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Channel and Business Development Manager 1

Date: Apr 11, 2019

Location: Warsaw, Poland, PL

Company: HARMAN International

Requisition Id : 115710 

Additional Work Location(s) ​​​​​:  

About HARMAN Professional solutions:

Harman is the world’s leading Audio, Lighting and Control Manufacturer delivering fantastic products and customer service. Our brands include legendary Acoustic, Lighting and Audio/Visual brands including JBL Professional, AKG, Crown, Soundcraft, Martin Lighting and AMX.


HARMAN Professional Solutions delivers integrated audio, video, lighting and control solutions for the world’s best entertainment venues, cinemas, recording studios, commercial and public spaces. Words don’t it. Have a look at some of our work:


What vision do we have?

Collaboration with our colleagues, with our business partners and customers, will lead us to be successful. 

We demand growth, both personally and as a business.

We have changed our business model and now operate through a distribution focused model across all product sectors. We want to ensure that we have the right partner/s in each of the countries we trade, for each and all of the products we supply.

We are changing and we want you to be part of it.


What is the Role?

The Channel and Business Development Manager is responsible to work with channel partners and grow the business together in Poland and the Baltic region. The key tasks are analysing the market, finding the channels for different businesses, analyse the geography and identify the opportunities on the market, especially for new products. 


Person Summary

You must:

  • Be passionate about Audio, Video and Control technology. 
  • Embrace collaboration with our colleagues.
  • Look to be the best and not accept the norm.
  • Be ambitious and passionate as we are about what we do and can do.
  • Have strong networking and partnership skills.


Job Responsibilities

  • To implement sales and service strategy to achieve the business plan, corporate goals and gross margin achievement.
  • To work with a diverse group of sales and customer service representatives to implement the strategic plan, by effective tactical goals, sales processes and reporting procedures.
  • Establishes productive, professional relationships with key personnel in assigned channel partners.
  • Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
  • Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
  • Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
  • Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
  • Sells through partner organizations to end users in coordination with partner sales resources.
  • Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
  • To lead and educate others in the delivery of positive PR to support the Company’s reputation as a market leader, either directly, or in co-operation with the relevant customers/distribution network.
  • To monitor the performance of the existing product range, identifying market trends and opportunities for new product development.
  • To assist in the specification of the new product by providing marketing with an effective sales channel feedback function.
  • To ensure that products and the company are well represented by Distributors/B2B in each sales region. Also to ensure that the Distributors/B2B are fully aware of the product range and its applications and are technically trained on the products.
  • To ensure the provision of training and technical support to all categories of clients, with particular focus on designers and consultants, and those who influence purchasing decisions, by transferring technical expertise from the Company to the wider audio community.
  • To take responsibility for your own Health, Safety and Welfare and that of others - who may be affected by what you do or fail to do - whilst complying with the Company’s Health and Safety Policies and Procedures, and that of any country as applicable.

From time to time the job holder will be expected to carry out other activities for which he/she is trained to do in order to assist in the efficient operation of the company.



Apart from the usual great pay and associated benefits, you will also benefit from:  

  • Genuine career development within a multi-national company,
  • an independent a self-driven role that can be shaped by you,
  • employee discount on Harman products
  • local employee benefits in line with our business in Poland.


Basic Qualifications

  • Bachelor’s Degree or relevant work experience, MBA preferred but not essential.
  • A strong network within the AV/IT distribution network in Poland and/or Baltic region.
  • Proven success managing distribution partners in the AV/IT space in Poland/Baltics.
  • Bachelor’s Degree or relevant industry or relevant industry experience.
  • Have a thorough understanding of all AV equipment within the scope of this role.
  • Has ‘hands-on’ experience of AV equipment at a professional level.
  • Has proven sales and leadership experience within the AV industry.
  • It would be a plus for you to have experience setting up and expanding distribution (for example finding and setting up new distribution partners).


Company Competencies

  • Results-Driven
    • Clear and strategic thinker; proven experience in translating strategies into actionable plans
    • Capable of handling multiples initiatives simultaneously and executing to completion
    • Drives exceptional performance to achieve goals and targets
  • Team Player
    • Proven team player with excellent communication and interpersonal skills who can effectively work with all levels of a global matrixed organization
    • Leverages the strengths of others to achieve goals
  • Change Orientation
    • Act as a Change Management expert and enabler on sales activities across the business
    • Act as brand ambassador and drives market adoption
  • Customer Focus
    • Understands and drives behaviours to achieve customer satisfaction
    • Focuses on business continuity and project achievement
  • Self-Awareness  
    • Have clear objectives and strives to exceed them
    • Takes ownership for personal career and skill development
    • Is self-aware when dealing with multiple cultures



Willingness to travel 50-60%.


Conditions of Employment

HARMAN will only employ those who are legally authorized to live and work in Poland for this opening.

Any offer of employment is conditional on the providing of positive references of previous employment.



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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