Manager, Technical Sales

A Career at HARMAN
As a technology leader that is rapidly on the move, HARMAN is filled with people who are focused on making life better. Innovation, inclusivity and teamwork are a part of our DNA. When you add that to the challenges we take on and solve together, you’ll discover that at HARMAN you can grow, make a difference and be proud of the work you do every day.

As Manager Sales you will be responsible for growing Harman’s automotive business to meet customer specific booking targets. You will engage with the customer in an early stage to create business opportunities and drive these opportunities with healthy commercials to award. As an extended role, oversees a team of Sales Specialists and Associates to ensure monthly goals and customer satisfaction. The successful candidate will be 100% focused on reaching the sales targets and the implementation of the global Sales strategy.

This role could have two or more direct or indirect reports based on maturity of business and team structure.

• Execute the pursuit strategy for new business opportunities in alignment with the customer account strategy.
• Identify and create new pursuits and drive early engagement activities including “war gaming” and 10 standards.
• Own RFI/RFQ response for new business opportunities and be responsible for the quote as well as for commercial sourcing negotiations with the customer.
• Create game-changing unique selling proposition and value statements.
• Understand customer expectations (cost, requirements, timing) and define internal targets to meet them.
• Ability to understand customer’s product, system requirements, features and functions, that are required for technical negotiations with the customer
• Identify key stakeholders and decision makers and develop strategies to win new business.
• Meets budgets based on projected sales revenue goals.
• Ensures development of annual Business Plan including action plans.
• Responsible for developing the customer base necessary to meet all sales forecasts and budgets.
• Prospects for new business, prepare/present proposals and maintain existing relationships.
• Actively work on updating projects/opportunities, managing accounts and contacts, following up on leads and registration of sales activities.
• Performs product demonstrations, seminars, presentations and attend trade shows.
• Develops thorough understanding of customer needs and competitor offerings.
• Leverages supply timely market intelligence and forecasts to management.
• Shares best practices with fellow sales people, segments and management.
• Maintains high level of product and market knowledge.
• Monthly reporting and updates of sales to Director of Sales.
• Clearly outlines detailed account management support, supply plan creation, price negotiations, quotation preparation, etc.
• Oversees program management of new business opportunities, including developing timing and resource plans, communicating with and coordinating internal Operations, Engineering and Manufacturing resources to successfully execute customer requirements.
• Consolidates projected sales forecasts and growth plans for management use.
• Works with Director of Sales and General Manager to establish annual sales goals.
• Identify revenue programs and facilitate finance, legal and sales practices.
• Oversees client interactions to ensure cross training, customer satisfaction and management involvement regularly.
• Leads cross-functional Sales reporting and communications.

• Bachelor’s Degree in related field.
• Minimum 5+ years experience in sales management or product development with a proven track record of growing and sustaining sales revenue.
• Prior experience in the design and/or sale of automotive electronics products
• Technical background in the electronics field.

• Eight years of Outside Sales experience preferred.
• SAP experience is highly desirable.
• Excellent communication skills.
• Interest and understanding of consumer, audio, or electronics.
• 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…