Director Business Development Lighting

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 develops automated lighting fixtures under the Martin brand. Martin by HARMAN is one of the world leaders in R&D and manufacturing automated intelligent entertainment and architectural lighting. The company is ambitious and based on the positive track and growth HARMAN Professional wants to strengthen the companys Sales Leadership team with a motivated Director Business Development to manage our EMEA sales organisation of the state-of-the-art lighting products.

You will join an international team who designs and manufactures lighting products for the biggest stages theaters festivals arenas and buildings around the world

This role is focused on the long term building the Martin Professional Lighting brand across markets and territories across the world and contributes to the success of the Harman Professional Solutions global business.

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

You will be part of our de-centralized EMEA Lighting sales team on a home office base in the UK Denmark or Germany in the position of:

Director Business Development Martin Lighting

Please note that this role requires you to have UK / European right to work and we are unable to offer any sponsorship for this role.

Introduction: A Career at HARMAN Lifestyle

Were a global multi-disciplinary team thats putting the innovative power of technology to work and transforming tomorrow. As a member of HARMAN Lifestyle you connect consumers with the power of superior sound.

• Contribute your talents to high-end esteemed brands like JBL Harman Kardon Mark Levinson and Revel.
• Unite your passion for audio innovation with high-tech product development.
• Create pitch-perfect cutting-edge technology that elevates listening experience.

About the Role:

In this position you will be responsible for the overall sales of all PRO Lighting products and business results in EMEA. This senior position will be the strategically accountable leader responsible for defining the sales road map for HARMAN product solutions to meet our market and business needs.

The primary mission is to drive business development develop and drive sales through the HARMAN distribution channel across EMEA profitable top line sales execution growth modelling and maximize demand for the HARMAN Professional Solutions division. This key goal is achieved by establishing building and strengthening relationships with key decision makers in this market to meet/exceed profitable revenue targets. The position holder will partner the internal team marketing staff and other managers to increase sales opportunities and thereby maximize revenue for Harman. As the core strategic driver for sales activities in the EMEA region the role is crucial for business growth expansion.

Your Team:

The following teams will report to the Director of Lighting EMEA: Lighting Business Development Managers

What You Will Do:

• Own and execute the EMEA Lighting growth strategy including a rolling 5year sales plan aligned to market trends products channels and regions.
• Full P&L responsibility for EMEA Lighting delivering sustained yearonyear revenue and profit growth.
• Lead growth across the full Martin Lighting portfolio including successful new product launches and market rollouts.
• Maintain deep understanding of the EMEA professional lighting market (TAM competition trends) and feed regional insights into product development and roadmap planning.
• Define and manage distribution strategy including KPIdriven performance management and detailed profiles of top distributors.
• Drive pipeline generation CRM discipline accurate forecasting and deal execution across new and existing accounts.
• Build and maintain senior customer partner and stakeholder relationships; identify decisionmakers articulate value propositions and close sustainable longterm business.
• Lead coach and develop a team of market and product experts to deliver sales growth across all verticals.
• Oversee EMEA strategic and operational sales activity across vertical markets key accounts and B2B partnerships.
• Represent Martin at key dealer customer and industry events; support channel managers with solution selling and inperson customer engagement.
• Continuously analyse portfolio performance versus market and competition identifying risks opportunities and execution strategies.
• Provide clear reporting and strategic recommendations to regional and divisional leadership; advise on commercial challenges and business change initiatives.
• Leverage internal resources to ensure customers receive bestinclass solution design implementation training and lifecycle support.
• Perform additional duties as required to meet the evolving needs of the role.

What You Need to Be Successful:

• Lighting background with high level of technical understanding of lighting products.
• Track record of sales leadership experience in lighting industry including solutions selling.
• Network within Lighting industry respected as a lighting market expert in the field.
• Consultant and Integrator network in EMEA.
• Extensive related industry and P&L experience in bringing innovative solutions to market.
• Strong business acumen; analytical and number-driven decision making.
• Excellent mix of technical understanding paired with commercial understanding.
• Substantial experience in an executive level sales position in customer bases appropriate to Harmans technologies.
• Demonstrated Track Record of Growth: ability to grow and extend existing service lines and at the same time develop and commercialize new services in a timely and profitable manner. Experience developing and executing a roadmap.
• Excellent negotiation skills proven track record of successfully pitching for new business and wining them.
• Proven track record of increasing revenue through generation of leads.
• Customer Focus and Solutions Selling: Providing exceptional service and quality to CSU customers.
• Strong strategic sales executive that understands customers needs and is effective at selling solutions that will best meet their needs.
• Strong technical focus that can support channel management and business development teams.
• Demonstrated ability to successfully prospect present to clients and consistently close large deals.
• Ability to understand business requirements and effectively present/articulate advanced solutions and HARMAN technology.

What Makes You Eligible:

• Willingness to travel 60% of the time.
• Willingness to work in an office in UK or Europe and have the right to live and work in country of residence.

What We Offer:

• Flexible work environment allowing for full-time remote work globally for positions that can be performed outside a HARMAN or customer location.
• Access to employee discounts on world-class Harman and Samsung products (JBL HARMAN Kardon AKG etc.).
• Extensive training opportunities through our own HARMAN University.
• Competitive wellness benefits.
• Tuition reimbursement.
• Be Brilliant employee recognition and rewards program.
• An inclusive and diverse work environment that fosters and encourages professional and personal development.

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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.