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Sell Through Director

Date: Dec 30, 2017

Location: Novi, MI, US

Company: HARMAN International

Requisition Id : 103222 

Additional Work Location(s) ​​​​​: Northridge; Novi; Richardson 

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:

Lead a global team focused on driving new revenue opportunities with the OEM customer by developing collaborative programs that increase the sell-through of vehicles that carry Harman audio systems. This will encompass penetrating and developing opportunities across entire range of the go-to-market chain from product packaging to dealer end point programs. This role will establish something, which was never done by Harman.


Supervisory Responsibilities:

  • Direct Reports 4-10 depending on the size of the Account
  • Dotted line responsibility for Customer Marketing Teams and Field Marketing Teams


Job Responsibilities:

  • Develop a deep understanding of the OEM specific go-to-market approach for exiting awarded business (post engineering and purchasing) globally and navigate their priorities to develop strategic plans that promote the joint agenda. Eg. Increase the volume by a broader trim level access (Harman sound system would be available in more trim level and not only in premium)
  • Working and influencing with various key functions across multiple levels of the OEM organization. There will be collaboration with product planning, Sales Marketing, chief engineers, regional executive staff which are important to take decision about our products.
  • Drive idea generation internally for creating disruptive and out-of-the-box ideas to help deliver revenue growth via driving sell-through. Own pitching these ideas to the customer and seeking approval and support for programs from the customer
  • 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
  • Leading a multi-geographic team focused on driving the revenue growth post production
  • Collaborate with Marketing Car Audio to develop and execute sell thru programs designed specifically for the OEM
  • Working in conjunction with VP sell through and Customer Business Units (CBUs), build effective Car Audio Sell-Thru teams in the specific CBUs
  • Focus: Toyota
  • Key Markets:  N. America, and some extend Europe, China
  • Identify, develop and leverage relationship to the senior management in the OEM which drive the exiting business
  • Execute new Car Audio growth strategies focused on maximizing sales starting from the time new business is awarded
  • Further implement and execute Harman Car Audio’s “Shift Right” strategy which focuses on driving Sales growth through each area of the Automotive Value Chain
  • (i.e. from Automotive OEM Corporate Product Planning/Sales organizations through Car Dealers & Consumers)
  • Drive mindset change within traditional Automotive environment/culture/team to drive shorter-term sales (6-18 months)
  • Identify and share Sales growth best practices with other CBUs and Regions
  • Hold CBU OEM and Marketing teams accountable to executing programs designed to drive shorter-term Sales growth objectives in specific OEM
  • Collaborate with CBUs and Marketing teams to identify quick new opportunities, lessons learned in order to quickly improve execution to deliver objectives


Basic Qualifications:

  • 10+ years of relevant work experience in partner management, business development or demand generation marketing
  • Experience working at or with the specific automotive OEM.
  • 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 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 with a diversified 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


Preferred Qualifications & Desired Competencies:

  • Coming from the specific OEM environment with excellent relationships and knowledge who the senior management work.
  • Abel to leverage exiting OEM knowledge and relationship in a new supplier set up
  • Results-Driven:  Having a proactive, goal-oriented approach to decision making.
  • Demonstrates a proactive and collaborative approach to troubleshooting and problem solving.
  • Capable of handling multiple projects / initiatives simultaneously and executing to completion.


Team Player: Having respect for colleagues; leading teams with clarity and accountability.

  • Proven team player with excellent communication and interpersonal skills who can effectively work with all levels of a global matrixed organization.
  • Accepts overall accountability.
  • Demonstrated ability to share knowledge and best practices with teammates.


Change Orientation:  Able to adapt to changing demands and conditions.


  • Proven ambassador of change and relentless pursuit of results and excellence.
  • Drives organizational change through designed interventions to deliver overall business goals and cultural alignment.
  • Act as a change management expert and enabler on various projects and programs across the business.


Customer Focus:  Providing exceptional service and quality to external and internal customer.


  • Ensures HR function adopts a customer service philosophy for all stakeholders.
  • Offers the highest level of service to Executives and other leaders.


Self-Awareness:  Accepting responsibility for personal development and actions.


  • Have clear objectives and strives to exceed them.
  • Takes ownership for personal career and skill development.


Eligibility Requirements:


  • Willingness to travel 50% 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 ( 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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