Title: Market Development Manager
Department: Sales
Type: Full-Time, Exempt
Reports To: Director of Sales, Business Development
Date Modified: 05/2026
Job Summary
The Market Development Manager is responsible for identifying and developing early-stage business opportunities across the Southeast by building strategic market intelligence and cultivating influential industry relationships. This role partners closely with Sales, Operations, and Marketing to proactively identify companies entering, expanding, or investing within the region. Through engagement with economic development organizations, industrial real estate professionals, developers, contractors, and site selection consultants, the Market Development Manager creates qualified growth opportunities and strengthens Carolina Handling's market presence across key verticals and target geographies.
Responsibilities:
Intelligence network development
• Build and maintain relationships with economic development organizations in all five states
• Develop preferred-partner relationships with top industrial real estate developers and tenant-rep brokers
• Establish connections with the leading industrial general contractors operating in the territory
• Engage site selectors and location consultants who advise companies choosing South East locations
Market monitoring & lead generation
• Monitor building permit activity across target counties for industrial construction >40,000 sq ft
• Track job postings in target states for warehouse, DC, logistics, and operations leadership roles
• Follow economic development announcements, incentive packages, and site selection news across NC, SC, GA, AL, and FL Panhandle
• Monitor trade press for target verticals: e-commerce/fulfillment, automotive, advanced manufacturing, food & beverage, and 3PLs
• Track industrial real estate lease transactions and spec building absorption in target markets
Pipeline management & handoff
• Log all signals and prospects in CRM with source, company profile, estimated timeline, square footage, and vertical classification
• Qualify prospects against ideal customer profile before passing to sales team
• Facilitate warm introductions from network contacts to qualified prospects
• Maintain active BD pipeline with a target of 20+ qualified opportunities at any given time
• Deliver weekly intelligence briefing to sales leadership summarizing new signals, pipeline updates, and network activity
Market positioning & partnerships
• Represent the company at economic development events, industrial real estate conferences, and vertical trade shows
• Co-host facility planning events or educational sessions with ED organizations and GC partners
• Develop and maintain a BD leave-behind: one-page positioning as the Southeast's material handling resource
• Collaborate with marketing on case studies and content relevant to target verticals
Requirements
All potential hires are subject to pre-employment checks which include but are not limited to background checks, drug screenings, and motor vehicle record checks.
• College degree or equivalent experience preferred.
• 3-5 years of experience in business development, economic development, commercial real estate, industrial sales, or closely related field
• Strong understanding of the industrial real estate markek and/or economic development ecosystem in the Southeast
• Proficient in Microsoft Office products including MS Project, Word, Excel, PowerPoint, and Outlook.
• Good written and verbal communication skills.
• Ability to work independently with minimal supervision and in a team environment.
• Adept at assimilating and disseminating information in a professional manner.
• Demonstrate a team approach and work with others in pursuing common goals.
• Demonstrate analytical and problem-solving skills.
• Demonstrate resourcefulness and judgment to resolve routine problems relating to assigned projects.
• Good organizational skills with high-level self-structure, producing accurate work with strong attention to detail.
• Ability to manage large volumes of information accurately and effectively.
What You'll Need for Success
• Work Ethic: Accountability, time management, self-motivation, attention to detail, and a commitment to continuous learning.
• Team Mindset: Empathy, alignment with customer needs, effective communication, respect for customers, and flexibility to accommodate changing requirements.
• Coachability: Curiosity, openness to feedback, and a proactive approach to personal and professional development.
• Active Problem Solving: Critical thinking skills and the ability to identify and implement effective solutions to challenges.
• Influential Decision Making: Ability to play a significant role in decision-making processes to support customers and collaborate with other Applications Engineers.
• Role Model: Providing guidance and support to junior Associates, serving as an example of excellence in the role.
• Relationship Building: Strong skills in fostering cross-functional relationships within the organization, collaborating effectively with various departments.
Benefits of Joining the Team
Benefits Built For YOU! At Carolina Handling, taking care of Associates is our utmost priority. We are pleased to offer a comprehensive benefit program to protect your health, your family, and your way of life.
Health Benefits:
Medical, Dental and Vision Insurance, Prescription Drug Plan.
Financial and Tax-Saving Benefits:
Company-paid Disability, Life and AD&D Insurance; 401(k) plan with company match and profit sharing; Flexible Spending Accounts, Health Savings Account, and Dependent Care Account.
Additional Benefits:
Critical Illness, Legal Services, Identity Theft Protection, and Pet Insurance.
Company Benefits:
Paid Time Off, Employee Assistance Program, Tuition Reimbursement, Milestone & Anniversary Gifts, Philanthropy/ Corporate Contributions, Associate Giving Fund, and Discount Programs.
Comprehensive Perks Package Including:
• Competitive Commission Program: Our commission program serves as a powerful motivator, driving you to excel in your role and exceed your targets.
• Company Vehicle or Automobile Allowance: This includes a fuel card and maintenance coverage.
• Technology and Home Office Setup: This includes a cell phone, laptop, iPad, dual monitors, a docking station, and a wireless keyboard and mouse.
• ExpenseReimbursement
• Professional Development Opportunities: This includes training programs and tuition reimbursement for further education or certifications.
• Career Growth and Advancement: With opportunities for internal mobility, mentorship programs, and leadership development initiatives, you can take your career to the next level with us.
• Company-sponsored social events and team-building activities
• Employee recognition program / President's Club
Physical Requirements & Working Conditions
The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job unless it causes undue hardship.
This position is classified as medium work, involving the operation of motor vehicles and heavy equipment, as well as movement to complete tasks or transition between work sites. Physical demands include the ability to frequently lift and/or move objects weighing up to 25 pounds and occasionally up to 50 pounds. Manual dexterity is necessary for equipment operation, computer use, writing, and handling materials. Clear articulation and voice control are essential for effective communication with both internal and external customers via telephone. Specific vision abilities essential for this role include close vision, peripheral vision, and the ability to adjust focus.
This role entails working in a dynamic environment, encompassing both office-based tasks and visits to customer sites, involving regular interaction with internal and external customers. Travel to customer locations for sales calls and presentations is a requirement, potentially exposing the individual to diverse environments, including the risk of encountering harmful or corrosive chemicals if proper safety protocols are not followed. Additionally, the role often involves exposure to various outdoor weather conditions. The individual in this position must adeptly manage strict deadlines, shifting priorities, and a high volume of information flow while consistently upholding professionalism. Standard office equipment such as laptops and smartphones are routinely utilized, and noise levels typically range from moderate to high.
Travel Requirements: Daily/Weekly travel to customer sites is required; Occasional overnight travel may be required based on the location and scope of the project, for meetings and/or conferences.
This job description is intended to outline the general nature and level of work being performed by individuals assigned to this position. It is not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel. Management reserves the right to modify, add, or remove duties as necessary to meet business needs. This job description does not create a contract of employment between the company and the employee.
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