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.
About the Role
HARMAN is establishing a new unit called “Automotive Services and Solutions”, P&L-owning unit. As Pursuit Management Lead, you own the commercial engine of this unit during its foundational “Brilliant Basics” phase and report directly to the VP / Head of Aftermarket NEXT. You carry the single largest value lever of the unit: renegotiating HARMAN’s portfolio of running spare-parts (replacement-parts) supply contracts with automotive OEM customers so that rising unit costs at declining volumes are reflected in price, and obsolescence and long-term-supply risk are shared with the customer. In parallel, you build the commercial foundation – CRM, pipeline and new sales channels – to scale the unit from ~$96M revenue (2025) toward ~$296M (2030).
Your Team
You lead a small, senior commercial team (pursuit, pricing/contract and channel/CRM professionals) and coordinate cross-functional contributors (program management, operations/plant, supply chain, finance, legal) to deliver disciplined commercial outcomes.
What You Will Do – Phase 1: Brilliant Basics (primary lever)
- Renegotiate the existing portfolio of running spare-parts supply contracts with OEM customers; embed annual price escalation from end-of-production (EOP) onwards. Alle regions, all SBUs and all OEMs.
- Move pricing from per-product logic to a transparent calculation-methodology approach, incl. factor-price models referenced to single-order quantities (e.g. CAM Mercedes practice).
- Reflect rising costs at declining volumes; transfer obsolescence responsibility (inventory, supply commitment, pricing) and long-term-supply risk to the customer.
- Apply exit clauses in structural loss situations and agree a tiered hardship procedure with the CAMs.
- Establish a company-wide Parts Termination Note (PTN)-triggered renegotiation process.
- Secure the targeted +$13M pricing margin uplift (“Brilliant Basics”) on the way to 2030.
What You Will Do – Phase 2: Growth (mid-term)
- Build the Aftermarket CRM, pipeline and commercial ways-of-working from the ground up.
- Build and scale sales channels: Independent Aftermarket (IAM) via DIFM/DIY partners (e.g. Autodoc, LKQ), plus retrofit, used and reman offerings.
- Develop value propositions and customer-ready narratives that win new business.
- Deliver channel expansion of +$30–40M and product expansion of +$60–80M revenue by 2030.
- Use customer, market and competitive insight to steer pursuit strategy and improve win probability.
What You Need
- Bachelor’s Degree in Business Management or Engineering.
- Thorough understanding of automotive OEM organization and processes, and of the spare-parts / aftermarket lifecycle (incl. obsolescence and EOP supply obligations).
- Thorough understanding of P&L statements, business cases and OEM quotes/contracts; ability to drive contract renegotiation with full commercial discipline.
- Strong negotiation and stakeholder-management skills; proven ability to renegotiate existing long-term supply agreements.
- Experience developing and executing a commercial / channel growth strategy.
What is Nice to Have
- Master’s Degree in Business Management or Engineering.
- Experience in the Independent Aftermarket (IAM) and/or with aftermarket channels (DIFM/DIY, distribution platforms).
- CRM build-up experience; familiarity with reman / retrofit business models.
- Technical understanding of automotive HW and SW systems.
What Makes You Eligible
- Be willing to travel up to 50%, domestic and international.
- Be willing to work in an office, manufacturing facility or client-site
What We Offer
- Flexible work environment with a culture encouraging work-life integration and collaboration in a global environment.
- 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 and Tuition Reimbursement.
- Access to HARMAN Campus Fitness Center and Cafeteria.
- An inclusive and diverse work environment that fosters 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.
