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National Account Manager

2 weeks ago

Geelong, Australia Ritchie Bros. Full time

RESPONSIBILITIES

**Account Management & Growth**
- Serve as the primary point of contact for existing high-value accounts, fostering strong, long-term client relationships.
- Develop and implement account plans to achieve revenue growth targets and strategic objectives.
- Engage with stakeholders at all levels within client organizations, from operational teams to executive leadership, to ensure alignment, satisfaction, and retention.
- Lead Monthly, Quarterly and Annual Operational and Performance Business Reviews with clients to review performance metrics, discuss strategic goals, and identify opportunities for improvement and growth.
- Actively participate in the preparation, review, and negotiation of Requests for Proposals (RFPs) and contracts to secure new opportunities and strengthen client partnerships.
- Identify opportunities for upselling and cross-selling services to address evolving client needs and add value.
- Support Industry Assessors and Internal Stakeholders to deliver timely and accurate salvage estimating, consignment and buy price services and referral to Sale salvage negotiations.
- Support the expansion of bidder and buyer participation through relationships and activity across Industry Associations promoting our brand and services.

**Customer Relationship Management**
- Deliver exceptional customer service by addressing client inquiries and resolving issues promptly to ensure satisfaction and retention.
- Maintain regular communication with assigned clients to reinforce relationships and ensure alignment with their needs.
- Collaborate with internal teams (sales, remarketing, operations) to optimize service delivery and exceed client expectations.
- Represent IAA as a trusted partner, offering tailored solutions and insights to support client goals.

**Reporting & Analytics**
- Prepare and deliver detailed client reports, including performance metrics, SLA & KPI achievements, and actionable insights.
- Analyse account data using available systems and other tools to monitor trends, identify areas for improvement, and inform decision-making.
- Provide timely market and competitor intelligence to the business to support strategic planning.

**Collaboration & Strategy**
- Work collaboratively with sales, remarketing, and operations teams to ensure alignment on strategies that enhance customer experience and drive business growth.
- Contribute to initiatives that strengthen client engagement, build loyalty, and enhance IAA’s market position.

**Compliance, Safety, and Sustainability**
- Ensure all sales activities adhere to industry regulations, company policies, and safety standards, maintaining ethical and risk-aware practices.
- Advocate for and reinforce IAA’s commitment to safety, sustainability, and compliance within all account management activities.

**Future Leadership Development**
- Support the development of an account management team as the business grows, with potential opportunities to assume leadership responsibilities.

QUALIFICATIONS

**Extensive experience in account management roles required with at least 5 years in an account management capacity.**
- Strong communication and relationship-building skills, with a demonstrated ability to negotiate effectively and influence stakeholders at all levels, even in challenging or high-stakes situations.
- Demonstrated success in managing high-value client portfolios and achieving growth targets.
- Proficiency in Salesforce CRM and MS360 for account tracking, reporting, and communication.
- Strong analytical abilities to interpret client data and refine account strategies.
- Exceptional negotiation, communication, and problem-solving abilities.
- Ability to build and maintain authentic, trust-based relationships with clients and internal stakeholders.
- Capability to grow and develop a team as the business expands, fostering a collaborative and high-performing culture.