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Business Development Manager - Italy

Date: Jan 21, 2018

Location: Turin, Italy, IT

Company: HARMAN International

Requisition Id : 106710 

Additional Work Location(s) ​​​​​:  

Position Summary: Briefly describe the primary purpose and function of this position.


This position is within HARMAN’s Professional Solutions Division.  This senior level individual will be the evangelist responsible for establishing, building and nurturing relationships with industry Consultants, Architects and Specifiers to ensure that projects are designed around Harman Professional Solutions product portfolio. The primary mission is to drive demand for the HARMAN solution set by establishing, building and maintaining relationships with key decision makers in this market to meet/exceed revenue targets. The position will work within a matrix organization, and will have to work collaboratively within the Harman Professional Solutions Division. The role will have accountability for all market segments.



Job Responsibilities: List the professional and/or technical competencies needed when performing the key responsibilities of the position.  Explain the degree to which this position affects the business (i.e. making decisions, defining or setting strategy, etc.). Please further explain the breadth of the impact this position has (i.e. affects own team, department, function, division, geography, etc.)


The position will have a number of responsibilities and authority for making decisions as described below.




  • Responsible for managing and nurturing consultant relationships at multiple levels
  • Responsible for building relationships with new and existing consultants.
  • To ensure close collaboration with the Technical Resource Organisation (Pre Sales) to ensure up to date technical knowledge is provided to consultant community. 
  • To drive projects from conception to delivery engaging appropriate resource (Project Management, TSE, Channel Sales, Support)
  • Conceive and execute on ideas that make Harman the solution supplier of choice for the consultant community to work with.
  • Organises events for the Consultant community to reference sites and Harman facilities to raise product awareness and facilitate roadmap discussions.
  • Work in multiple geographic areas to assist with multi-region projects when required
  • Responsible for driving revenue and building relationships with new & existing customers targeted end user Enterprise customers.
  • Visit potential customers, make presentations, identify key decision makers and organize product awareness training
  • Plan business growth, identify opportunities & pursue them to successful closure
  • Effectively sell to all levels of management in these accounts
  • Understand the dimensions of the customer’s environment.
  • Always have the client’s best interests in mind and bring a commitment to understanding and driving the success of their clients’ key initiatives, organization, company and history
  • Update the CRM system on weekly basis with pipeline opportunities.
  • Attend on dealer events where presence of Harman is required.
  • Identify competitive products or threats in the market and address this to the EMEA Sales team.
  • Forecast on a Monthly and weekly basis, providing written reports accordingly to the EMEASales team.
  • Support the channel managers in selling products and full solutions for targeted Customer Solutions Unit (CSU) customers both through product expertise and in-person customer support.
    • Articulate the value proposition of Professional Solutions products and solutions, while assessing client needs and proposing the correct product / solution type and mix to meet their requirements.
    • Assist consultants with project activities which deliver solutions tailored to customers’ business needs and integrate the brand capabilities in a way that is valued by the customer and superior to the competition.
  • Train consultants on proper set up, use, and maintenance of Professional Solutions Enterprise equipment.



Basic Qualifications: List the minimum and desired education (including degrees, licenses, certification or registrations) and experience needed to perform the key responsibilities of the position.

  • Bachelor’s Degree;  Master’s Degree a plus
  • Proven track record of exceeding goals/objectives
  • Excellent written and oral communication skills
  • Superior follow-up skills



Preferred Qualifications & Desired Competencies: Please list the preferred qualifications and ideal behaviors needed for this position based on the following:


Customer Focus and Solutions Selling:  Providing exceptional service and quality to end users.

  • Experience in a senior level sales position targeting Lighting or Audio or Video and Control solution selling with upselling capability
  • Strong solutions sales representative that understands customers’ needs and is effective at selling solutions that will best meet their needs
  • Strong technical focus that can support channel management and business development teams
  • Demonstrated ability to successfully prospect, present to clients, and consistently close large deals
  • Ability to understand business requirements and effectively present/articulate advanced product solutions.



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
  • Ability to interface with technical teams and internal departments to ensure customer success.



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


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: List specific location of position and % of willingness to travel

  • Willingness to travel 60%+ of the time
  • Willingness to work in an office in Middle East
  • HARMAN will only employ those who are legally authorized to work in the Middle East for this opening. 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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