VP of Sales - Americas

HARMAN International • Carlsbad, CA

7d • Hybrid

About The Position

Reporting to the SVP, Commercial Operations, the Vice President Americas Commercial Operations will have direct oversight of the region’s revenue generation and contribution margin. The VP is responsible for developing and managing the general business activities for all consumer brands of Sound United - Americas with a specific emphasis on sales, regional go-to-market and regional marketing. This is a leadership role ideal for someone who thrives on building and revitalizing brands, connecting product innovation with customer insight, and delivering performance through both creativity and commercial strategy.

Requirements

• Candidates considered for the Vice President of Americas Commercial Operations position will be a high-caliber, high integrity, senior executive with at least 15+ years of overall experience from BtC Branded Consumer Products which are marked by a fast and disruptive innovation pace and multi-channel distribution set up, resulting in complex and rapidly changing business dynamics. Furthermore, critical experience / traits include the following:
• Demonstrated success leading and managing across region and P&L (general management), demonstrating market awareness and a strong commercial focus. Strong process focus with ability to plan and forecast the business performance with high levels of accuracy.
• Growth minded leader who can inspire his teams to deliver beyond what was thought to be possible.
• Strong track record and experience working with key online and retail distribution customers. Existing relationships preferred with key customer channels (Mass Retail, Mobile Carriers, Online Retailers, specialty retail and other consumer electronics distributors.
• A track record of success in developing and leading the execution of innovative and forward-thinking channel sales and marketing strategies and business development.
• A track record as a recognized change agent and innovator who has courageously led and challenged the status quo. A clear understanding of the importance of a business needing to protect its legacy core products while transforming beyond legacy to new and emerging technologies, products and solutions.
• An energetic and charismatic leader who can motivate those around him and provide the necessary leadership and guidance to create a successful commercial development team and business.
• An exceptional and rigorous communicator who excels at intrapersonal relationships across multiple and diverse cultures.
• Willingness to work remotely in hybrid setting with commute to Carlsbad, CA office.
• Successful completion of a background investigation and drug screen as a condition of employment

Nice To Haves

• An undergraduate degree is required, with an MBA degree highly preferred, but not required.

Responsibilities

• Leading, managing and developing a team of 6 direct reports and ~30+ total team members around the region with P&L responsibility to include sales, contribution margin, OPEX. The position has six direct reports (and their staffs) including the Vice President, DAC Channel; Vice President, ESS Channel; Senior Director, Pure Player Channel; Senior Director, Business Development; and Manager, GTM Operations.
• Lead and develop the revenue generation for the region including wholesale and distribution development aligned with global business priorities and objectives.
• Providing overall leadership, developing and implementing a clear vision, strategy and plan for the regional sales and marketing organization in line with Sound United’s go-to-market strategy. This includes identifying and implementing new business opportunities and growth strategies for core and next generation products and solutions in audio.
• Align with the Global Commercial Operations team and specifically the GTM & Sales Operations team within it, on key strategic imperatives, GTM strategies and regional requirement that would drive the product development process.
• Collaborating closely with Sound United senior management to ensure alignment with global business objectives and to proactively contribute thought leadership and overall strategy influence insights across the business.
• Closely partner with the regional marketing organization to provide best in class marketing programs and synergies with commercial operations that drive sell out across the Sound United dealer base.
• Building and strategically fostering relationships with regional reports and marketing leadership to gain a clear understanding of the businesses, requirements and objectives to ensure regional expectations are met / exceeded.
• In conjunction with Global Commercial Ops, develop annual sales, marketing, margin and EBIT budgets while driving accountability for results. Continually shape, support and review performance against monthly, quarterly and annual business plans.
• Review and report on key sales metrics including market share, sales, and gross margins by product category, channel, customer and country where available. Evaluate the effectiveness of sales—methods, costs and results and take appropriate corrective action to drive improved productivity and EBIT.
• Make preparations in strategic markets for new product launches as rolled out by Global GTM Strategy team . Collaborate with teams responsible for pricing, marketing, promotional and visual merchandising strategies.
• Be a champion for new sales operations productivity efforts including the roll out of new sales tools and processes (Salesforce, Sales Incentive Plans…)
• Lead the regional delivery of a regular program of product sales training and support internally and to external distribution and dealer channel partners.
• Be an ambassador for Sound United and Harman at regional trade exhibitions, events, demonstrations and seminars. Promote positive trade relationships with partners.
• Participate in strategy meetings where required to represent Commercial Operations input on product development as requested by Global leadership.
• Gather business intelligence including customer and competitor data and share information regarding market dynamics and future buying trends with marketing, product development and procurement.
• Continue shaping the Sound United Commercial Operations from Sell in to Sell through focused organization.
• Deploy the existing CRM / BI tool and ensure it is the one voice of truth everyone uses, allowing countries and channels to facilitate and share sales strategy across region to track sales / business development.
• Align with Global GTM Strategy team, Global Integrated Marketing & Global Brand Marketing on customer sales process / journey and integrate to create the best sales opportunities for the business.

Benefits

• 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 products (JBL, HARMAN Kardon, AKG, and more)
• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Number of Employees: 5,001-10,000 employees