Hybrid Director, Business Development – Lighting

at HARMAN International

• Job title: Director, Business Development – Lighting
• Job type: Full Time
• Experience level: Lead
• Salary: Not specified
• Degree requirement: No Education Requirement
• Location requirements: Hybrid, Hemel Hempstead, United Kingdom

About the role

• Director Business Development leading Martin Lighting product sales strategy for EMEA markets. Fostering customer relationships and achieving revenue growth across the region.

Responsibilities

• Own and execute the EMEA Lighting growth strategy, including a rolling 5‑year sales plan aligned to market trends, products, channels, and regions.
• Full P&L responsibility for EMEA Lighting, delivering sustained year‑on‑year 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 KPI‑driven 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 decision‑makers, articulate value propositions, and close sustainable, long‑term 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 in‑person 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 best‑in‑class solution design, implementation, training, and lifecycle support.
• Perform additional duties as required to meet the evolving needs of the role.

Requirements

• 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 Harman’s 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 winning 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.

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 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.