Market Development Manager

Pitney Bowes

Market Development Manager driving client acquisition and revenue growth for Pitney Bowes' Presort Services. Remote role targeting clients in Northeast US with strong focus on territory management.

Posted 6/16/2026full-timeRemote • Connecticut, New Jersey, New York • 🇺🇸 United StatesMid-LevelSenior💰 $100,000 - $115,000 per yearWebsite

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

Comprehensive benefits globally (PB Benefits and Wellbeing Programs)

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2B salesnew business developmentterritory managementprospectingclosing accountsconsultative sellingvalue-based sellingpipeline managementforecastingaccount segmentation

Soft Skills

communication skillspresentation skillsinitiativecompetitive drivework ethicself-starterpositive attitudetime managementorganizational skillsindependent work