Manager, Market Development – Dealer East

MasterBrand, Inc.•Charlotte, NC

1d•Remote

About The Position

The Manager, Market Development – Dealer East owns performance management for the Dealer East sales team, translating performance data into insight, countermeasures, and action. The role owns the integrity and cadence of Dealer East performance indicators and countermeasure follow-through, while Regional Sales Managers retain ownership of their regional results. Success depends on influence, credibility, and hands-on partnership. The position leads the Dealer East KPI scorecard, analyzes performance across regions, agencies, representatives, brands, accounts, and markets, develops and tracks countermeasures, and maintains self-service views in sales analytics platforms. It also executes countermeasures in the field, coaches sales representatives, manages churn reporting and dealer recovery plans, develops market attack strategies for priority markets, and leads and develops the Inside Sales team. This is a remote role requiring residence in Eastern Time and approximately 25% travel within the Dealer East territory. The position reports to the Leader, Sales – Dealer East, and directly manages East Inside Sales team members.

Requirements

Demonstrated ability to own a KPI scorecard end to end, including defining, reporting, diagnosing, and improving performance.
Strong analytical capability and ability to work directly with large data sets and business intelligence tools.
Advanced Excel skills.
CRM proficiency, ideally Salesforce, including funnel management, lead conversion, and opportunity reporting.
Ability to translate analysis into executable countermeasures and drive them to completion.
Field selling or field sales support experience and credibility to ride along with and coach experienced representatives.
Ability to lead and influence without authority and work effectively as a peer to Regional Sales Managers.
People leadership experience, including coaching, goal setting, and performance management.
Excellent written and verbal communication skills, including the ability to prepare executive-ready read-outs and present to senior leadership.
Comfort with ambiguity and shifting priorities, with strong prioritization and follow-through.
Willingness to travel approximately 25% within the Dealer East territory.
Must live in Eastern Time hours.

Nice To Haves

Experience with Qlik Sense, Power BI, or equivalent business intelligence tools.
Familiarity with continuous improvement methods such as A3 problem solving, 80/20, or lean.

Responsibilities

Own the integrity, reporting, and improvement of Dealer East performance indicators, including intake, ASP/NET ASP, new dealer activations, activation-to-transaction conversion, and churn/recovery.
Analyze performance by region, agency, representative, brand, account, and market to identify the sources of performance gaps.
Develop structured countermeasures with an owner, target metric, expected dollar impact, and due date; maintain the countermeasure log, drive closure, and escalate stalled actions.
Build and maintain self-service performance views and bookmarks in the company’s sales analytics platforms.
Execute countermeasures in the field, including ride-alongs and support for new-account calls and dealer activation.
Coach agency and inside sales representatives on activation, onboarding, funnel hygiene, and supporting tools.
Partner with Regional Sales Managers on ride-along planning and focus field work on measured performance gaps.
Own Dealer East churn reporting, identify recovery opportunities, develop attack plans, and report recovery results.
Work with sales agencies and Regional Sales Managers to create and complete written improvement plans for at-risk dealers.
Participate in high-value dealer recovery conversations in person when warranted by the relationship or financial exposure.
Identify underperforming metropolitan statistical areas and sub-markets, and develop market attack strategies covering dealer gaps, target accounts, brand fit, competitive response, and required investment.
Partner with Marketing, Product, and the Business Development Manager to align programs, promotions, and merchandising support with priority markets.
Lead, coach, and develop Inside Sales team members by setting priorities, call cadence, target accounts, and performance expectations.
Develop an Inside Sales strategy that leverages the model in partnership with onsite representatives and introduces practices for accelerating first orders, reactivating lapsed accounts, and maintaining pipeline coverage.