Pursuit Lead Automotive Services & Solutions (m/f/d)

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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