Director, Member Engagement, Electrical Division – AD Canada

Description

The Director of Member Engagement is responsible for Member relations, performance, and growth for assigned Division(s) and for being the primary member relations support resource for the assigned Division(s). The focus for the individual includes, but is not limited to, Members’ adoption of AD Supplier Partners, successful on-boarding of new Members, support Divisional Executives in managing the division’s network infrastructure, serving as a Member advocate, processes (and accompanying metrics) that enable the business unit to reach more members through the use of technical platforms and structured cadences, developing and/or maintaining proactive and positive relationships with all existing members and driving their understanding of AD and adoption of AD programs that will help them grow their businesses.

Primary Responsibilities (AD Members):

• Manage relationships with assigned existing Division Members.
• Manage Member Participation Rate - Drive increased AD participation rates by overseeing programs that encourage Members to maximize earnings and volume with preferred Supplier Partners.
• Manage processes that gather continuous feedback on Member satisfaction with the organization. Identify concerns and opportunities, ensure that internal departments are responsive and take corrective action as necessary.
• Train new and existing Members on AD’s benefits, programs, and operations. Drive adoption of and participation in existing AD programs.
• Oversee Member compliance with published Membership participation requirements (see Membership Criteria document).
• Conduct AD business reviews with the majority of each Division’s members via technology solutions and structured processes.
• Conduct select annual, in person, AD business reviews with members that represent the majority of Divisional spend and/or are large and influential members if assigned by Divisional Executive.
• Conduct AD business reviews with new Members, upon request or opportunistically during travel to a region.
• Manage member scorecard and compliance processes.
• Manage processes that enable the business unit to reach more members using technical platforms and structured practices.
• Utilization of Salesforce as a CRM tool.
• Monitor and analyze sales/earnings data and trends; take predictive stance and corrective actions as appropriate to maintain growth of the division.
• Support Members in their efforts to infuse AD into their company culture through Market Planning activities; including but not limited to; Joint Market Planning, Field Marketing Summit participation, presentations at company employee meetings and via virtual presentations.
• Alert Members to potential opportunities with Supplier Partners and assist in conflict resolution.
• Support gathering and responding to competitive group intelligence, Membership (both distributors and suppliers), returns, and value proposition of competitive and adjacent groups.
• Responsible for the success of Member Programs; ex. Conversion Campaign Program, Field Marketing Summits, etc.
• Continuously evaluate existing programs to ensure success and opportunities for improvement; Market Planning, AD Max, MROP Conference Calls
• Support Business Executives in Business Development efforts:
• Assist in identifying potential Member prospects by geography, product focus, service focus and industry.
• Participate in AD Value Proposition presentations to assigned Membership prospects.
• Assist in the vetting of prospective Members to determine their alignment with defined Membership criteria.
• Assist in communication efforts with exiting local market Members when introducing a new Member in the same or overlapping market.
• Supports on-boarding and training of new Members.
• Support Division Executives in managing the Network Committee Governance Structure:
• Collaborate with the Division Executives on Member network assignment to ensure we balance participation and mitigate competitive risk.
• Leverage Network Structure by identifying and implementing areas of opportunity for Member engagement.
• In collaboration with Network Committee Chair and Division Executives, ensures that new Network Facilitators are trained on expectations.
  
  

Secondary Responsibilities (AD Suppliers):

• Collaborate with division leader(s) to drive increased engagement and participation with all existing and potential Suppliers:
• Take a strong advocacy position on behalf of Members with Suppliers.
• Manage ongoing utilization of the Conversion process throughout the assigned Divisions.
• Liaison with division executives regarding supplier programs and potential opportunities with Members.
• Main point of contact for Member facing conflict resolution for assigned Divisions.
• In conjunction with the division executives and the Marketing Department, help implement and drive programs and promotions.
• Assist in the identification of prospective Suppliers.
• Participate in Supplier meetings and conferences, as needed.
  
  

Requirements

• Strong interpersonal skills with the ability to build and maintain positive, long-term relationships.
• Ability to establish rapport with senior leaders, executives and relationships with our Members and Supplier Partners.
• Ability to build and maintain personal network of respected Members and Suppliers who provide ideas, feedback, counsel, and guidance.
• Strong personal leadership and energy profile.
• Strong drive and work ethic.
• Well organized and able to work well independently.
• Ability to successfully facilitate meetings, listen and assimilate opposing views and build consensus with high-powered individuals (senior distributor and supplier executives).
• Ability to successfully execute against the above consensus.
• Strong Financial/Data acumen – Able to produce, understand, and utilize applicable data to measure and drive results.
• Ability to successfully communicate, negotiate and resolve conflict at the senior executive level (ability to be forceful but diplomatic).
• Results oriented (but not at the expense of alienating Members/Suppliers by not getting the needed group buy-in and support).
• Ability to deliver results through teamwork (proven ability to build and lead a cross-functional team).
• Strong communication skills (written and verbal).
• Strong presentation / speaking skills (comfortable in front of large groups).
  
  

Qualifications:

• Bachelor’s degree, MBA preferred. A candidate’s formal education and degree is secondary to their work experience.
• A demonstrable and consistent record of achieving goals.
• Successful experience in implementing/managing/selling a service, program and/or a concept (AD is not a product).
• 3+ years of experience in the electrical and/or industrial channel.
• 3+ years Business Development and operations experience.
• Experience in implementing programs and services.
• Technical literacy – MS Excel, Word, Outlook, Power Point, etc.; Web & social media Savvy
• Experience in implementing and adopting of Salesforce is a plus.
  
  

Additional Comments:

• Location: This position is based in Mississauga, ON. The individual will be based in the AD Canada office and plan to be in person throughout the year, while not traveling.
• Travel: Less than 25%