Market Development Manager, Sales Hunter (Remote near NY, NJ, or CT)

New Client Acquisition and Revenue Growth

The Market Development Manager, Sales Hunter is responsible for driving new client acquisition within the mid-market segment across an assigned geographic territory. This includes generating new business revenue through identifying, prospecting, managing, and closing new opportunities across the assigned territory. The role involves leading early-stage sales cycles including prospecting, discovery, qualification, solution positioning, and commercial negotiation to secure new business. Additionally, this role drives revenue through cross-selling opportunities within existing clients and partners.

Territory Management and Market Intelligence

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.

Prospecting and Pipeline Generation

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.

Industry Networking and Community Engagement

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.

Required Qualifications

• 5+ years of B2B outside sales experience with a proven track record in new business development, sales hunter 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.
• 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.

Preferred Qualifications

• Background in logistics, shipping, supply chain, postal services, print and mail, lettershop, or related industries.
• Experience with outbound tools such as ZoomInfo, Outreach, SalesLoft, or LinkedIn Sales Navigator.
• Active membership or participation in postal industry associations such as Postal Customer Council or equivalent trade groups.

Core Competencies

• Prospecting and Pipeline Generation: Ability to identify and target mid-market prospects through outbound and account-based approaches, building and maintaining a healthy pipeline across a defined geographic territory.
• Discovery and Qualification: Skilled at uncovering client needs, aligning solutions, and prioritizing opportunities with the highest potential value and propensity to buy.
• Consultative and Value-Based Selling: Ability to understand client business objectives and mailing needs, and position Pitney Bowes solutions with clear fiscal impact and return on investment.
• Executive Communication and Influence: Ability to engage company owners, VP-level contacts, and senior stakeholders confidently, and articulate value propositions clearly and persuasively.
• Territory and Market Management: Ability to manage a defined geographic territory strategically, monitor competitive activity, and maximize coverage and conversion across mid-market accounts.
• Resilience and Sales Drive: Self-motivated, persistent, and results-oriented with energy and discipline to succeed in a high-activity, new business environment.

Pitney Bowes Offers

• The opportunity to grow and develop your career.
• An inclusive environment that encourages diverse perspectives and ideas.
• Delivering challenging and unique opportunities to contribute to the success of a transforming organization.
• Offering comprehensive benefits globally (PB Benefits and Wellbeing Programs).

About Pitney Bowes

Pitney Bowes is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, religion, national origin, age, disability (mental or physical), veteran status, sexual orientation, gender identity, or any other consideration made unlawful by applicable federal, state, or local laws.