Customer Marketing Manager / MKTG822 Job in Farmington Hills 48331, Michigan US
Position Description:
Company Summary:
Harman International Industries, Inc. is the worldwide leader in the manufacture of high-quality, high-fidelity audio and electronic products for automotive, consumer and professional use. It is the parent company behind an array of legendary brands that includes Harman Kardon®, JBL®, Mark Levinson® and Infinity®. The Company has developed, both internally and through a series of acquisitions, a range of product offerings. It operates in three segments: Automotive, Consumer and Professional. The Automotive segment designs, manufactures and markets audio, electronic and infotainment systems for vehicle applications primarily to be installed as original equipment by automotive manufacturers. The Consumer segment designs, manufactures and markets audio, video and electronic systems for home, mobile and multimedia applications. The Professional segment designs, manufactures and markets loudspeakers and electronic systems used by audio professionals in concert halls, stadiums, airports, houses of worship and theme attractions. For more than 50 years, our legendary brands have taken a leading role in the creation and innovation of progressive technologies, from the world's first car radio in 1948 to today's most revolutionary infotainment systems.
SUMMARY:
The Customer Marketing Manager (CMM) is responsible for building strong customer relationships across multiple functional areas that can be leveraged to improve business with existing models/customers and secure business with new ones. This role is a critical link between the global marketing team, the customer sales team, and the internal and external resources required to execute the initiatives undertaken. The CMM is responsible for the creation of strategies as well as the sales and marketing tools and systems required to improve overall sales effectiveness. This person will work with external resources as needed to deliver materials that set new standards for sophistication and impact. This role will additionally work to develop and implement ROI metrics for key programs to constantly improve performance and institute best practices. The CMM will gather customer sales data and work with the corporate market intelligence function to create succinct customer overviews and compelling product and technology pitches.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Works with the Director of Marketing Business Development and the global customer sales teams to deliver:
Customer Relationship Management
- Works in close collaboration with customer sales team in the U.S. and other markets as appropriate, to establish, maintain and grow relationships with contacts in the customer's product planning, marketing, PR, and dealer training teams.
- Develops 1-2 internal customer "brand champions" who deeply understand and value the relationship with Harman to the point where they become internal advocates for our brand(s).
- Finds synergies with Harman consumer brands to build brand equity and awareness in the minds of our existing and target customers of the value of working with Harman.
Launch Integration
- § Ensures awareness of Harman branded audio and/or infotainment system content and technologies among key stakeholders in product planning, marketing, PR, and dealer training groups so that brand appropriate and technically accurate information is integrated into all launch materials.
- § Overcomes obstacles in securing appropriate levels of audio and/or infotainment integration into launch activities through broad network of customer contacts and internal brand "champions".
- § Creates regularly updated yearly calendar of vehicle launches and planned support opportunities to share with internal marketing support teams and customer teams globally.
Launch Planning Budgeting
- Based on planned launch activity, develops customer marketing plan and budget in conjunction with sales team in support of sales goals relative to customer relationship development, penetration rate improvements, and new program awards.
- § Develops and monitors customer marketing "dashboard" to gauge ROI and effectiveness of key customer initiatives.
Collateral Development
- § Drives development of core sales and marketing tools (brand presentations, demonstration materials, product pitches, etc.) that can be used across multiple customers and vehicles.
- § Using knowledge of our products and customer's brand positioning, innovates the development of unique, highly targeted sales or marketing tools to enhance perceived value and brand equity of the Harman solution.
Business Development Initiatives
- § Supports the customer sales team in support of new account and/or model acquisition activities.
- § Works continuously with product planning to find ways to improve Harman content packaging in all models where our audio and/or infotainment systems are offered.
- § As part of a customer strategic plan, deploys dealer training and/or sales incentive programs to improve penetration rates or help sell existing inventory.
Product Marketing Support
- § Serves as non-technical product expert to customer marketing, PR, product planning and dealer training teams, with sufficient knowledge to create and deliver product features and benefits in a compelling and accurate way.
- § Provides input to sales team based on customer and product knowledge for system improvements and RFQ/RFP proposals.
- § Supports corporate initiatives requiring automotive product and expertise as appropriate.
Market Intelligence
- § Gathers customer sales and demographic data to create or refine strategies that lead to enhanced understanding of customer issues while offering recommendations for improvements.
- § Leverages corporate market intelligence function to provide 3rd party credibility to product or customer claims through existing or proprietary research.
MEASURES OF PERFORMANCE:
- Excellent relationships across multiple functional areas within the customer, notably product planning and marketing
- Meets divisional application rate improvement targets for specified customer groups
- Deep integration with sales team and development of strategies in support of sales goals
- Creation of sales tools that can be used across customer teams as well as innovative tools and approaches customized for target accounts
- Timely creation and submission customer marketing plan and budget
- Development of customer marketing dashboard to measure program(s) effectiveness
- Creation and management of customer launch calendar
- Integration with marketing team and corporate support functions
- Effective management of internal and external resources
SUPERVISORY RESPONSIBILITIES:
- § Management of local/regional agency and vendors; leverage cross-functional internal resources
REPORTING STRUCTURE:
- § Reports to Director, Marketing Business Development, Audio SBU
- § Interacts directly with customer sales teams
EDUCATION AND/OR EXPERIENCE:
- B.S. or B.A., marketing or technical degrees preferred
- 5-7 years of experience in product management, brand management, product development, or consultative selling
- Experience with an automotive OEM, Chrysler, Ford, or GM preferred
- Ability to work well in a matrixed team with minimal supervision
REQUIRED EXPERIENCE KNOWLEDGE:
- Experience in successfully managing difficult customer relationships
- Experience in sales or in a sales support function
- Ability to manage $50M customer account and $500K marketing budget
- Proven management, interpersonal and influencing skills
- Exceptional planning and organizational skills and an ability to multitask
- Solid analytical skills
- Experience in developing, implementing and managing programs within budget
- Experience working with international teams
- Cross-functional experience: participation in a global team selling effort which requires development of collaborative plans with members of other sales groups, product groups, operations, marketing, etc.
- Willingness to travel up to 40%.
- Ability to work out of our Farmington Hills, MI, office
PHYSICAL DEMANDS:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; and talk or hear. The employee frequently is required to reach with hands and arms. The employee is occasionally required to stand and walk. The employee must be able to lift up to 50 lbs.