Manager, Market Development – Dealer East at MasterBrand

Job description

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