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VP of Sales - Americas
Carlsbad, CA / US - Remote
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.
Essential 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.
Required Qualifications:
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.
In addition, the candidate selected for this important role will have a strong commercial mindset, which is built on robust analysis of facts and structured thinking as well as be comfortable in a strategy setting environment while focusing on day-to-day sales execution. Furthermore, he / she will have the ability to operate with a significant degree of authority and autonomy, yet with the collaboration, influencing, matrix management skills and global mindset, necessary to navigate in a dynamic and rapidly evolving global matrix organization and ever-changing audio global business environment. Finally, the individual will have excellent team leadership skills to inspire, lead and drive an organization globally as well as a can-do attitude.
Preferred Qualifications:
• An undergraduate degree is required, with an MBA degree highly preferred, but not required.
Compensation:
The anticipated salary range for this position is $190,000-$380,000 plus benefits. Actual placement within the range is dependent on multiple factors, including but not limited to skills, education, and experience. This position also qualifies for up to 40% SIP bonus based on company, department, and individual performance.
About Us:
One of the world's largest portfolio audio companies, Sound United, a HARMAN Company, is home to eight legendary audio brands: Bowers & Wilkins®, Denon®, Polk Audio®, Marantz®, Definitive Technology®, Classé®, and Boston Acoustics®. Each brand boasts its own philosophy and unique approach to bringing sound and home entertainment to life.
With over 300 years of innovative audio and home solution expertise, Sound United improves lives by creating distinct and immersive listening experiences for a wide range of consumers in more than 130 countries.
Why Sound United: We employ more than 1,300 associates in 18 countries, empowering us to take our brands to new heights. Sound United has a global face and a sales presence in over 130 countries with manufacturing, supply chains, distribution channels and associates in the United States, Europe, Japan, China, and other parts of Asia.
High visibility, broad impact. This is a high growth, changing environment, and you will have the opportunity to really make an impact on our systems and processes and how we enhance them. In addition to being exposed to new projects and learning new skills, this role also positions you to interact with a variety of departments, teams and leadership groups on a global basis.
Great time to join. We are proud to provide premium audio/video experiences to both commercial and consumer markets and, we're experiencing healthy growth. When you've proved yourself a star and are ready for the next career step, the opportunities will be there. Cultural experience. You will have regular exposure to many cultures. We're in over 130 countries, so you're not just focused on one culture, but will enjoy working with many. Building on success. Our growing portfolio of premium audio and video products delivers the best in design, technology, innovation and performance to a variety of customers who seek to enrich the moment with pure sound and vision. Our well-respected products continuously win industry awards and accolades. We are investing in growth and expanding our product lines, distribution channels and markets, and our teams, making this an exciting time to be part of Sound United. Excellent compensation, benefits and work environment. In addition to a competitive salary, attractive incentive program, we offer a collaborative work environment and professional development opportunities. Join Sound United and let's build an even greater company together!