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Automotive Services Sales Director
Harman International
Novi, MI, United States
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Position Summary:
The Automotive Services Sales Director will identify, cultivate and generate new business opportunities by prospecting into Key accounts focused on automotive / commercial fleet companies. The position will report into the VP, NA Sales and Solutions located in Michigan, however, will work very closely with the HARMAN NA Customer Business Unit sales teams.
Supervisory Responsibilities: This position is an individual contributor.
Job Responsibilities:
This is a “hunter” position and has the following primary responsibilities:
• Positioned to grow the business and provide leadership in account planning and helping drive solution sales for both software products, Engineering and IT services to closure.
• Drive to achieve quarterly and FY sales targets to support both TCV and ACV targets to drive growth into the business.
• Provide clear demand signals to both Delivery, Product planning and solutions to ensure the growth targets are met for sales and revenue.
• Develop new engineering service opportunities within new Harman accounts and bring them to closure.
• Communicate Harman’s value proposition to prospects, alliance partners and other relevant stake-holders.
• Identify new business solutions by researching profile accounts including mapping company’s organizational structure, identifying new contracts, understanding the key business drivers and competitive landscape.
• Develop and deliver a steady stream of qualified leads (3x Pipeline) to meet quarterly NA sales goals and generate growth pipeline.
• Prepare and present current, potential and proposed KPI metrics that includes new revenue and new business growth.
• Grow our existing OEM maintenance business (Customer Change Requests = CCR) in close cooperation with our Customer Business Units (CBU) and optimize to achieve higher profitability.
• Review, challenge and approve (technical & cost) estimations for customer change requests (CCR) to ensure profitability throughout the Customer Business Unit (CBU) quotation process.
• Prepare quotations and customer presentations with focus on profitability and commercial results against quote.
• Establish relationship with customers in all facets of the organization including procurement, engineering, IT and relevant business department leads.
• Develop a roadmap of additional software and engineering services together with customer and CBU/CPM departments.
• Work closely with CBU and Harman teams at each account for strategy alignment & “One Harman”.
• Support budget and FY planning of the SBU Software and Engineering Services.
Basic Qualifications:
• 10-12 years with progressively increasing sales responsibility.
• Bachelor / Master Degree
• Must have 5+ years of Automotive experience (sales, change management) and have deep network contacts.
• Proven history of consistently over achieving sales goals and quotas.
• Successful experience in a lead generation/sales role.
• Strong technical capability.
• Proven track record in managing multiple opportunities and ability to closed deals
Preferred Qualifications: BA or BEng
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.
Nearest Major Market:Detroit
Job Segment: Sales Management, Manager, Engineer, Sales, Management, Automotive, Engineering