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Director, Business Development
Harman International
Novi, MI, United States
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We are ONE HARMAN. We are greater than the sum of our divisions or brands. We proudly talk about our many iconic brands and describe how our technologies are transforming the car, the workplace and everywhere in between. We work hard. We create useful, playful, beautiful things. We strive for excellence and we aim to win as a team. No matter the position, every employee at HARMAN is expected to demonstrate our core competencies: leadership, change-orientation, collaboration, judgment and a results-driven mindset. At HARMAN, we expect brilliance. You can expect a career full of brilliant possibilities.
Position Summary:
The Director, Business Development plans and implements sales and product development programs, both short and long range, targeted toward existing and new markets. The successful candidate will develop and implement a strategic sales plan and forecast to achieve corporate objectives for products and services. This individual will direct sales forecasting activities and sets performance goals accordingly, combined with direct channel development activity. The successful candidate will create and cultivate strategic relationships. Further the candidate will be responsible for building a business of Connected Car, Lifestyle, Connected Service and Samsung products and technologies. The Director will be developed as the succession person to the VP and GM of the business unit. When necessary, the Director will represent the VP and GM at both Harman and customer meetings.
Supervisory Responsibilities:
This position will have the opportunity to supervise 3 to 5 direct/indirect resources globally.
Job Responsibilities:
• Develops and implements strategic sales action plans to accommodate corporate goals and sales revenue targets.
• Present strategic Account Plans to division President and occasionally the CEO incorporating global initiatives that result in growth opportunities.
• Reviews market analyses to determine customer needs, price schedules, and discount rates.
• Advises dealers, distributors, and clients concerning sales and advertising techniques.
• Analyzes sales statistics to formulate policy and assist dealers in promoting sales.
• Directs product simplification and standardization to eliminate unprofitable items from sales line.
• Represents company at trade association meetings to promote product.
• Delivers sales presentations to key clients in coordination with sales representatives.
• Meets with key clients, assisting customer business unit representative with maintaining relationships and negotiating and closing deals.
• Coordinates liaison between customer business unit department and other functional related units.
• Tracks and prepares periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion.
• Monitors and evaluates the activities and products of the competition.
• Recommends budget, expenditures, and appropriations for research and development work.
• Oversees development of policies, procedures and objectives for marketing and selling the organization's products and services
• Regularly monitors of sales performance across customer brand(s).
• Holds all staff and distribution employees accountable for company sales objectives.
• Establishes consistent sales training programs which enable sales professionals to maximize competitive position and generate strong margin contributions across customer brand(s).
• Reviews analyses of activities, costs, operations, governmental regulations and forecast data to determine constraints and evaluate progress on mutually agreed goals and objectives.
• Confers with leadership to review achievements and discuss required changes in sales strategies and tactics utilized in achieving sales goals or objectives.
• Confers with administrative staff and reviews activity, operating, and sales reports to determine required changes in existing programs or operations.
• Ensures accountability from all sales professionals and support staff.
Basic Qualifications:
• Bachelor’s Degree in related field.
• Minimum 10+ years' experience in sales management with a proven track record of growing and sustaining sales revenue.
• Proven experience in creating and executing sales strategy.
• Prior experience in the design and/or sale of Infotainment, Cockpit, Telematics and Connected Services
• Ability in working with external and internal customers in all regions
• Technical degree and background in the electronics field
• Excellent communication skills.
• Proficient in Chinese (speaking, reading and writing)
Preferred Qualifications:
• Existing relationship with General Motors and SGM
• Expertise in Consumer Electronics, in particular on Google/Android suites
• Master’s Degree preferred.
• 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.
• Tenacious but professional approach.
• Flexible with a high degree of determination and perseverance.
• Excellent time management skills.
Eligibility Requirements:
• Willingness to travel 15-20% of the time
• Willingness to work in an office
• Any offer of employment is conditioned upon the successful completion of a background investigation and drug screen.
HARMAN (harman.com) 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 services supporting the Internet of Things. 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 are equipped with HARMAN audio and connected car systems. Our software services power billions of mobile devices and systems that are connected, integrated and secure across all platforms, from work and home to car and mobile. HARMAN has a workforce of approximately 30,000 people across the Americas, Europe, and Asia. In March 2017, HARMAN became a wholly-owned subsidiary of Samsung Electronics. 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. HARMAN offers a great work environment, challenging career opportunities, professional training and competitive compensation.