Key Account Manager - OEM Sales

POSITION SUMMARY:

Dolby is looking for an individual to grow our direct sales revenue from Key accounts in Consumer Electronics (Airtel, Tata, Dixon, Videotex, boat, Channelplay) and Automotive (Maruti Suzuki, JSW MG Motor, Hyundai Motor) businesses in India. We provide audio and imaging solutions to designers and manufacturers of auto, home & mobile entertainment devices like TVs, Set-top boxes (STBs), Digital Media Adapters (DMAs), soundbars, AVRs, wireless speakers, Mobiles, Tabs, TWS, In-car entertainment and to providers of ICs and Operating Systems that drive these devices. These solutions allow device manufacturers to create compelling products for consumers that can participate in the content ecosystems that Dolby builds.

Success in this role is defined as maximizing the direct revenue of Dolby technologies with key local accounts.

SCOPE AND RESPONSIBILITIES:

• This role will focus on driving revenue growth through successful adoption of Dolby technologies by consumer electronics manufacturers (OEMs) & Automotive accounts in India, operating at both technical and commercial level.
• Establish account plans for the key accounts and growing deep business relationships and engagement.
• Develop and effectively manage the customer pipeline.
• The role also requires having to work with Dolby’s technical teams to ensure delivery of systems support to customers to enable them to implement, test, certify, manufacture & deploy devices supporting Dolby’s technologies.
• Dolby’s predominant business model, in Consumer & Automotive Entertainment, is one of creating great entertainment experiences, building an ecosystem that delivers those experiences and then monetizing primarily through licensing technologies into Cars & consumer electronic devices.
• You will be collaborating with the content ecosystem teams and with other key functions (Marketing, Sales operations support, Finance, Legal, IP protection) to deliver value to the customer and grow the Dolby business.
• You will need to understand and follow key licensing application procedures, work with licensing applicants, create and use reports in Salesforce, BI etc.
• Support pre-sales activity delivering presentations, promoting the value proposition of Dolby technologies to potential partners.
• Participate in tradeshows, industry conferences and other relevant events to create a network of supporters and partners.

EXPERIENCE:

• 10-15 years of relevant industry experience in sales; experience working in a multinational company would be an advantage.
• Bachelor/Master’s degree or equivalent in Science/ Engineering/ Business
• Strong existing network in the Indian Consumer electronics & Automotive industry will be a key advantage.
• Experience in a technology or IP company preferred.

PERSONAL ATTRIBUTES:

• A track record of accomplishing measurable and identifiable results.
• Good interpersonal and communication (written and verbal) skills.
• Strong analytical skills and process orientation.
• Flexibility in a versatile business environment.
• Ability to be proactive, work on own initiative, to deadlines, as well as being able to work as a member of a small but dynamic team.