Market Development Manager
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Job Description
Market Development Manager growing Ace Hardware’s California market share through new stores, conversions, acquisitions, and investor development. Field-based role requiring extensive overnight travel.
Responsibilities:
- Manage the business development process for California
- Increase Ace’s market share through the new store growth strategy
- Recruit, educate, and motivate potential candidates
- Develop business plans and consult with existing Ace retailers, new investors, and competitor conversion or acquisition candidates
- Assess prospects’ business acumen, character, competence, and financial wherewithal
- Finalize and close new business opportunities
- Execute technical operating procedures from Interest-to-Application
- Conduct demographic analysis, trade potential assessment, sales forecasting, site audits, and expansion area notifications
- Create pro formas and secure stakeholder approvals
- Execute letters of intent and assist with securing financing
- Complete Ace membership applications according to standard operating procedures
- Pursue market opportunities involving potential candidates, open markets, real estate sites, lenders, brokers, and public relations
- Create market momentum through market diligence and Ace advocacy with stakeholders
- Collaborate with Retail Operations leadership and field teams
Requirements:
- Minimum of 5 years of experience in retailing, franchising, real estate, or market development work
- College Degree in business preferred but not required
- Ability to develop, secure, and close a new store and/or conversion opportunity
- Strong negotiation skills
- Strong presentation skills for wealthy investors, real estate brokers, lenders, and existing Ace retailers
- Interpersonal ability to create trust, respect, and understanding
- Business acumen, including ability to interpret business financials
- Understanding of the lease negotiation process
- Strong grasp of capitalization and financing opportunities, methods, and processes
- Understanding of store density, cannibalization, and their effects on the Ace brand
- Understanding of franchise competitors and how to position Ace against them
- Ability to create coalitions with Retail Operations, including the Director, Regional Manager, Project Manager, and District Manager
- Proficient in MS Office (Word, Excel, PowerPoint, Outlook)
- Ability to work flexible hours and travel extensively overnight (3–4 days/week)
Benefits:
- Incentive opportunities based on role/grade level
- 401(k) retirement savings plan with fully vested matching contribution the first year, quarterly contributions, and annual discretionary contribution
- Comprehensive medical, dental, vision, disability, and life insurance coverage
- 21 days of vacation immediately available
- Up to 6 paid holidays depending on month of hire
- Company car, phone, and fuel card for field-based positions
- Annual Ace Cares Week
- 20 hours off work per year for volunteering
- Opportunities to help Children’s Miracle Network Hospitals and the Ace Helpful Fund through the Ace Foundation
- On-site classes and facilitator-led courses
- Tuition assistance program
- Performance management and coaching
- Campus events including Employee Appreciation Week, vendor demos, cookouts, and merchandise sales
- On-site/mobile services including mobile spas, auto maintenance, car wash and detailing, dry cleaning, dentists, eye doctors, flu shots, and recycling
- Employee discounts on Ace merchandise, travel, fitness, computers, and more
- Birth/Adoption bonding paid time off
- Adoption cost reimbursement
- Employee Assistance Program with free therapist and lawyer visits, financial guidance, elder/childcare assistance, and entertainment ticket assistance
- Identity theft protection
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