Pursuit Management Lead

About the Position

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).

Responsibilities

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.

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.

Requirements

• 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.

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.

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.

Salary

€ 117,725 - € 152,350

The above represents the annual gross base salary range for this role.

About HARMAN

Ever since the 1920s, we’ve been amplifying the sense of sound. Today, that legacy endures, with integrated technology platforms that make the world smarter, safer, and more connected.

Across automotive, lifestyle, and digital transformation solutions, we create innovative technologies that turn ordinary moments into extraordinary experiences. Our renowned automotive and lifestyle solutions can be found everywhere, from the music we play in our cars and homes to venues that feature today’s most sought-after performers, while our digital transformation solutions serve humanity by addressing the world’s ever-evolving needs and demands. Marketing our award-winning portfolio under 16 iconic brands, such as JBL, Mark Levinson, and Revel, we set ourselves apart by exceeding the highest engineering and design standards for our customers, our partners and each other.

If you’re ready to innovate and do work that makes a lasting impact, join our talent community today!