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HARMAN Professional develops automated lighting fixtures under the Martin brand. Martin by HARMAN is one of the world leaders in R&D and manufacturing automated, intelligent entertainment and architectural lighting. The company is ambitious, and based on the positive track and growth, HARMAN Professional wants to strengthen the company's Sales Leadership team with a motivated Director of Martin Lighting - EMEA to manage our EMEA sales organisation of the state-of-the-art lighting products. This role is focused on the long term, building the Martin Professional Lighting brand across markets and territories across the world, and contributes to the success of the Harman Professional Solutions global business. But that's not all - at HARMAN, you'll have the opportunity to be heard and respected, to rapidly develop your skills and cultivate new ideas in our agile and supportive culture. You will be part of our de-centralized EMEA Lighting sales team, on a home office base in the UK, Denmark or Germany in the position of: Director of Martin Lighting - EMEA Please note that this role requires you to have UK / European rights to work and we are unable to offer any sponsorship for this role.
Job Responsibility
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 wining 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
Willingness to travel 60%+ of the time
Willingness to work in an office in UK or Europe and have the right to live and work in country of residence
What we offer
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