The Senior Manager US Market Development and Strategic Accounts develops and executes the strategy for growing engagement among high-value buyer accounts in the United States. The role uses internal and external data to prioritize growth opportunities, increase bid and buy participation, expand share of wallet, strengthen retention, and increase adoption of IAA Marketplace Services.
The Senior Manager leads and develops the Marketplace Demand team who advise IAA's top US buyer accounts. The team applies detailed knowledge of customer strategies, operating processes, and buying patterns to create account plans and recommendations that support customer objectives and sustainable growth for IAA.
ResponsibilitiesKey Responsibilities
Develop and execute a data-informed strategy for high-value US buyer accounts, with clear priorities for participation, share of wallet, retention, and service adoption.
Identify and prioritize strategic growth opportunities and translate them into coordinated targeting, demand generation, and opportunity management activities.
Lead and develop Marketplace Demand team, set clear priorities, and establish expectations for measurement and accountability.
Guide the team in serving as strategic consultants to key buyer accounts and in developing customized account plans based on each customer's business strategy, processes, and buying patterns.
Use internal and external data to evaluate account performance, identify emerging trends and behaviors, and adjust strategies when results or market conditions change.
Diagnose customer challenges and systemic issues that limit buyer growth, identify root causes, and work with cross-functional partners to implement durable solutions.
Represent the voice of the buyer across the organization and translate customer perspectives into improvements to products, services, and processes.
Knowledge and Capabilities
Strong knowledge of customer business models, operating processes, and buying behavior.
Ability to interpret a wide range of internal and external data and convert findings into clear recommendations.
Strong judgment in balancing customer needs with business priorities and sustainable growth.
Ability to identify root causes, recognize broader patterns, and guide others through complex problem solving.
Clear written and verbal communication skills, including the ability to influence cross-functional partners and senior stakeholders.
QualificationsBachelor's degree in business, finance, international business, or a related field.
At least 7+ years of related experience in the auto industry with market development, customer growth, demand generation, or a comparable field.
Experience leading and developing a team responsible for customer or account growth.
Experience using business and customer data to identify opportunities, set priorities, and measure results.
Demonstrated ability to develop consultative relationships and translate customer needs into actionable account strategies.
Experience working across functions to resolve complex customer or business issues.
Skills Required
- Bachelor's degree in business, finance, international business, or a related field.
- At least 7 years of related experience in the auto industry, market development, customer growth, demand generation, or a comparable field.
- Experience leading and developing a team responsible for customer or account growth.
- Experience using business and customer data to identify opportunities, set priorities, and measure results.
- Demonstrated ability to develop consultative relationships and translate customer needs into actionable account strategies.
- Experience working across functions to resolve complex customer or business issues.
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.
