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General information

Location:
US_Northridge_8500 Balboa Blvd
Job Family:
Sales
Worker Type Reference:
Regular - Permanent
Pay Rate Type:
Salary
Career Level:
P4
Job ID:
R-44492-2025

Description & Requirements

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.

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Pay Transparency
$ 113,250 - $ 166,100

Dependent on the position offered, other forms of compensation are also available, such as bonuses or commission.

Pay is based on a wide range of factors, including, without limitation, skill set, experience, training, location, and business need. While the above range is a reasonable estimate of the wage range for this position, please note the disclosed range estimate has not been adjusted for the applicable geographical differential associated with the location where the position may be filled.

Benefits
HARMAN is interested in the health and wellbeing of you and your family and offers a range of benefits designed to support your needs for holistic wellbeing. Benefits and perks may vary depending on the nature of your employment with HARMAN, and may include paid vacation and holidays, paid sick leave, volunteer leave, and paid bonding and care giver leave. Employees may also be eligible to participate in comprehensive medical, dental, and vision plans, fertility support and adoption assistance, Health Savings and Flexible Spending Accounts, retirement savings plan with employer match, short and long term disability coverage, life insurance, and more.

You Belong Here 
HARMAN is committed to making every employee feel welcomed, valued, and empowered. No matter what role you play, we encourage you to share your ideas, voice your distinct perspective, and bring your whole self with you – all within a support-minded culture that celebrates what makes each of us unique. We also recognize that learning is a lifelong pursuit and want you to flourish. We proudly offer added opportunities for training, development, and continuing education, further empowering you to live the career you want.  
 
About HARMAN: Where Innovation Unleashes Next-Level Technology 
Ever since the 1920s, we’ve been amplifying the sense of sound. Today, that legacy endures, with integrated technology platforms that make the world smarter, safer, and more connected.  

Across automotive, lifestyle, and digital transformation solutions, we create innovative technologies that turn ordinary moments into extraordinary experiences. Our renowned automotive and lifestyle solutions can be found everywhere, from the music we play in our cars and homes to venues that feature today’s most sought-after performers, while our digital transformation solutions serve humanity by addressing the world’s ever-evolving needs and demands. Marketing our award-winning portfolio under 16 iconic brands, such as JBL, Mark Levinson, and Revel, we set ourselves apart by exceeding the highest engineering and design standards for our customers, our partners and each other. 

If you’re ready to innovate and do work that makes a lasting impact, join our talent community today!  

Important Notice: Recruitment Scams
Please be aware that HARMAN recruiters will always communicate with you from an '@harman.com' email address. We will never ask for payments, banking, credit card, personal financial information or access to your LinkedIn/email account during the screening, interview, or recruitment process. If you are asked for such information or receive communication from an email address not ending in '@harman.com' about a job with HARMAN, please cease communication immediately and report the incident to us through: harmancareers@harman.com. 

HARMAN is proud to be an Equal Opportunity employer. HARMAN strives to hire the best qualified candidates and is committed to building a workforce representative of the diverse marketplaces and communities of our global colleagues and customers.  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.HARMAN attracts, hires, and develops employees based on merit, qualifications and job-related performance.(www.harman.com)