As a technology leader that is rapidly on the move, HARMAN is filled with people who are focused on making life better. Innovation, inclusivity and teamwork are a part of our DNA. When you add that to the challenges we take on and solve together, you’ll discover that at HARMAN you can grow, make a difference and be proud of the work you do every day.
About the Role
Harman Professional Solutions’ North America Sales Lighting team is seeking a strategic Market Development Manager to lead outbound sales across the region. This role focuses on identifying, engaging, and onboarding new accounts in key verticals to grow Martin’s lighting products market presence and drive new business. You'll play a key role in expanding market reach, acquiring new customers, and accelerating pipeline growth.
Your Team
As an individual contributor, you will be reporting to the Director of North America Lighting Sales.
What You Will Do
- 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.
What You Need
- 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.
What is Nice to Have
- 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.
What Makes You Eligible
- Be willing to travel up to 50%, in the USA and Canada.
- This role is eligible to work in a hybrid environment in the Northridge office location (this could be on 24-hour notice).
- Able to complete a background investigation and drug screen as a condition of employment.
What We Offer
- Competitive wellness benefits and 401K Retirement Savings plan.
- An inclusive and diverse work environment that fosters and encourages career development opportunities.
- Flexible work schedule with a culture encouraging work-life integration and collaboration in a global environment.
- Professional development opportunities are available through HARMAN University’s business and leadership academies and extensive course catalog.
- Tuition Reimbursement.
- Access to employee discounts on world-class HARMAN products (JBL, Harman/Kardon, etc.).
- “Be Brilliant” is an employee recognition and rewards program.
#LI-EC1
#LI-HYBRID
Salary Ranges:
HARMAN is proud to be an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.
Similar Jobs
What We Do
Headquartered in Stamford, Connecticut, HARMAN (harman.com) designs and engineers connected products and solutions for automakers, consumers, and enterprises worldwide, including connected car systems, audio and visual products, enterprise automation solutions; and services supporting the Internet of Things. With leading brands including AKG®, Harman Kardon®, Infinity®, JBL®, Lexicon®, Mark Levinson® and Revel®, HARMAN is admired by audiophiles, musicians and the entertainment venues where they perform around the world. More than 50 million automobiles on the road today are equipped with HARMAN audio and connected car systems. Our software services power billions of mobile devices and systems that are connected, integrated and secure across all platforms, from work and home to car and mobile. HARMAN has a workforce of approximately 30,000 people across the Americas, Europe, and Asia. In March 2017, HARMAN became a wholly-owned subsidiary of Samsung Electronics Co., Ltd. HARMAN is an Equal Opportunity, Affirmative Action employer. Minorities, women, veterans and individuals with disabilities are encouraged to apply. HARMAN offers a great work environment, challenging career opportunities, professional training and competitive compensation. Looking for a challenge where your experience is valued? Come see what you can achieve as a leader with HARMAN!
