Manager, Market Development – Dealer East
MasterBrand · Remote
For more than 70 years, MasterBrand has been shaping the places where people come together, enriching lives and creating meaningful memories for our customers. We are the #1 manufacturer of residential cabinets in North America, and our associates produce the most comprehensive portfolio of superior cabinetry products for the kitchen, bath and other parts of the home. Come see why our associates love working at MasterBrand.
Job Description:
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.
This is a remote role but will travel 25% of the time and candidates must live in EST hours.
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; escalate 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.
Market Attack Strategy
- 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.
Equal Employment Opportunity
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 staffing@masterbrand.com.