Market Intelligence & Business Development Manager

Job Description - Elevated Commercial Division

Location

Remote / National

Department

Elevated Commercial Division - HBH Holdings

Reports To

VP of eCommerce Operations

Job Type

Full-Time | Exempt / Salaried

About This Role

This is a senior inside role combining sales intelligence, business development, and CRM ownership. The right candidate brings deep familiarity with the commercial cultivation space - license structures, canopy operations, MSO dynamics, and how operators make supplier decisions - and uses that knowledge to identify the right prospects, engage them directly, and route qualified opportunities to the national and regional sales teams.

The job has three parts. First: build and work a portfolio of commercial target accounts from the inside - phone, email, and video outreach to identify interest, qualify need, and develop relationships. Second: build the intelligence layer that tells our field teams where to focus - who's licensed, who's growing, who's switching suppliers, and where we're not in the conversation yet. Third: drive consistent, meaningful adoption of our CRM tool so leadership has an accurate picture of the pipeline at any given time.

This is a senior individual contributor role to start, with a clear path to building a team as the function matures.

Key Responsibilities

Business Development

• Build and manage a portfolio of target commercial accounts through inside sales activity - phone, email, and video outreach to MSOs, large independent operators, and emerging regional players
• Identify, qualify, and develop prospects through direct engagement; pass qualified opportunities to the national and regional sales teams with full context and a warm handoff
• Maintain ongoing relationships with key contacts at target accounts between active sales cycles - staying visible, informed, and positioned for when timing is right
• Track and document all prospect interactions and pipeline movement in the CRM; nothing stays in your head or your inbox

Market Intelligence

• Own the national prospect database: who's licensed, what they're growing, how large the canopy, who supplies them today, and where we're not competing yet
• Define the qualification criteria and prioritization logic - the answer to "who should we be calling first and why"
• Track the signals that matter: new licenses, ownership changes, facility expansions, and suppliers losing accounts
• Produce regular market intelligence briefings for sales leadership - state-by-state coverage, whitespace analysis, competitive context, and target account status

CRM Adoption & Sales Enablement

• Drive real adoption of the CRM tool across the national and regional sales team - not just logins, but consistent use that creates a truthful picture of the pipeline
• Work with sales leadership to define and enforce pipeline hygiene standards: stage definitions, activity logging, and what "close-ready" actually means
• Coach reps on using market data to prioritize their books and engage accounts with something worth saying
• Identify gaps in how the tool is being used and bring those findings to leadership with a point of view on what to fix

What This Role Doesn't Own

A few things worth stating plainly:

• Quote processing and order booking stay with the Account Executives
• Inbound lead response is not this job
• Building the database record by record is not either - you define the standards, source the data strategy, and direct that work; the execution sits below this role

What We're Looking For

• 15+ years in commercial sales, business development, or sales leadership in the CEA, horticulture, or controlled environment agriculture space - with an established national network
• Real fluency in commercial cultivation: license structures, canopy tiers, facility types, MSO vs. independent dynamics, and how operators actually make supplier decisions
• A record of opening net-new accounts, not just managing inherited ones
• Experience getting a sales team to change behavior - whether that means adopting a tool, working a new process, or reprioritizing their time
• Comfortable working from data: pipeline reports, whitespace analysis, competitive signals - you use this stuff to make decisions, not just to report it
• Salesforce experience required; experience with purpose-built CRM or sales intelligence tools is a plus
• You can build from scratch - there's no predecessor for this role and no playbook handed to you

Compensation & Benefits

Base salary commensurate with experience, with performance-based incentives tied to new account acquisition and pipeline health metrics.

• Comprehensive health, dental, and vision insurance
• 401(k) with company match
• Flexible PTO and paid holidays
• Fully remote with flexibility on schedule