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. HARMAN Professional Solutions, a global leader in the design and manufacture of leading-edge audio, video, control, and lighting systems. Our solutions cater to a wide range of markets, including live performance, audio production, large venues, cinema, retail, corporate, education, government, hospitality, and broadcast. At HARMAN Professional, we’re committed to delivering powerful, innovative, and reliable solutions designed for world-class performance. By joining HARMAN, you'll dive headfirst into the exciting world of the global audio market / enterprise video and control solutions / professional entertainment and architectural lighting in technological innovation. But that's not all - at HARMAN, you'll have the opportunity to rapidly develop your skills and cultivate new ideas in our agile and supportive culture. You will join our Sales Department for the EMEA region in Hemel Hempstead-UK in the position of: Director Channel Sales - EMEA About the Role: HARMAN Professional Solutions designs, engineers, and manufactures audio, lighting and video, and control products for entertainment and enterprise markets, including live performances, stadiums and arenas, cinema, retail, corporate, education, government, hospitality, audio recording, and more. With leading brands including JBL Professional®, AKG®, Martin®, AMX®, Soundcraft®, BSS Audio®, Crown®, dbx Professional®, and Lexicon Pro®, HARMAN Professional delivers powerful, innovative and reliable solutions that are designed for world-class performance. Explore our many venues, events, landmarks and business experiences at https://pro.harman.com/ In this role you will be strategically responsible for driving and delivering all EMEA Sales revenue made through the distribution channel through owning strategy and current delivery of the account management. You will play a key role in linking the synergies between the Account Management Team and Functions such as Sales Ops, Product, Marketing, Finance and HR leadership. You will be responsible for developing and implementing commercial strategies to continuously improve and evolve the sales in function to adapt to internal and external drivers, meet future business targets and drive sustainable growth. This role requires extensive Sales In experience, an entrepreneurial mindset, excellent communication, organization & management skills and the ability to inspire and drive change with employees and customers at a variety of levels. Your Team: The position will have up to 5 direct reports, covering the 5 Regions of EMEA across all AVL and RIT Segments. What You Will Do: Be responsible for all Sales through the distribution channel in EMEA. Responsible for revenue and profit in EMEA, with annual sales of $192M (2025) with aspiration to double the growth in 5 years. Builds appropriate roll up of targets in partnership Regional Senior Channel Director and BDM Team. Build a strategic and operational Sales In plan to deliver targets and mitigation for different outcomes. Own the management and response for key commercial Sales In targets and ensure their team provides appropriate reporting. Includes: Revenue, maintaining EBIT, contribution margin, free cash flow (debt management) and E&O. Working with various teams and data points to drive Monthly and Quarterly Sales Revenue Result: BDM Team to understand Pipeline (aligned with CRM) Data Analytics to fill Stocking Gaps Maximise Sales from E&O and Global Warehouses outside of EMEA Backfill of Run Rate Be responsible for our commercial partnership with distributors: Have mid-high-level relationships with Distribution Partners and ensure team members have and maintain appropriate relationships and engagement with our partners. Oversee channel development KPIs, training, performance objectives, and growth initiatives. Develop distributor standards, monitor performance and ensure appropriate responses. Ensure there is a rolled-up Sales In business plan that the team have built and aligned on with customers and work to influence strategic players to align plans with HARMAN. Act as escalation point for disputes (Rebates, Price disputes, deals, Commercial terms) that require strategic or senior input beyond the Director, Channel Management. Work with Marketing Team to ensure individual Distribution Plans are aligned and focused at driving maximum performance. Work with Finance to predict issues and ensure a clean ledger so not to impede Results. Own the commercial direction for the Sales In channels developing strategic plans and projects to improve and develop these. This may include things like, changing distribution partners, new routes to market, representing business interests in M&A’s of our partners – this list is not exhaustive. Work on strategies that drive long term growth from distributors. Establish areas of future growth for Harman based on determining the Total Addressable Market and engagement and planning with global business stakeholders to understand our future divisional direction and product roadmap. Looks ahead to see commercial challenges and develop a strategic response, engaging and informing appropriate stakeholders. Formulate strategies and insights in the development and delivery of annual and 3–5-year business plans and partnership objectives with our distributors. Be a trusted leader, recognized internally and externally who is able to articulate and present market and business information effectively to drive successful results and support ongoing and sustainable business relationships. Own the people strategy for your team ensuring effective people management and development to support commercial success as well as employee engagement & wellbeing. Own the stakeholder management with Sales Out, Finance, HR, Marketing, wider Operations and Global Stakeholders in Product Management, Legal, Sales and Business strategy Drive effective utilization and commitment to the company CRM system from the top down in your organization. Drive a culture of curiosity and continuous improvement. What You Need: Fluent English language skills (speaking, reading, writing) Bachelor’s Degree in an appropriate technical or business discipline, or extensive demonstrable experience. Competent with all standard business tools (such as MS Office, expense tools etc.) and with Sales CRM tools (such as Dynamics, HubSpot, Salesforce etc.) A background in Sales in Professional Audio, Video Control, Lighting or a comparable product set within the Installed Technology or Entertainment industries. This must include Sales In experience. Demonstrable experience working within a Sales leadership team to define and deliver strategies for growth or business recovery. Experience of leading an international sales team and operating through a variety of sales channels one of which must be distribution. Experience not just with selling but with the complexity of selling internationally and the operational processes and procedures involved. Experience of leading sales operations team members would be highly preferable or earlier career experience in Sale Operations. Extremely high commercial and financial literacy and analytical capability. This may include defining sales goals/targets, being able to credibly discuss commercial and financial information up to C-suite level, analyzing commercial and financial data and being able to use it to identify issues and improve outcomes, being able to direct others to provide useful commercial and financial information. Excellent negotiation and influencing skills demonstrated by Sales performance and outcomes with internal stakeholders. Demonstrable people management skills Especially experience: As a manager of managers. Motivating and driving the results of team. Managing and developing a diverse team from entry level to highly experienced team members who may be experts in their field. Acting as a role model for change management and promoting development. Demonstrating good emotional intelligence and strong interpersonal skills. What is Nice to Have: Additional EMEA language skills – French, Spanish, German, Arabic etc. What Makes You Eligible: Willingness to travel 60% of the time. Willingness to attend the office in Apsley, UK (EMEA HQ) for meetings. HARMAN will only employ those who are legally authorized to live and work in the country of hire What We Offer: HARMAN is offering a unique opportunity for growth and development in the dynamic and exciting world of consumer and professional electronics. We provide a flexible work schedule that allows you to work from home. At HARMAN, we value diversity and inclusivity, and foster a friendly and supportive global working atmosphere. We believe in investing in our employees through career development opportunities, professional training, and competitive market-based compensation. As part of our commitment to employee well-being, we also offer a commuter travel package, environment allowance, and interesting collective health insurance scheme, pension, and employee discounts on world-class HARMAN/Samsung products (JBL, HARMAN Kardon, AKG, etc.). As a HARMAN employee, you will have access to professional development opportunities through HARMAN University's business and leadership academies, internal talent management leadership acceleration programs, and our "Be Brilliant" employee recognition and rewards program. And a few reasons you might love it: We're seeking talented and passionate individuals to join our team and help us transform the way people experience sound. As a global leader in the audio industry, HARMAN offers the chance to work with iconic brands like JBL, Harman/Kardon, and AKG, as well as cutting-edge technology and industry-first features. We value excellence and brilliance in all of our 30,000 employees and we're looking for talented individuals who share our passion for innovation and superior sound technology. If you're looking for a career full of brilliant possibilities and the chance to work on industry-first features, then HARMAN is the place for you Don't miss out on the chance to be part of a culture that values excellence and brilliance in all of our employees. Apply now and take the first step towards a career full of brilliant possibilities https://jobs.harman.com/ We look forward to receiving your application Send your application with your resume and letter of motivation. We will process the applications as we receive them. For more information about the position or the recruitment process, feel free to contact our Recruitment department: marc.duteweerdharman.com Join HARMAN and discover a world of endless possibilities LI-MD1 LI-Remote 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.