The Market Development Specialist is responsible for the growth, compliance, and account management of assigned broker accounts within the IAA marketplace. This role develops a deep understanding of each broker account’s business model, customer base, buying activity and operational needs, then translates those insights into establishing project-based initiatives to increase commercial growth, wallet-share, and net promoter score. The Specialist serves as the primary point of coordination for assigned broker accounts, partnering across Marketplace Demand, Sales, Operations, Finance, Legal, Risk, Compliance and Customer Support to resolve issues, improve the customer experience and ensure accounts operate in accordance with IAA policies, contractual requirements and applicable standards. This role supports the Senior Manager’s strategy to grow buyer demand and strategic accounts by delivering account execution, performance insights and consistent compliance oversight.
ResponsibilitiesMAJOR ACCOUNTABILITIES
- Own growth plans for assigned broker accounts, including account objectives, engagement strategies, performance targets, and actions to increase buyer activity, transactions, and share of wallet.
- Manage the broker account lifecycle and day-to-day relationships while developing a strong understanding of account business models and IAA policies.
- Establish and support initiatives focused on commercial growth, account performance, and profitability.
- Own broker account compliance by monitoring adherence to IAA policies, account requirements, contractual obligations, and established controls.
- Document compliance findings, coordinate corrective actions, and escalate material risks when necessary.
- Analyze account performance and marketplace data to identify trends, risks, and growth opportunities.
- Prepare recommendations, business reviews, and progress updates for account stakeholders and Marketplace Demand leadership.
- Partner cross-functionally to onboard and support broker accounts, resolve operational barriers, improve processes, and represent the broker perspective in marketplace, product, and customer experience decisions.
DECISION MAKING
- Make data-driven recommendations using account performance, growth requirements, marketplace activity, customer insights, and compliance indicators.
- Prioritize account actions based on growth potential, customer impact, operational feasibility, and risk.
- Determine when recurring issues can be resolved by serving as a liaison between internal teams and assigned accounts, and when escalation to leadership, Legal, Risk, or Compliance is required.
- Balance broker account needs with IAA policies, controls, and commercial objectives to support responsible and sustainable growth.
PROBLEM SOLVING
- Identify barriers limiting broker account growth and coordinate cross-functional solutions that improve account performance and customer experience.
- Investigate account activity and compliance concerns, identify root causes, and develop clear corrective-action recommendations.
- Analyze data to identify market and performance trends, holding assigned broker accounts and internal teams accountable for implementing solutions that support growth.
- Recognize recurring account or process issues and recommend scalable improvements that benefit the broader broker account portfolio.
- Bachelor’s Degree or equivalent combination of education and relevant experience
3+ years of experience in Business, Marketing, Finance, International Business or related field; experience with account management, marketplace operations, risk or compliance preferred
Skills Required
- Bachelor’s degree or equivalent combination of education and relevant experience
- 3+ years of experience in Business, Marketing, Finance, International Business, or a related field
- Experience with account management, marketplace operations, risk, or compliance
Ritchie Bros. Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Ritchie Bros. and has not been reviewed or approved by Ritchie Bros..
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Affordable Benefits — Medical coverage is often considered very affordable, with low employee costs noted as a differentiator. Benefits begin on day one, which strengthens perceived value.
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Leave & Time Off Breadth — PTO and paid holidays are part of the standard package across regions under RB Global. Day‑one eligibility and clear time‑off programs contribute to a well‑rounded offering.
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Retirement Support — A 401(k) with company match in the U.S. and RRSP match in Canada are offered, alongside an ESPP for employee ownership. These programs indicate solid retirement support across locations.
Ritchie Bros. Insights
What We Do
Established in 1958, Ritchie Bros. (NYSE and TSX: RBA) is a global asset management and disposition company, offering customers end-to-end solutions for buying and selling used heavy equipment, trucks and other assets. Operating in a multitude of sectors, including construction, transportation, agriculture, energy, oil and gas, mining, and forestry, the company’s selling channels include: Ritchie Bros. Auctioneers, the world’s largest industrial auctioneer offers live auction events with online bidding; IronPlanet, an online marketplace with featured weekly auctions and providing its exclusive IronClad Assurance® equipment condition certification; MarketplaceE, an online marketplace offering multiple price and timing options; Mascus, a leading European online equipment listing service; and Ritchie Bros. Private Treaty, offering privately negotiated sales. The company also offers sector-specific solutions including GovPlanet, TruckPlanet, Kruse Energy Auctioneers, and Cat® auctions, plus equipment financing and leasing through Ritchie Bros. Financial Services. For more information about the unprecedented choice provided by Ritchie Bros., visit RitchieBros.com.
