Executive Director, Customer Account Management, MAC/EV

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

This role will be responsible for the overall program delivery, customer management, and sales strategy for their assigned customers within the Motorcycle, Agriculture, Construction, and EV (MAC/EV) space. With their team, they will manage both the technical and commercial relationships with the customer.  Responsibilities include ownership of the scope, schedule, budget, and business case.  This role will also identify, cultivate, and generate new business opportunities as well as maintain existing business.

Your Team

This position will lead a team of Sales Directors and Technical Program Managers supporting Audio, Digital Cockpit, Telematics, Connected Service, and ADAS systems for their assigned customer(s).

What You Will Do

• Ensures the development of annual business plans including action plans.

• Prospects for new business, prepare/present proposals, and maintain existing relationships.

• Actively uses CRM for updating projects/opportunities, managing accounts, following up on leads, and registration of sales activities.

• Lead RFI/RFQ process and responses for new business opportunities in Car Audio, Digital Cockpit, and Connected Services.

• Monitor customer accounts payables and invoice status to insure reimbursement in a timely matter.

• Drive to achieve quarterly and FY sales targets to support both TCV and ACV targets.

• Provide clear demand signals to Delivery, Product Planning, and Solutions teams, to ensure the growth targets are met for sales and revenue.

• Develop new opportunities within new Harman accounts and bring them to closure.

• Prepare and present current, potential, and proposed KPI metrics that include new revenue and new business growth.

• Prepare quotations and customer presentations with a focus on profitability and commercial results against the quote.

• Deliver / Manage the next-generation Audio System, Digital Cockpit System, or Telematics System to the assigned customer(s) using the established PLM process.

• Establish and maintain the budget, scope, and program schedules for your assigned projects.

• Manage program risk proactively, identify program risks, and coordinate meetings with the PM and multi-discipline functions to address risks before they become issues.

• Set direction and influence cross-department engagement for program execution and drive synchronization across multiple program teams.

• Responsible for communicating the customer requirements within the organization and interfacing with multiple groups within to ensure customer’s requirement expectations are being met.

• Negotiate resource allocations from functional managers. When a resource conflict occurs, negotiate a solution with functional managers and other program managers.

• Responsible for tracking and reporting the progress of programs to both the customer and within the company using established tools and templates. 

• As a leader, grow the business by providing leadership in account planning and helping drive solution sales for One Harman Automotive software products, hardware products, Engineering, and IT services.

• Establish relationships with customers in all facets of the organization including procurement, engineering, and relevant business department leads.

• Meets revenue targets and budgets

• Monthly reporting and updates to Senior Leadership

• Develops a thorough understanding of customer needs and competitor offerings.

• Maintains a high level of product and market knowledge.

• Collectively develop strategies and collaborate on Proof of Concepts products to demonstrate to Customers.

• Review, challenge and approve (technical & cost) estimations for customer change requests (CCR) to ensure profitability throughout the Customer Business Unit (CBU) quotation process.

• Develop a roadmap of additional hardware, software, and engineering services together with the customer.

• Support budget and FY planning of the SBUs

• Support Controlling with forecasting

• Contribute to cost-saving ideas and VAVE execution for assigned programs

What You Need
• Bachelor’s Degree in Engineering
• 15+ years of related technical experience
• 10+ years in a senior leadership role with experience that includes program management, customer interfacing, and cultivating supplier relationships.
• Extensive experience in consulting and/or client-facing roles is preferred
• Must have a general knowledge of automotive infotainment systems and their applications.
• Must have 5+ years of Automotive experience (sales, change management) and have deep network contacts.
• Proven history of consistently overachieving sales goals and quotas.
• Successful experience in a lead generation/sales role.
• Strong technical capability.
• Proven track record in managing multiple opportunities and ability to close deals
 

What is Nice to Have
• Master’s degree in Engineering
• Experience within or working with EV companies preferred.
 

What Makes You Eligible
• Be willing to travel up to 15-20%, primarily domestic
• Be willing to work in an office in Novi MI.
• Successfully complete a background investigation and drug screen as a condition of employment

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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 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.