[Hiring] Market Intelligence & Business Development Manager @HS BLOCKERCORP INC

Role Description

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:

• 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.
• 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.
• 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.

Qualifications

• 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.

Requirements

• 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.
• 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.
• 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.

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.