Market Development Manager

This is a fully remote position, open to applicants in Connecticut, +2 more states.

📋 Description

• Drive the acquisition of new clients within the mid-market sector, aiming for multiple new accounts each year and contributing around $2M in new revenue.

• Generate new business revenue by identifying, prospecting, managing, and closing opportunities within the designated territory.

• Lead the initial phases of the sales process, including prospecting, discovery, qualification, solution positioning, and commercial negotiation to secure new business.

• Enhance cross-selling revenue by recognizing expansion opportunities within existing client accounts across the Presort Services portfolio.

• Deliver high-quality, value-driven presentations that highlight fiscal impact and ROI to illustrate the business case for Presort Services solutions.

• Develop and implement outbound strategies to create a robust pipeline, utilizing cold calling, email campaigns, LinkedIn outreach, account-based prospecting, referrals, and network collaboration.

• Utilize Salesforce effectively to manage activities, track the pipeline, and provide accurate monthly and quarterly forecasts to sales leadership, ensuring strong CRM hygiene.

• Engage with a diverse clientele, including company owners and VP-level contacts, by involving decision-makers early in the purchasing process.

• Understand client mailing requirements and business objectives to present the most relevant solutions and communicate measurable value.

• Own and oversee the assigned geographic area with a structured approach to coverage and prioritization.

• Monitor competitor activities, pricing strategies, and positioning to inform win strategies and craft differentiated value propositions for target prospects.

• Stay ahead of market changes by tracking regional market trends, emerging customer needs, and developments in the postal and mailing industry to inform territory strategy.

• Regularly analyze territory sales data, including pipeline metrics, conversion rates, and account activity to identify trends, adjust strategies, and optimize territory performance.

• Create and maintain a formal territory sales plan that includes account segmentation, a prioritized target account list, and a structured go-to-market outreach strategy; update this plan regularly to reflect changes and performance.

• Provide consistent feedback to sales leadership regarding territory performance, competitive insights, and market opportunities.

• Actively engage in industry networking organizations such as local Postal Customer Councils, Printing Industry Associations, and other regionally relevant trade groups.

• Attend trade shows, industry events, and association meetings to enhance brand visibility, generate referrals, and keep up to date with industry trends.

• Build and nurture a strong professional network within the postal, mailing, print, and logistics sectors across the assigned territory.

⛳️ Requirements

• 5+ years of B2B outside sales experience with a proven history in new business development and territory management.

• At least 3 years of demonstrated success in prospecting and closing new accounts, with consistent quota achievement as evidence.

• Willingness and capacity to travel 35-50% for in-person client meetings, site visits, and strategic account engagements.

• Proven consultative and value-based selling skills with successful interactions at the C-suite and VP levels.

• Proficiency in Salesforce or a similar CRM platform, with a strong focus on pipeline management and forecasting discipline.

• Excellent verbal and written communication abilities, capable of delivering engaging, audience-specific presentations.

• High initiative, competitive spirit, and a strong work ethic; a disciplined self-starter who responds promptly and maintains a positive, resilient attitude.

• Strong territory management abilities, including structured coverage planning, account prioritization, and market penetration strategies.

• Exceptional time management and organizational skills, with the ability to work independently, self-direct activities across a large multi-state territory, and consistently prioritize high-value opportunities.

🏝️ Benefits

• Comprehensive benefits globally (PB Benefits and Wellbeing Programs)