Market Development Manager

American Woodmark; Winchester (VA); Hybrid; USD 95,000 - 130,000; Full time

Benefits offered by this job

Health Care Benefits

Paid Holidays

Paid Vacation Days

Paid Sick Days

401(k) Retirement Savings Plan & 5

Tuition Assistance

Relocation Assistance when available

Job summary

MasterBrand Cabinets LLC is seeking a Manager, Market Development – Dealer East to own KPI scorecards, analyze regional performance, and drive countermeasures with field execution. You will partner with East Inside Sales and Regional Sales Managers to diagnose gaps, develop actions, and monitor progress.

This hybrid role blends analytics with hands-on field work across Dealer East accounts. You will coach agency and inside sales teams, lead countermeasure execution, and help shape market

Qualifications

• Demonstrated ability to own a KPI scorecard end to end — define, report, diagnose, and improve.
• Strong analytical capability with large data sets and BI tools; advanced Excel required, with Qlik Sense/Power BI or equivalent.
• CRM proficiency, ideally Salesforce, including funnel management, lead conversion, and opportunity reporting.
• Proven ability to translate analysis into executable countermeasures and drive them to completion.
• Field selling or field sales support experience with credibility to ride along, coach and be taken seriously by experienced representatives.
• Ability to lead and influence without authority; operate as a peer to Regional Sales Managers while holding the organization to a performance cadence.
• People leadership experience, including coaching, goal setting, and performance management.
• Willingness to travel approximately 25% within Dealer East territory.

Responsibilities

• Own the Dealer East KPI scorecard — ensure data integrity, reporting, and improvement.
• Convert findings into structured countermeasures with owners, targets, dollars impact, and due dates.
• Maintain countermeasure logs and drive items to closure; elevate stalled ones.
• Build and maintain self-service views and bookmarks in sales analytics platforms for field access.

Skills

KPI ownership

Advanced Excel

Salesforce CRM

Data analysis

Leadership

Tools

Power BI

Qlik Sense

Job description

American Woodmark is now part of MasterBrand, the largest residential cabinet manufacturer in North America. Together, we offer a comprehensive portfolio of trusted cabinetry brands and products to homeowners, builders, dealers, and retailers.

At MasterBrand, our purpose is Building Great Experiences Together. For more than 70 years, our products have helped shape the spaces where people live, gather, and make lasting memories.

The MasterBrand Way guides how we work. It challenges each of us to make the team better, be bold, and champion improvement in everything we do. Our success is driven by talented people who make our products and serve our customers every day. We are committed to providing a safe workplace where associates can learn, contribute, and make an impact.

Come see why joining American Woodmark and MasterBrand is an opportunity to grow your career and help build something great together.

Position:

The Manager, Market Development – Dealer East owns the primary performance indicators for the Dealer East sales team and is accountable for turning that data into insight, countermeasures, and executed action. This is a hybrid analytical and field-facing role: the individual is expected to find the gap, name the root cause, build the countermeasure, and then go into the field and help execute it or orchestrate the individuals who will.

The role serves as the system owner for Dealer East performance management — owning the data, the cadence, and the countermeasure discipline — while the Regional Sales Managers retain ownership of their regional numbers. Success depends on influence, credibility, and hands-on partnership rather than positional authority.

ORGANIZATIONAL RELATIONSHIPS

• Reports to the Leader, Sales – Dealer East.
• Serves as a peer to the three Regional Sales Managers covering the Dealer East territory; partners with them on diagnosis, planning, and execution without owning their regional number.
• Directly manages the East Inside Sales team members.
• Maintains a dotted-line relationship to the Business Development Manager, coordinating on new dealer acquisition and market attack priorities.
• Works closely with independent sales agencies across the Dealer East territory, Commercial Operations, Marketing, Product, Customer Service, and Finance.

YOUR ROLE

Own the Dealer East KPI Bowler

The role is accountable for the integrity, reporting, and improvement of the following primary indicators:

• Intake (incoming orders): Weekly intake commit process, gap-to-plan analysis, and countermeasure tracking by region and agency (Weekly)
• ASP / NET ASP: Mix, price realization, and ASP defense analytics; flags erosion by brand, agency, and account (Weekly/Monthly)
• New dealer activations: Activation pace by region, agency, and rep against target; funnel hygiene in Salesforce (Monthly)
• Activation-to-transaction conversion: Conversion rate and time-to-first-order; owns the list of activated-but-not-transacting dealers (Monthly)
• Churn / recovery: Churn report ownership, recovery task closure, and dealer improvement plan completion (Bi-Monthly)

Turn Data into Insight and Countermeasures

• Analyze performance across region, agency, rep, brand, account, and market to isolate where the gap actually sits — volume, mix, price, churn, or new business shortfall.
• Convert findings into structured countermeasures using the A3 / countermeasure format, with a named owner, a target metric, an expected dollar impact, and a due date.
• Maintain the countermeasure log and drive it to closure; elevate stalled items rather than letting them age.
• Build and maintain self‑service views and bookmarks in the company's sales analytics platforms so the field can see its own performance without waiting on a report.

Execute in the Field

• Personally execute countermeasures, not just design them. Where a region underperforms on new dealer sign-ups, conduct ride‑alongs with key representatives on new‑account calls and confirm they know how to work the activation process end to end.
• Coach agency and inside sales representatives on activation, onboarding, funnel hygiene, and the tools that support them.
• Partner with Regional Sales Managers on ride‑along planning so field effort is directed at the largest measured gaps.

Churn Reduction and Dealer Improvement Plans

• Own the Dealer East churn reporting process, including identification of accounts with the greatest opportunity of recovery and creating attack plans.
• Work with the sales agencies and Regional Sales Managers to build written improvement plans for at-risk dealers, including root cause, committed actions, owners, and dates.
• Drive improvement plans to completion and report recovery results against the churn recovery metric.
• Join the highest-value recovery conversations in person where the relationship or the dollar exposure warrants it.
• Identify metropolitan statistical areas (MSAs) and sub-markets where MasterBrand is underperforming relative to market opportunity, share, or competitive position.
• Build market attack strategies for priority MSAs, including dealer coverage gaps, target account lists, brand fit, competitive response, and the investment required.
• Partner with Marketing, Product, and the Business Development Manager to align programs, promotions, and merchandising support behind the priority markets.

Lead and Evolve the Inside Sales Team

• Lead, coach, and develop Inside Sales team members, setting clear priorities, call cadence, target account sets, and performance expectations.
• Over the medium and long term, set a new inside sales strategy that understands the unique strengths and weaknesses of the Inside Sales model and uses it in partnership with onsite reps.
• Introduce inside sales best practices such as activation‑to‑first‑order acceleration, lapsed account reactivation, and structured pipeline coverage.

REQUIRED KNOWLEDGE, SKILLS, AND EXPERIENCE

• Demonstrated ability to own a KPI scorecard end to end — define, report, diagnose, and improve.
• Strong analytical capability with the ability to work directly in large data sets and business intelligence tools; advanced Excel required, with Qlik Sense, Power BI, or equivalent strongly preferred.
• CRM proficiency, ideally Salesforce, including funnel management, lead conversion, and opportunity reporting.
• Proven ability to translate analysis into a small number of executable countermeasures and then drive them to completion.
• Field selling or field sales support experience with the credibility to ride along, coach and be taken seriously by experienced representatives.
• Ability to lead and influence without authority; effective as a peer to Regional Sales Managers while holding the organization to a performance cadence.
• People leadership experience, including coaching, goal setting, and performance management.
• Familiarity with continuous improvement methods such as A3 problem solving, 80/20, or lean is preferred.
• Excellent written and verbal communication skills, with the ability to build an executive‑ready read‑out and present it to senior leadership.
• Comfort with ambiguity, shifting priorities, and a broad task set; strong personal prioritization and follow‑through.
• Willingness to travel approximately 25% within the Dealer East territory.

The Recruitment process may consist of any combination of phone, video and in person interviews.

Offers may be contingent upon successful completion of Background Check, Drug Screen, Physical Examination and/or potential Motor Vehicle Check.

BENEFITS PACKAGE INCLUDES:

• Competitive Compensation
• Health Care Benefits
• Paid Holidays
• Paid Vacation Days
• Paid Sick Days
• 401(k) Retirement Savings Plan & Profit Sharing
• Tuition Assistance
• Relocation Assistance when available

MasterBrand Cabinets LLC is an equal opportunity employer. MasterBrand Cabinets LLC’s policy is not to discriminate against any applicant or employee based on race, color, religion, sex, gender identity or expression, national origin, ancestry, age, disability/handicap status, marital status, military status, sexual orientation, genetic history or information, or any other basis protected by federal, state or local laws. MasterBrand Cabinets LLC also prohibits harassment of applicants or employees based on any of these protected categories. It is also MasterBrand Cabinets LLC’s policy to comply with all applicable federal, state and local laws respecting consideration of unemployment status in making hiring decisions.

Reasonable Accommodations

MasterBrand Cabinets LLC is committed to working with and providing reasonable accommodations to individuals with disabilities. If you have a disability and wish to discuss potential accommodations related to applying for employment, please contact us at [e-mail].