Market Development Manager

Inpro is seeking a highly motivated individual to join their sales team as a Market Development Manager. This position is responsible for identifying, pursuing, and securing high potential opportunities within the Data Center, Airport, and Stadium markets. This role involves analyzing sales potential across all product lines, developing relationships with key stakeholders in complex construction and renovation projects, and driving opportunities from discovery to close.

Key Responsibilities:

* Proactively initiate the sales process by qualifying opportunities in the data center, airport, and stadium sectors; schedule meetings, deliver impactful presentations, and build credibility with project stakeholders.

* Develop and execute strategic sales plans tailored to the unique needs, timelines, and specifications of each vertical market.

* Prospect regularly to identify new projects and players; forward relevant leads to internal sales teams and coordinate pursuit strategies.

* Build strong relationships with key decision-makers, including architects, general contractors, designers, facility managers, consultants, and end-users, who are influential in planning and product selection for large-scale facilities.

* Collaborate closely and communicate consistently with internal territory teams-Outside Sales, Inside Sales, and Sales Managers-to ensure alignment and execution.

* Maintain and regularly update a pipeline of high-value projects and key accounts within each target vertical.

* Track and report sales performance of closed key accounts across a rolling three-year period, updating monthly to identify growth trends and strategic gaps.

* Deliver professional and customized Inpro presentations focused on the challenges and priorities of infrastructure-intensive environments like data centers, airports, and stadiums.

* Act as a knowledgeable consultant, providing technical support, specification guidance, and solution recommendations tailored to each market's compliance, performance, and durability requirements.

* Conduct ongoing competitive analysis specific to each vertical to stay ahead of market dynamics, evolving standards, and customer expectations.

* Maintain structured and organized processes for account tracking, follow-up, and documentation to ensure responsiveness and continuity throughout the sales cycle.

* Utilize CRM tools and construction intelligence platforms (e.g., Dodge, ConstructConnect) to track project data, manage leads, and monitor progress.

* Follow up on all leads with urgency and consistency to improve close rates and minimize missed opportunities.

Departmental Responsibilities:

* Must be team-oriented with Divisional Reps, Outside Reps, and Sales Managers by providing updates, feedback, and assistance for key accounts.

* Actively support and contribute to the cross-promotion of all Inpro Products and new product launches.

* Interact positively and professionally with all internal customers/departments.

* Make effective decisions in a timely manner and communicate them appropriately to meet or exceed internal and external customer expectations.

Pre-requisites:

* College degree required. Successful sales experience can enhance this.

* Minimum of 5 years of successful sales experience.

* Self starter who is capable of taking initiative, working independently, as well as an effective and valued team member.

* Ability to handle all types of customers and to resolve conflicts confidently and composedly to maintain a positive and continuous relationship.

* Must possess excellent problem solving skills.

* Excellent listening, probing, and closing skills.

* Effective time management skills and ability to prioritize tasks, appointments, and complete projects on schedule.

* Must demonstrate professional oral and written communication skills.

* Must be competent in computer skills (word processing, spreadsheets, Salesforce, e-mail, Teams, etc).

* Ability to adapt quickly and positively in response to demands of company growth and development.