 million automobiles on the road today ar

The objective for this role is to grow revenue and margin of our brand licensing, acoustic components, acoustic subassemblies and accessories (e.g. headphones) to OEM, ODM and other enterprises through the use of solution selling strategies facilitated by the use of tools (e.g. account plans, sales force automation, marketing). This person will report to the Director, Sales for Embedded Audio.

This Account Manager position will have direct responsibility to drive business growth, primarily with selected customers but may included new business acquisition as well. . The key objective for this sales role is to increase the sales of our brand licensing, acoustic components, acoustic subassemblies and accessories (e.g. headphones) to specific key customers in the Western Region.

• Function as the primary interface for HARMAN Embedded Audio with the customer
• Using a detailed account plan, protect existing revenue and find new opportunities that meet minimumrevenue and margin targets with specific current customers.
• Work with other functional and support teams within Embedded Audio to prepare/deliver/present proposals, product roadmaps, supply plans and marketing programs; negotiate pricing
• As part of the account plan, align HARMAN executives with corresponding customer executives.Define and facilitate regular meetings for HARMAN and customer executives per the account plan
• Prepare and submit sales forecasts for assigned customers
• Responsible for customer account receivables
• Use the sales automation platform as the “go to” tool for all sales-related activities and as a repository.
• Work with Global Director of Sales to establish annual sales goals
• Implement strategic sales planning, targets and tools to monitor sales activity and achievements.
• Develop opportunities for strategic relationships in accordance with HARMAN brand principles and guidelines.
• Prepare monthly sales performance reports by customer account and plans to address potential shortfalls

• Demonstrated successful track record of technology sales to Global 500 enterprises
• Minimum of 5 years experience successfully managing Global 500 enterprises as customers for technology-based solutions.
• Knowledge of sales automation and account planning tools
• Ability to work effectively within a matrix environment

Preferred Qualifications & Desired Competencies:

Results-Driven:

• Clear and strategic thinker; proven experience in translating strategies and plans into actionable activities
• Capable of handling multiples projects / initiatives simultaneously and executing to completion

Team Player:

• Excellent communication and interpersonal skills who can effectively work with all levels of complex, global customer organizations.
• Proven team player that can work effectively with HARMAN colleagues in a global, matrixed environment

Change Orientation:

• Adept at managing inevitable change in both the customer environment as well as internal to HARMAN

Customer Focus:

• Understanding and working with organizations that have centralized and de-centralized structures
• Keen understanding of consumer requirements and the ability to translate them into qualified sales opportunities
• Ability to navigate complex, global customer organizations to find opportunities for HARMAN solutions

Self-Awareness:

• Have clear objectives and strives to exceed them
• Takes ownership for personal career and skill development

Education:

• BS/BA required; MBA preferred

Other:

• Knowledge of acoustic (speaker and microphone) technologies a definite plus

Eligibility Requirements:

• Willingness to travel 60% of the time
• Willingness to work in a home office and travel to client sites.
• HARMAN will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditioned upon the successful completion of a background investigation and drug screen.