Manager, Account Management

Harman · Shenzhen

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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.

A Career at HARMAN Lifestyle

We’re a global, multi-disciplinary team that’s putting the innovative power of technology to work and transforming tomorrow. As a member of HARMAN Lifestyle, you connect consumers with the power of superior sound.

• Contribute your talents to high-end, esteemed brands like JBL, Mark Levinson and Revel
• Unite your passion for audio innovation with high-tech product development
• Create pitch-perfect, cutting-edge technology that elevates the listening experience

About the Role

As an regional sales manager for the HARMAN Embedded Audio Sales Team, you will interface with key customers in the region to achieve the business targets and represent the HARMAN Embedded Audio business unit. Your primary focus will be on handling key customer partnerships through effective sales tactics You will help to ensure high customer satisfaction and retention by supporting the account day-to-day activities. While supporting the Sales Director on large key accounts, you will have the opportunity to own the business relationship on selected customer accounts. Responsibilities will also include supporting various business development activities to grow the sales funnel.

What You Will Do

• Work with key consumer electronics customers in China to grow account revenue and share
• Develop new customers in the region which comply to HEA policies
• Collaborate with functional teams to run business case review of each project, response to customer RFQ with quotation letter, complete the contracts with customers on time
• Prepare sales forecasts and growth plans
• Prepare monthly sales performance reports by customer account and plans to address potential shortfalls
• Work with sales director to establish annual sales goals
• Identify customer needs based on HEA innovative technology Platform to create value proposition tailored to customers
• Work with functional and support teams within Embedded Audio to help with preparation and delivery of proposals, product roadmaps, supply plans and marketing programs
• Support the Director of Sales in prospecting for and closing new name accounts
• Assist with implementing strategic sales planning, targets and tools to monitor sales activity and achievements
• Prepare and submit sales forecasts and other business reports for assigned customers
• Responsible for customer account receivables
• Responsible for monitoring and reporting relevant competitive activity in the marketplace
• Complete other related duties as assigned by sales management
• Work closely with the marketing function to establish successful channel and partner programs and to ensure the BU’s brand licensing program be consistent to corporate marketing strategy
• Responsible to plan and execute successful key customer business reviews and technology shows (quarterly to annual)
• Capable of utilizing tools to calculate project business financial metrics such as profitability, etc

What You Need to Be Successful

• Bachelor’s degree in engineering, business management, marketing, or related field
• 10+ years of related experience in B2B sales/business development/technical sales role, preferably within Consumer Electronics Embedded Audio space
• Strong knowledge of solution selling techniques/methodologies
• Record in   growing business in inducsty leading consumer electronics customers in the region
• Strong experience working in a global matrix organization across diverse teams and cultures
• Prior experience in develop/sale of embedded Audio, DSP/amplifer, SaaP/SaaS, finished goods, components, licensing, products, and services
• Existing relationship with leading consumer electronics customer in related region
• Experience using sales automation and account planning tools
• Strong experience in Technical Strategic Selling / Strategic Selling and contract negotiation
• Knowledge of acoustic (speaker and microphone) and embedded audio algorithm/software technologies
• Excellent written and oral communication skills in both Mandarin and English
• Self-directed with a proven ability to work in a fast-paced environment

Bonus Points if You Have

• Master’s Degree in related field
• Experience in licensing, revenue sharing and creative business models
• Product Management or Product Planning experience
• Sales and product strategy knowledge
• Global Work Experience
• Proficiency in Salesforce or other major CRM

What Makes You Eligible

• Be willing to travel up to 50%, domestic and international travel
• Successfully complete a background investigation and drug screen as a condition of employment

What We Offer

• Flexible work environment
• Access to employee discounts on world-class Harman and Samsung products (JBL, HARMAN Kardon, AKG, etc.)
• Extensive training opportunities through our own HARMAN University
• Competitive wellness benefits
• “Be Brilliant” employee recognition and rewards program
• An inclusive and diverse work environment that fosters and encourages professional and personal development

HARMAN is proud to be an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

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