Key Account Manager - OEM Sales

Dolby Laboratories; Dadri; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

Dolby Laboratories is seeking a senior direct sales leader in India to grow revenue from key consumer electronics and automotive accounts. You will work with OEMs, manage pipelines, and coordinate with Dolby's technical teams to enable deployment of Dolby technologies across devices.

The role requires extensive sales experience in electronics or automotive sectors, with a strong network in India. A technical/IP background is advantageous and travel may be involved.

Qualifications

• 10–15 years of relevant industry experience in sales.
• Bachelor/Master’s degree or equivalent in Science/Engineering/Business.
• Strong existing network in Indian Consumer electronics & Automotive industry.
• Experience in a technology or IP company preferred.

Responsibilities

• Drive revenue growth through adoption of Dolby technologies by consumer electronics manufacturers (OEMs) & Automotive accounts in India.
• Establish account plans for key accounts and grow deep relationships and engagement.
• Develop and effectively manage the customer pipeline.
• Collaborate with Dolby’s technical teams to deliver systems support for implementation, testing, certification and deployment.
• Monetize Dolby licensing technologies by building an ecosystem in Cars & consumer devices.
• Collaborate with content ecosystem teams and Marketing, Sales Ops, Finance, Legal, IP protection to deliver value.
• Understand and follow licensing application procedures and work with licensing applicants; use reports in Salesforce, BI, etc.
• Support pre-sales activities delivering presentations and promoting Dolby value proposition.
• Participate in tradeshows, industry conferences and events to build a network of supporters.

Skills

Sales experience

Communication skills

Analytical skills

Education

Bachelor/Master’s degree in Science/Engineering/Business

Job description

POSITION SUMMARY

DOLBY is looking for an individual to grow our direct sales revenue from Key accounts in Consumer Electronics (Airtel, Tata, Dixon, Videotex, boat, Channelplay) and Automotive (Maruti Suzuki, JSW MG Motor, Hyundai Motor) businesses in India. We provide audio and imaging solutions to designers and manufacturers of auto, home & mobile entertainment devices like TVs, Set-top boxes (STBs), Digital Media Adapters (DMAs), soundbars, AVRs, wireless speakers, Mobiles, Tabs, TWS, In-car entertainment and to providers of ICs and Operating Systems that drive these devices. These solutions allow device manufacturers to create compelling products for consumers that can participate in the content ecosystems that Dolby builds. Success in this role is defined as maximizing the direct revenue of Dolby technologies with key local accounts.

SCOPE AND RESPONSIBILITIES

• This role will focus on driving revenue growth through successful adoption of Dolby technologies by consumer electronics manufacturers (OEMs) & Automotive accounts in India, operating at both technical and commercial level.
• Establish account plans for the key accounts and growing deep business relationships and engagement.
• Develop and effectively manage the customer pipeline.
• The role also requires having to work with Dolby’s technical teams to ensure delivery of systems support to customers to enable them to implement, test, certify, manufacture & deploy devices supporting Dolby’s technologies.
• Dolby’s predominant business model, in Consumer & Automotive Entertainment, is one of creating great entertainment experiences, building an ecosystem that delivers those experiences and then monetizing primarily through licensing technologies into Cars & consumer electronic devices.
• You will be collaborating with the content ecosystem teams and with other key functions (Marketing, Sales operations support, Finance, Legal, IP protection) to deliver value to the customer and grow the Dolby business.
• You will need to understand and follow key licensing application procedures, work with licensing applicants, create and use reports in Salesforce, BI etc.
• Support pre-sales activity delivering presentations, promoting the value proposition of Dolby technologies to potential partners.
• Participate in tradeshows, industry conferences and other relevant events to create a network of supporters and partners.

EXPERIENCE

• 10-15 years of relevant industry experience in sales; experience working in a multinational company would be an advantage.
• Bachelor/Master’s degree or equivalent in Science/ Engineering/ Business
• Strong existing network in the Indian Consumer electronics & Automotive industry will be a key advantage.
• Experience in a technology or IP company preferred.

PERSONAL ATTRIBUTES

• A track record of accomplishing measurable and identifiable results.
• Good interpersonal and communication (written and verbal) skills.
• Strong analytical skills and process orientation.
• Flexibility in a versatile business environment.
• Ability to be proactive, work on own initiative, to deadlines, as well as being able to work as a member of a small but dynamic team.