Senior Manager, Market Development

Description

Malibu Boats, Inc Overview:

A pre-eminent innovator in the powerboat industry, Malibu Boats, Inc. (MBUU) designs and manufactures products that appeal to an expanding range of recreational boaters, fisherman and water sports enthusiasts whose passion for boating is a key component of their active lifestyles. Our current brands include Malibu, Axis, Cobalt, Pursuit, Cobia, Pathfinder, Maverick, and Hewes.

#MalibuBoats 

Position Summary:

The Senior Manager, Market Development plays a critical role in both strengthening the commercial performance of the dealer network and leading the expansion into new customer touchpoints across the purchase journey. As part of a cross-functional Dealer Development team, this role is responsible for identifying, developing, and commercializing new revenue and margin-generating initiatives within the dealer channel such as retail and inventory financing programs, extended warranties, leasing, and insurance. This position is also responsible for developing programs for non-traditional channels like boat clubs, camps and rental operations. This position is highly collaborative, working closely with Dealer Development, Sales Operations, Finance, Marketing, and Product teams to deliver solutions that drive dealer success while opening new pathways for customer engagement beyond traditional retail.

Key Responsibilities:

Retail & Inventory Financing Programs:

• Execute and optimize floorplan and retail financing programs in partnership with internal stakeholders, external lenders and dealers.
• Support development of consumer-facing promotions with cross-functional teams, ensuring alignment with seasonal demand and sales strategies.
• Monitor program effectiveness and provide insights to continuously improve adoption and dealer ROI.

Dealer Margin Expansion Programs:

• Lead creation and rollout of value-added dealer offerings such as:

• Certified Pre-Owned (CPO) programs
• Extended warranties and service plans
• Insurance partnerships
• Leasing or non-traditional ownership pilots

• Ensure all offerings are structured to be financially sound, operationally executable, and legally compliant.
• Collaborate with dealer communications and field teams to support adoption and training.

Boat Club & Rental Partnerships:

• Manage relationships with boat club and rental partners, including onboarding, inventory allocation, and performance oversight.
• Align partner strategy with commercial goals and product lifecycle planning.
• Explore and negotiate new business models and pilot opportunities to expand access to boating through rental and shared-use formats.

Dealer Development Integration:

• Work closely with dealer development to ensure program coordination with dealer segmentation, territory planning, and network coverage.
• Contribute to dealer scorecard development, performance tracking, and incentive design.
• Support broader dealer health initiatives in partnership with Sales, Marketing, and Product teams
• This role leads creation and pilot execution; Dealer Development supports scaling and long-term adoption.

Who You Are

• A self-starter: Roll-up your sleeves and get the job done through innovative thinking and creative problem solving.
• A challenger: Push the team and dealers to think different, by understanding their business and surfacing insights that drive mutually beneficial results.
• A collaborator: Work effectively in a helix organization, avoid surprising others through consistent communication and dissemination of information.
• A data buff: Passionate about data with a natural curiosity to dig deeper, a knack for data analysis, data visualization, and data-driven decision-making.
• A change agent: Act as a catalyst for change by embracing and actively promoting new ideas and influencing others to do the same.

Qualifications

Qualifications:

• 6–10 years of experience in the marine, automotive, RV, or powersports industries, with a strong understanding of how retail and inventory financing programs function within dealer networks.
• Deep knowledge of consumer financial programs, including floorplan lending, indirect lending, leasing structures, and F&I product design.
• Dealer financing experience (e.g., managing programs with lenders) is a strong plus.
• Demonstrated success in developing and executing go-to-market programs with cross-functional teams.
• Strong commercial acumen, with the ability to assess program ROI, dealer impact, and operational feasibility.
• Experience managing external partners and contracts, particularly in financial services or shared-use business models (boat clubs, rentals, etc.).
• Proficient in program reporting, KPI tracking, and delivering insights to leadership.
• Excellent communication, presentation, and relationship management skills.
• Bachelor’s degree in Business, Finance, Marketing, or related field; MBA or relevant graduate degree preferred.
• Passion for the marine industry as a desire to learn and grow.

Travel Requirement:

~20–30% travel to dealer sites, partner meetings, and industry events (week or weekends)