Market Development Manager

🔥 0 minutes ago

🦌 Connecticut, New Jersey, +1 more states – Remote

🦌 Connecticut – Remote 🏖️ New Jersey – Remote 🗽 New York – Remote

💵 $100k - $115k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

👔 Manager

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Pitney Bowes

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1920

☁️ SaaS

🏢 Enterprise

🚗 Transport

SaaS • Enterprise • Transport

Pitney Bowes is a technology-driven company that provides SaaS shipping solutions, mailing innovation, and financial services to clients worldwide, including more than 90 percent of the Fortune 500. It caters to a range of clients from small businesses to large enterprises and government entities, helping them reduce the complexity of sending mail and parcels. Pitney Bowes combines cutting-edge technical solutions with client services, engineering, finance, and warehouse operations to offer comprehensive support and innovation in digital commerce.

📋 Description

• Drive new client acquisition within the mid-market segment, targeting multiple new accounts per year and contributing approximately $2M in new revenue. • Generate new business revenue through identifying, prospecting, managing, and closing new opportunities across the assigned territory. • Lead early-stage sales cycles including prospecting, discovery, qualification, solution positioning, and commercial negotiation to secure new business. • Drive cross-selling revenue by identifying expansion opportunities within existing client accounts across the Presort Services portfolio. • Deliver high-caliber, value-based presentations that incorporate fiscal impact and ROI to demonstrate the business case for Presort Services solutions. • Develop and execute outbound strategies to generate pipeline, including cold calling, email campaigns, LinkedIn and other professional outreach, account-based prospecting, referrals, and network collaboration. • Leverage Salesforce to manage activity, track pipeline, and submit accurate monthly and quarterly forecasts to sales leadership with strong CRM hygiene. • Sell to a mix of clientele including company owners and VP-level contacts, engaging decision-makers early in the buying process. • Understand client mailing needs and business objectives to position the most relevant solutions and articulate measurable value. • Own and manage the assigned geographic territory with a structured approach to coverage and prioritization. • Monitor competitor activities, pricing, and positioning to inform win strategies and develop differentiated value propositions for target prospects. • Track regional market trends, emerging customer needs, and postal and mailing industry developments to stay ahead of market changes and inform territory strategy. • Regularly analyze territory sales data including pipeline metrics, conversion rates, and account activity to identify trends, adjust tactics, and optimize territory performance. • Develop and maintain a formal territory sales plan including account segmentation, a prioritized target account list, and a structured go-to-market outreach strategy; update regularly to reflect territory changes and performance. • Provide regular feedback to sales leadership on territory performance, competitive intelligence, and market opportunities. • Actively participate in industry networking organizations including local Postal Customer Councils, Printing Industry Associations, and other regionally relevant trade groups. • Attend trade shows, industry events, and association meetings to build brand presence, generate referrals, and stay current on industry trends. • Build and maintain a strong professional network within the postal, mailing, print, and logistics community across the assigned territory.

🎯 Requirements

• 5+ years of B2B outside sales experience with a proven track record in new business development and territory management. • Minimum 3 years of demonstrated success prospecting and closing new accounts, with consistent quota attainment as evidence. • Willingness and ability to travel 35-50% for in-person client meetings, site visits, and strategic account engagements. • Proven consultative and value-based selling capabilities with successful engagement at the C-suite and VP level. • Proficiency in Salesforce or a comparable CRM platform with strong pipeline management and forecasting discipline. • Excellent verbal and written communication skills with the ability to deliver compelling, audience-tailored presentations. • High initiative, competitive drive, and strong work ethic; a disciplined self-starter who responds quickly and maintains a positive, resilient attitude. • Strong territory management skills including structured coverage planning, account prioritization, and market penetration strategy. • Strong time management and organizational skills with the ability to work independently, self-direct activity across a large multi-state territory, and consistently prioritize high-value opportunities.

🏖️ Benefits

• Comprehensive benefits globally (PB Benefits and Wellbeing Programs)