Manager, Sales Retail (Audio) – Key Accounts, EMEA

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 youll discover that at HARMAN you can grow make a difference and be proud of the work you do every day.

HARMAN Professional Solutions a global leader in the design and manufacture of leading-edge audio video control and lighting systems. Our solutions cater to a wide range of markets including live performance audio production large venues cinema retail corporate education government hospitality and broadcast. At HARMAN Professional were committed to delivering powerful innovative and reliable solutions designed for world-class performance.

By joining HARMAN youll dive headfirst into the exciting world of the global audio market / enterprise video and control solutions / professional entertainment and architectural lighting in technological innovation.

But thats not all - at HARMAN youll have the opportunity to rapidly develop your skills and cultivate new ideas in our agile and supportive culture.

You will join our Sales Department for the EMEA region in the UK in the position of:

Manager Sales Retail (Audio) Key Accounts EMEA

About the Role:

HARMAN Professional Solutions designs engineers and manufactures audio lighting and video and control products for entertainment and enterprise markets including live performances stadiums and arenas cinema retail corporate education government hospitality audio recording and more. With leading brands including JBL Professional AKG Martin AMX Soundcraft BSS Audio Crown dbx Professional and Lexicon Pro HARMAN Professional delivers powerful innovative and reliable solutions that are designed for world-class performance. Explore our many venues events landmarks and business experiences at Professional Solutions SBU requires a proven leader and seasoned sales manager to lead and drive the performance of Tier-1 and e-Commerce accounts in EMEA region for the Audio-Retail vertical.

The incumbent will manage Key Accounts for the Retail products business and have responsibility for the sales performance in EMEA region. The position will work within a matrix organization and be responsible for driving sales (with a strong focus on sellout) in the region and will have to work in close collaboration with the regional Marketing and Channel Sales Teams as well as other internal stakeholders.

What You Will Do:

Account Ownership & Growth

• Build and execute joint business plans with key eCommerce platforms such as Amazon Thomann Gear4Music and other Tier1 partnerscovering revenue mix margin and category expansion.
• Lead QBR/WBR cadences with account stakeholders; set targets track performance and coursecorrect with datadriven actions.
• Maximize retail portfolio with these key accounts and ensure adoption of NPIs.

Business Deliverables

• Drive sales and maintain a plan to ensure sales revenues meet/exceed EMEA targets
  • Meet/exceed assigned targets for profitable sales volumes and strategic objectives
  • Drive sales innovation & business growth
  • Assign targets to distributors key dealers
  • Build/Maintain strong dealer channels
  • Track manage and follow up on all sales activities/promotional campaigns via CRM system

• Drive and implement innovative initiatives to drive sell out

• Build and execute sales strategies campaigns and promotions that drive revenue growth across the retail portfolio.
• Co-ordinate annual quarterly and monthly promotional and brand activities events and training.
• Identify new channel and market opportunities & pursue them to successful closure.
• Deliver effective sellout strategy for each channel.
• Drive the regional launch plans for NPI products.
• Work in close collaboration with the regional Marketing team to build and execute innovative eCommerce digital marketing and influencer strategies.
• Work in close collaboration with the regional Marketing team to build and execute innovative tools to elevate in-store experience.
• Training working in collaboration with the pre-sales team ensure that regular training is conducted for internal and external stakeholders.
• Maintain a regular cadence of meetings with external (distributors dealers e-tailers etc) and internal stakeholders (channel team).
• Conduct joint business planning with distributors to discuss and agree launch plans pricing models and promotional calendar/support.
• Monthly review of sell in and sell out.

Relationship Management

• Establish and maintain a regular cadence of high touch relationships with retail partners and maintain no.1 mind share of our brands.
• Ensure continual engagement with key influencers across EMEA in co-ordination with distributors and marketing teams.

Portfolio and Marketplace Assessment

• Monitor the performance of product portfolio identifying market trends and opportunities for revenue growth.
• Monitor competitive activity & pricing and deliver actionable insights.
• Maintain regular engagement with Regional Audio Solutions team & Global Product Line Management teams:
  • Provide feedback on local market trends and price positioning.
  • Provide regular updates to internal stakeholders e.g. account managers and application engineering teams.

• Provide Revenue Forecast sales by product family and/or to SKU level where appropriate.
• Provide insights and collaborate with regional/global teams to build a robust forecast for demand planning .

What You Need to Be Successful:

• At least 8 years of experience in a Professional Audio (Retail) industry with specific expertise in ecommerce and managing key accounts.
• A strong background in Audio Retail products and ecommerce experience.
• Proven track record of exceeding goals and objectives.
• Ability to understand business requirements and effectively present and articulate a business plan that includes focused action items timelines and stakeholders.
• The ability to travel (50%) and occasionally with little notice.

Bonus Points if You Have:

• Experience in a similar customer quality customer service and technical support or Quality role at a multinational global company.
• Knowledge of modern quality tools such as FMEA DOE SPC Kaizen and DMAIC.
• Previous experience with analytics tools like Qlik Sense Minitab.
• Understanding and experience using systems like CRM Windchill SAP JIRA.
• Experience in leading global cross-functional teams.

What Makes You Eligible:

• Be willing to work in an office preferably in the UK.
• The ability to travel (>50%) and occasionally with little notice around the EMEA countries.

What We Offer:

• HARMAN is offering a unique opportunity for growth and development in the dynamic and exciting world of consumer electronics.
• We provide a flexible work schedule that allows you to work from home.
• At HARMAN we value diversity and inclusivity and foster a friendly and supportive global working atmosphere. We believe in investing in our employees through career development opportunities professional training and competitive market-based compensation. As part of our commitment to employee well-being we also offer a commuter travel package environment allowance and interesting collective health insurance scheme pension and employee discounts on world-class HARMAN/Samsung products (JBL HARMAN Kardon AKG etc.).
• As a HARMAN employee you will have access to professional development opportunities through HARMAN Universitys business and leadership academies internal talent management leadership acceleration programs and our Be Brilliant employee recognition and rewards program.

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HARMAN is proud to be an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard torace 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.