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Director, Business Development - Rentals & Fleet

Date: May 20, 2019

Location: Novi, MI, US

Company: HARMAN International

Requisition Id : 115187 

Additional Work Location(s) ​​​​​:  

Job Title: Director, Business Development - Rentals & Fleet

Manager: VP, Sell-Through Car Audio

Location: Novi, MI




Job Description

A Career at HARMAN

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:

Rental car companies are an important channel for revenue growth for Harman. Traditionally Harman has not had any direct relationships with their companies. This newly created role will be focused on driving new revenue opportunities for Harman by developing a partnership with the Rental car companies and developing and executing programs that transform their purchasing behaviors to include Harman products and solutions – both audio and connected car.


Supervisory Responsibilities:



Job Responsibilities:

  • Act as the primary liaison on behalf of Harman and build collaborative relationships with the appropriate executive level decision makers within the rental car companies and the appropriate departments at our OEM customers.
  • Create a 3-way symbiotic relationship between Harman, the Rental car companies and our OEM customers and create opportunities to include and showcase Harman solutions in rental car fleets.
  • Develop a deep understanding of the rental market and their purchasing priorities and methodologies in NA and navigate their priorities to develop an annual $10M plus growth agenda for Harman.
  • Act as the primary Harman contact and consultant with the appropriate teams within the Rental Car Companies and the OEM’s and own the development of strategic joint growth plans, building a compelling joint value proposition.
  • Drive idea generation internally for creating disruptive and out-of-the-box ideas to help deliver revenue growth via these partnerships.
  • Own pitching these ideas to the customer and seeking approval and support for programs from the customer.
  • Work closely with our CBU’s, marketing and other internal teams at Harman to execute best-in-class plans, and monitor and report internally and to the customer on the success of programs
  • Lead program management function for these programs. Develop detailed project plans, including campaign goals, disruptive ideas, action plans and success metrics for all the programs


Basic Qualifications:

  • 15+ years of relevant work experience working at a rental car company with demonstrated career growth and in-depth knowledge of purchasing. Alternatively, experience working at an automotive OEM with some time at their fleet department.
  • Experience designing and executing joint plans with strategic alliance partners with a global footprint
  • Possess an expert understanding of how to drive business and marketing with and through the customer ecosystem.
  • Demonstrated experience in working with sales leaders in driving pipeline and revenue.
  • Excel at cross-group collaboration, creative thinking, problem solving and have a bias for action.
  • Motivated self-starter who thrives on working in complex and challenging environments of a rapidly evolving business.
  • Leadership experience within a diversified virtual global team.
  • Analytical tendencies with a natural curiosity to measure, test, learn and iterate in order to get the best results possible.
  • Very strong written and verbal communication skills with an innate attention to detail.
  • Strong project management skills with experience gaining consensus and driving deliverables with individuals inside and outside the organization.


Eligibility Requirements: 

  • Willingness to travel.
  • Willingness to work in an office in Novi.
  • Any offer of employment is conditioned upon the successful completion of a background investigation and drug screen.


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 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. Looking for a challenge where your experience is valued? Come see what you can achieve as a leader with HARMAN!  (




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