Reference #: 45163-en_US
Primary location:Lancaster,Pennsylvania
Relocation offered:No
Employment status:Full-Time
Travel:11%-25%
Non-compete:No
Location: Work from home position located inLancaster,Pennsylvania
The estimated base salary range for this role is $125,000 to $180,000 per year.
Individual pay is based upon location, skills and expertise, experience and other relevant factors (salary may be adjusted based on geographic location)
What does it mean to work at Armstrong?
It means being immersed in a supportive culture that recognizes you as a key player in Armstrong's future. We are a large company with a local feel, where you will get to know and collaborate with leadership and your colleagues across the company.
By joining us, you'll have the opportunity to make the most of your potential. Alongside a competitive remuneration package, you will receive:
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.
Personal development to grow your career with us based on your strengths and interests.
A working culture that balances individual achievement with teamwork and collaboration. We draw on each other's strengths and allow for different work styles to build engagement and satisfaction to deliver results.
The Manager, Market Development Strategy is responsible for developing refining, executing, and scaling the market development strategy for our Energy Saving Ceilings (ESC) initiative across the enterprise, including commercial customer segments. This role sits at the intersection of business, sales, marketing, and product disciplines, as well as functional support groups such as Tax, Legal, and Finance, with a primary focus on establishing product-market fit (PMF) through, among other efforts, structured market tests, and leading a "land and expand" plan to achieve growth once fit is validated.
The role requires a hands-on leader who works in the business - engaging customers, shaping value propositions, managing pipeline, and deploying sales enablement, while also building the frameworks and scale plans required for sustained growth.
This role will lead the Market Development pillar of our ESC initiative and, accordingly, must collaborate frequently and effectively with the other initiative pillars and their leaders, namely BEM, Incentives and Innovation.
What's in it for you!
Work with senior leaders and diverse teams.
Gain exposure to enterprise-level strategy and execution.
Influence how our Energy Saving Ceilings (ESC) solution scales across commercial segments.
What You'll Do
Market Development Strategy & Leadership
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.
Product-Market Fit (PMF) & Market Testing
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.
Execute 'Land & Expand' Growth Play
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.
Commercial Execution & Sales Enablement
Collaborate withsales 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.
Market Intelligence & Action Planning
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.
What will make you successful
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.
Qualifications
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.
Why should you join Armstrong World Industries?
Armstrong World Industries (AWI) is anAmericas leader in the design and manufacture of innovative interior and exterior architectural applications including ceilings, specialty walls and exterior metal solutions. With approximately $1.4 billion in revenue, AWI has about 3,700 employees and a manufacturing network of 21 facilities in North America.
At home, at work, in healthcare facilities, classrooms, stores, or restaurants, we offer interior solutions that help to enhance comfort, save time, improve building efficiency and overall performance, and create beautiful spaces.
For more than 160 years, we have built our business on trust and integrity. It set us apart then, and it sets us apart now, along with our ability to collaborate with and innovate for the people we're here to serve - our customers, our shareholders, our communities and our employees.
We are committed to developing new and sustainable architectural solutions, with design and performance possibilities that make a positive difference in spaces where we live, work, learn, heal and play. It's an exciting, rewarding business to be in, and we're committed to continue to grow and prosper for the benefit of all of our stakeholders. We hope you join us.
Our Sustainability Ambition
"Bringing our Purpose to Life" - lead a transformation in the design and building of spaces fit for today and tomorrow.
We are committed to:
Engaging a diverse, purpose-driven workforce;
Transforming buildings from structures that shelter into structures that serve and preserve the health and well-being of people and planet;
Pursuing sustainable, innovative solutions for spaces where we live, work, learn heal and play;
Being a catalyst for change with all of our stakeholders; and
Making a positive difference in the environments and communities we impact.
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