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Market Development Specialist, Road Zipper
Lindsay Corporation is hiring a Market Development Specialist, Road Zipper for its Infrastructure division. In this role, you will join a highly collaborative, customer-centric team responsible for supporting the identification, development, and advancement of business opportunities for the Road Zipper product segment within the Infrastructure Division. The successful candidate will work closely with experienced Business Development Manager and cross-functional partners to build market knowledge, develop customer relationships, and create qualified opportunities. This role provides hands-on experience with complex transportation projects, long sales cycles, proposal development, and consultative selling. The Market Development Specialist, Road Zipper will engage with transportation agencies, contractors, consulting engineering firms, toll authorities, concessionaires, and other industry stakeholders while helping expand the Road Zipper business across North America. For candidates who perform well, this role can provide a strong foundation for future commercial growth opportunities within Infrastructure.
DUTIES & RESPONSIBILITIES
• Partner with Business Development Manager to support territory plans, customer engagement, and sales activities for Road Zipper.
• Generate and qualify leads by prospecting potential customers, identifying new opportunities with existing customers, and responding to inbound inquiries.
• Research prospective and existing transportation agencies, consulting engineering firms, contractors, toll authorities, concessionaires, projects, market trends, and competitive activity to prepare relevant and tailored outreach.
• Proactively schedule calls and meetings with prospective and existing customers through phone, email, LinkedIn, industry networks, and other appropriate channels.
• Shadow customer calls and meetings with a Business Development, then progressively own selected calls and follow-up activities as knowledge and capability develop.
• Support follow-up actions that advance the pipeline, strengthen customer engagement, and maintain momentum across long-lead opportunities.
• Conduct pre-sales activities, help develop and present solutions that support project development plans and pursuit strategies, and monitor outcomes.
• Assist with customer presentations, market analyses, business cases, sales collateral, and high-quality proposal submissions.
• Participate in in-person customer meetings, presentations, site visits, exhibitions, conferences, and association activities.
• Maintain timely and accurate records of activities, contacts, opportunities, next steps, and pipeline status in Salesforce CRM and related systems.
• Complete the designated sales development training curriculum and demonstrate progressive knowledge of Road Zipper solutions, roadway safety, traffic management, managed lanes, and transportation procurement.
• Travel for customer meetings, project pursuits, industry events, and team activities as required.
• Work cooperatively within Lindsay's matrix-based organization and One Lindsay culture, contributing to shared priorities and broader company initiatives.
PREFERRED QUALIFICATIONS
• Bachelor's degree in Business, Marketing, Engineering, Construction Management, Communications, or a related field preferred.
• 3-5 years of business-to-business sales, business development, engineering, construction, transportation, project coordination, or other relevant customer-facing experience.
• Demonstrated ability to build credibility and communicate effectively with customers, partners, and internal stakeholders.
• Advanced computer, internet research, and prospecting skills, with the ability to translate research into focused outreach and opportunity development.
• Excellent written, verbal, presentation, problem-solving, and interpersonal communication skills.
• Ability to plan and prioritize daily responsibilities while managing multiple opportunities and follow-up commitments.
• Demonstrated ability to collaborate with others to overcome challenges and deliver results in a matrix-based organization.
• Self-motivated, curious, organized, and willing to learn complex transportation solutions and long-cycle consultative selling.
• Working knowledge of PowerPoint, Excel, Word, Outlook, and Teams. Experience with Salesforce or another CRM platform is preferred.
• Experience in transportation infrastructure, consulting engineering, highway construction, roadway safety, intelligent transportation systems, managed lanes, or related markets is preferred but not required.
• Ability and willingness to travel as required.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
Lindsay Corporation does not accept unsolicited referrals or resumes from any source other than directly from candidates. We will not consider unsolicited referrals and/or resumes from vendors including and without limitation, search firms, staffing agencies, fee-based referral services and recruiting agencies. Lindsay Corporation will not pay a fee to a recruiter or agency that does not have a signed vendor agreement with Lindsay Corporation. Any resume or CV submitted to any employee of Lindsay Corporation without having a vendor agreement in place will be considered property of Lindsay Corporation. Lindsay Corporation will not be held liable to pay a placement fee.