Sr Market Development Representative - Harman

The Sr Market Development Representative (MDR) is a field-facing role within the AV Category Management team. This role's primary responsibility is to grow the business of their assigned supplier portfolio (Harman) by working within the category alongside internal sales teams, suppliers, and external resources. They grow their suppliers' visibility and market share within ADI by developing deep industry expertise, providing training, enablement, and pipeline activation.

Ideal candidates have hands-on experience selling AV or low-voltage solutions in a distribution or vendor-side environment, are comfortable in front of customers and sales representatives.

Job Duties:

Field Sales Partnership

• Embed with internal sales teams to coach, train, and quote against the assigned vendor portfolio.
• Lead supplier sales events including roadshows, focus days, expos, and branch visits to build sales team awareness of supplier offerings.
• Handle Level-2 escalations including general inquiries supplier-specific product.
• Develop and maintain relationships with internal and external stakeholders.

Pipeline & Account Growth

• Identify, qualify, and close vendor-specific opportunities across the ADI customer base.
• Mine existing customers for new supplier opportunities (cross-sell motion).
• Grow the account base for assigned supplier (new customer acquisition).
• Maintain CRM hygiene and forecast discipline on assigned supplier pipeline.

Supplier Activation & Field Intelligence

• Plug into supplier programs, promotions, spiffs, and field rep resources to surface every available lever for ADI sales.
• Keep supplier data current, including promotions, pricing, and supplier contacts

Reporting

• Run weekly pipeline cadence with internal sales leadership.
• Produce monthly KPI reports on assigned supplier portfolio including pipeline, revenue, margin, account growth.
• Provide intel for and attend supplier QBRs.

YOU MUST HAVE:

• 3–5 years of distribution sales, supplier-side sales, or manufacturer rep experience in AV, low-voltage, security, or Pro Audio.
• Demonstrated track record of growing a vendor book of business year-over-year.
• Direct experience training and enabling field sales.
• Comfortable with quoting, BOMs, and project-based selling.
• Strong CRM hygiene and forecasting discipline on a vendor pipeline.

WE VALUE:

• Hands-on experience with AV technologies.
• Experience leading supplier sales events including roadshows, branch days, and expos.
• Existing relationships within ADI's customer base (integrators, installers, contractors).
• AV supplier certifications — AVIXA CTS, Crestron Certified Programmer, or equivalent.
• Customer-first orientation and strong product storytelling.
• Strong proficiency with Microsoft Office (Excel, PowerPoint, Word).
• Comfort with AI-assisted reporting and quoting tools.

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