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Armstrong World Industries · 2 days ago

Manager, Market Development Strategy Job

Lancaster, PA

Full-time

Hybrid

Mid, Senior Level

$125K/yr - $180K/yr

7+ years exp

Armstrong World Industries is a leader in the design and manufacture of innovative architectural applications. The Manager, Market Development Strategy will develop and execute market strategies for the Energy Saving Ceilings initiative, focusing on establishing product-market fit and leading growth initiatives across commercial segments.

Building MaterialHome RenovationManufacturing

Comp. & Benefits

Responsibilities

Own and continuously evolve the ESC market development strategy, aligned with business goals and energy market dynamics

Define target commercial customer segments, including existing influencers (architects, designers, CSAs) and new owner-led customers (property developers, K-12 school business officials, and other institutional decision-makers)

Translate market insights into clear priorities, investment cases, and execution plans

Design, execute, and lead structured market tests and pilots to validate ESC value propositions by customer type and segment

Establish success criteria, metrics, and learning agendas to evaluate PMF

Incorporate customer feedback, performance data, and market signals into actionable recommendations for product, pricing, and go-to-market adjustments

Build and lead scale plans once PMF is established, including repeatable motions for customer acquisition and expansion

Partner with sales and marketing to industrialize what works—playbooks, messaging, and deployment models

Identify expansion opportunities within existing customers and adjacent segments

Collaborate with sales to build and drive the ESC sales pipeline, including tracking sales opportunities, new leads, and customer accounts to ensure accurate documentation and visibility

Collaborate closely with Sales and Marketing to develop and deploy sales enablement toolkits, including value messaging, case studies, pilot frameworks, and segment-specific materials

Actively engage in key commercial pursuits, supporting customer conversations and strategic accounts

Deliver the annual ESC volume and sales objectives

Synthesize customer feedback and market data into clear recommended action plans for leadership

Serve as a key voice informing product roadmap, partnerships, and long-term growth strategy

Monitor energy market trends, policy developments, and competitive activity relevant to ESC

Qualification

Market development strategyGo-to-market executionSales pipeline managementCustomer segmentationStrategic thinkingStakeholder managementCommunication skillsTeam collaborationProblem-solving

Required

Bachelor's degree in Business, Engineering, Marketing, or related field; MBA or advanced degree a plus

7+ years of experience in market development, go-to-market strategy, product marketing, or commercial strategy roles

Proven experience designing and leading market tests, pilots, or new market entry initiatives

Strong understanding of commercial customer buying dynamics, particularly in AEC, institutional, or owner-led environments

Experience managing sales pipelines, customer segmentation, and go-to-market execution

Excellent strategic thinking, communication, and stakeholder management skills

Comfort operating in ambiguity and building structure where it doesn't yet exist

Benefits

A benefits package including: medical, dental, prescription drug, life insurance, 401k match, long-term disability coverage, vacation and sick time, product discount programs and many more.