Account Executive

Harman; Los Angeles (CA); Remote; USD 82,000 - 121,000; Full time

Job summary

An established industry player is seeking an accomplished Account Executive to drive business growth in the Embedded Audio sector. This role involves building strategic partnerships, understanding customer needs, and collaborating with global teams to enhance customer satisfaction. You'll leverage your extensive experience in B2B sales and technical knowledge to create tailored solutions that resonate with clients. The position offers a dynamic work environment with opportunities for professional development and the chance to make a significant impact on the company's success. If you're passionate about technology and sales, this is the perfect opportunity for you!

Benefits

Employee Discounts on Products

Flexible Work Schedule

Professional Development Opportunities

Wellness Programs

Paid Vacation and Holidays

Comprehensive Medical Plans

Retirement Savings Plan

Life Insurance

Paid Sick Leave

Volunteer Leave

Qualifications

• 10+ years in B2B sales/business development, especially in Consumer Electronics.
• Proven record in generating new business and managing accounts.

Responsibilities

• Identify and win strategic business partnerships.
• Support sales director in closing new accounts and managing key relationships.

Skills

B2B Sales

Solution Selling

Account Management

Customer Relationship Management

Technical Sales

Negotiation Skills

Communication Skills

Education

Bachelor's Degree in Engineering

Bachelor's Degree in Business Management

Master's Degree (Nice to Have)

Tools

Sales Automation Tools

Salesforce

Job description

Description & Requirements

About the Role

As an Account Executive for the HARMAN Embedded Audio Sales Team, you will interface with key customers in the region to achieve the business targets and represent the HARMAN Embedded Audio business unit. Your primary focus will be on winning new customer partnerships through effective sales outreach. You will help to ensure high customer satisfaction and retention by supporting the account day-to-day activities. While supporting the Sales Director on large key accounts, you will have the opportunity to own the business relationship on selected customer accounts. Responsibilities will also include supporting various business development activities to grow the sales funnel.

What You Will Do

• Identify, pursue, and win strategic business partnerships
• Identify customer needs based on the HEA NTI Platform to create a value proposition tailored to the customer.
• Analyze Key HEA Strategic Verticals to help identify opportunities, key players, market trends, etc.
• Coordinate with cross-functional teams across the globe, primarily in China.
• Develop presentations for regularly scheduled business planning and reviews with key customers to ensure alignment with product and revenue forecasts
• Advises dealers, distributors, and clients concerning sales and advertising techniques to increase take rate and system content revenue (sell-through).
• Liaison between customers and other HEA functional areas for collaboration, communication, escalation, and resolution.
• Assist in aggregating and communicating weekly revenue projections along with monthly budget tracking and quarterly business reviews for the region
• Work with functional and support teams within Embedded Audio to help with the preparation and delivery of proposals, product roadmaps, supply plans, and marketing programs
• Support the Director of Sales in prospecting for and closing new name accounts
• Assist with implementing strategic sales planning, targets, and tools to monitor sales activity and achievements
• Prepare and submit sales forecasts for assigned customers
• Responsible for customer account receivables
• Use the sales automation platform for all sales-related activities. Prepare monthly sales performance reports by customer account and plans to address potential shortfalls
• Responsible as needed for order entry, inventory inquiries, and working closely with Order Management & Supply Planning to ensure customer order fulfillment and special-order requests meet customer requirements
• Assist in submitting new customer agreements and updating existing agreements along with distributing sales and marketing communication
• Responsible for monitoring and reporting relevant competitive activity in the marketplace
• Complete other related duties as assigned by sales management
• Work closely with the marketing function to establish successful channel and partner programs and to ensure the BU's brand licensing program be consistent with corporate marketing strategy.
• Responsible to plan and execute successful key customer business reviews and technology shows (quarterly to annual)
• Capable of utilizing tools to calculate project business financial metrics such as profitability, etc.

What You Need

• Bachelor's degree in engineering, business management, marketing, or related field
• Minimum 10 years of related experience in B2B sales/business development/technical sales role, preferably within the Consumer Electronics Embedded Audio space
• Knowledge of solution-selling techniques/methodologies
• Record in generating new business from new business contacts (cold call)
• Experience working in a global matrix organization across diverse teams and cultures.
• Prior experience in the development/sale of embedded Audio, DSP, SaaP/SaaS, finished goods, components, licensing, products, and services.
• Existing relationships within embedded audio networks in related fields
• Experience using sales automation and account planning tools
• Experience in Strategic Selling and contract negotiation
• Knowledge of acoustic (speaker and microphone) and embedded audio software technologies
• Excellent written and oral communication skills
• Self-directed with a proven ability to work in a fast-paced environment.

What is Nice to Have

• Master's Degree in a related field
• Experience in licensing, revenue sharing, and creative business models.
• Product Management or Product Planning experience
• Sales and product strategy knowledge
• Global Work Experience
• Proficiency in Salesforce or other major CRM
• Bilingual (Mandarin)

What Makes You Eligible

• Be willing to travel up to 50%, domestic and international travel
• This role is eligible to work remotely full-time with occasional trips into the Northridge, CA office location required (this could be on 24-hour notice)
• Successfully complete a background investigation and drug screen as a condition of employment

What We Offer

• Access to employee discounts on world-class HARMAN products (JBL, Harman/Kardon, etc.)
• Opportunity to collaborate with talented teams across the world
• An inclusive and diverse work environment that fosters and encourages career development opportunities
• Flexible work schedule with a culture encouraging work-life integration
• On-site opportunities to focus on personal well-being and development are provided by our Wellness Committee, Volunteer Committee, and Harman Women's Network
• Professional development opportunities through HARMAN University's business and leadership academies and extensive course catalog.

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Pay Transparency

$ 82,500 - $ 121,000

Dependent on the position offered, other forms of compensation are also available, such as bonuses or commission.

Pay is based on a wide range of factors, including, without limitation, skill set, experience, training, location, and business need. While the above range is a reasonable estimate of the wage range for this position, please note the disclosed range estimate has not been adjusted for the applicable geographical differential associated with the location where the position may be filled.

Benefits

HARMAN is interested in the health and wellbeing of you and your family and offers a range of benefits designed to support your needs for holistic wellbeing. Benefits and perks may vary depending on the nature of your employment with HARMAN, and may include paid vacation and holidays, paid sick leave, volunteer leave, and paid bonding and care giver leave. Employees may also be eligible to participate in comprehensive medical, dental, and vision plans, fertility support and adoption assistance, Health Savings and Flexible Spending Accounts, retirement savings plan with employer match, short and long term disability coverage, life insurance, and more.

Important Notice: Recruitment Scams

Please be aware that HARMAN recruiters will always communicate with you from an '@harman.com' email address. We will never ask for payments, banking, credit card, personal financial information or access to your LinkedIn/email account during the screening, interview, or recruitment process. If you are asked for such information or receive communication from an email address not ending in '@harman.com' about a job with HARMAN, please cease communication immediately and report the incident to us through: [e-mail].

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

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