Senior Manager, U.S. Market Development & Strategic Accounts

Ritchie Bros.; Westchester (IL); On-site; USD 120,000 - 210,000; Full time

Job summary

Ritchie Bros. Auctioneers, Inc. is seeking a Senior Manager to lead US Market Development and Strategic Accounts, driving engagement among high-value buyer accounts across the United States.

This role relies on data to prioritize opportunities, increase bid participation, expand wallet share, and boost adoption of IAA Marketplace Services. The Senior Manager will guide the Marketplace Demand team, applying deep knowledge of customer strategies and buying patterns to craft account plans and drive

Qualifications

• Bachelor’s degree in business, finance, international business, or a related field.
• 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.

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.

Skills

Strategic thinking

Data-driven

Stakeholder management

Cross-functional leadership

Communication skills

Education

Bachelor’s degree in business/finance/intl. business

Job description

Job Description 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.

Job Description 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.

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.

Qualifications

• Bachelor'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.