National Market Development Manager
| Company | HARMAN International |
|---|---|
| Location | Northridge, Los Angeles, CA, USA |
| Salary | $113250 – $166100 |
| Type | Full-Time |
| Degrees | Bachelor’s |
| Experience Level | Senior |
Requirements
- 5+ years of sales or business development experience in the professional lighting or adjacent entertainment technology industries.
- Proven track record in outbound sales, cold prospecting, and new logo acquisition.
- Knowledge of lighting ecosystems, dealer networks, and industry workflows.
- Experience using CRM tools (e.g., CRM365, Salesforce) and sales engagement platforms (e.g., Outreach, Gong).
- Familiarity with qualification frameworks such as MEDDPICC, SPICED, or Challenger Sales.
- Strong storytelling, communication, and consultative selling abilities.
- Ability to travel occasionally for key prospect meetings, trade shows, and onboarding sessions.
Responsibilities
- Design and execute outbound strategies—including ABM campaigns, email sequences, cold outreach, and event-driven prospecting—to open new opportunities across production, integration, and architectural lighting segments.
- Convert leads into new accounts and shepherd them through onboarding, establishing early wins and deepening engagement.
- Drive national expansion through targeted regional efforts, prioritizing whitespace opportunities and underrepresented markets.
- Build a healthy pipeline of opportunities in CRM and report on lead-to-opportunity conversion rates and sourced revenue.
- Leverage data and insights to prioritize Ideal Customer Profiles (ICPs) and segment outreach accordingly.
- Partner with marketing and product teams to refine messaging and ensure market fit; report back on buyer personas, objections, and market signals.
- Deliver compelling presentations and demos to educate prospects on Martin Lighting’s differentiators, emphasizing technical capabilities and visual impact.
- Apply MEDDPICC principles to qualify leads, align stakeholders, navigate internal buying processes, and increase win rates.
- Stay informed on market trends, competitor activities, and industry shifts to maintain a strong positioning narrative.
- Deliver regular business reviews and contribute to forecasting accuracy through detailed reporting.
Preferred Qualifications
- University Degree: A bachelor’s degree in Business Administration (MBA) or Marketing.
- Industry Certifications: Certifications in sales or marketing, such as Certified Sales Professional (CSP) or Professional Certified Marketer (PCM).
- Technical Expertise: Familiarity with advanced lighting technologies and software, such as CAD or lighting design software.
- International Experience: Experience working in international markets or managing global accounts.
- Networking Skills: Established network within the lighting industry or related sectors.
- Digital Marketing: Experience with digital marketing strategies and tools, including SEO, SEM, and social media marketing.
- Public Speaking: Strong public speaking and presentation skills, with experience in industry conferences or trade shows.
- Data Analysis: Proficiency in data analysis tools and techniques to drive market insights and strategy.