Market Development Specialist

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.

Responsibilities

MAJOR 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.

Qualifications

• 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