Description
this role is pivotal in driving key member and supplier behaviors to maximize the adoption and core benefits of ad programs. You\'ll focus on improving member and supplier engagement, driving growth, and maximizing rebates, with a particular emphasis on ad mexico’s operational effectiveness. Your responsibilities will include supporting the development and ongoing execution of member and supplier programs, creating key metrics, and implementing analytics to manage program performance and success.
primary responsibilities
1. work closely with division leadership to develop and execute program strategy for driving core growth and analyze and report on member and supplier partner performance.
1. develop and manage a tracking system to measure progress and identify opportunities within supplier partner programs to drive member purchasing behavior and incremental rebates.
2. coordinate, prepare for, participate in, and lead member and supplier partner business review meetings with divisional executives.
3. report to divisional executives on member and supplier partner performance. Identify trends, conversion opportunities, program changes and or mix opportunities with the goal of maximizing earnings.
4. hold weekly update meetings with the ad mexico vice president to review strategic supplier partner programs, the annual rebate forecast for these programs and potential tier attainment.
5. work closely with the ad mexico vice president, member engagement electrical & industrial business unit to align strategies and programs.
2. start-up planning and close onboarding of new members and new suppliers. Look to maximize the ad membership and benefits from the beginning. Coordinate the actions, meetings, promotions, and all necessary activities to bring the best experience.
3. coordinate and participate in the semestral business reviews. Coordinate and follow up on the actions requested from both members and suppliers.
4. support the division’s market planning & conversion campaign program to drive member participation, grow participation rate, and deliver supplier satisfaction. Includes but is not limited to:
1. create consolidation/participation reports between members and suppliers to provide an understanding of mutual growth opportunities.
2. educate members and suppliers on the conversion campaign process.
3. work closely with divisional leaders, members, and suppliers to execute conversions. Develop, track, and manage reporting to analyze conversion opportunities and executions.
4. develop and promote network conversions competition, and results tracking.
5. responsible for managing the purchase power survey process for the division. Includes but is not limited to:
1. work closely with divisional vice president regarding the execution and maintenance of the overall survey and process.
2. monitor completion rate and addressing gaps.
3. leverage the purchase power survey to identify both new potential supplier partners and conversion opportunities.
4. prepare market share data for target suppliers.
5. analyze purchase power survey data to identify both supplier and member targets.
6. facilitate the connecting of potential member conversion targets with deserving ad suppliers.
7. execute the necessary follow-up communication to assist in the execution of agreed-upon conversion targets.
6. analyze, track, and drive the behavior of growth incentive programs.
1. work closely with the operations coordinator to identify opportunities to achieve group growth and individual member growth goals on annual incentives.
2. identify internal growth plan elements, reporting of progress related to those elements, and focus on customer purchasing behavior.
3. support divisional leaders in communicating to ad member companies the collective opportunity to capitalize on annual incentives.
4. identify the participation rate improvement opportunities of bottom performance members and suppliers.
5. work closely with the top members and suppliers to maximize the membership.
7. assist in the production of divisional and business unit dashboards for board and governance meetings, product committee meetings, supplier advisory councils, and other divisional engagements.
1. assist in following up on action items stemming from such meetings.
8. support efforts to educate members on the benefits of ad membership and the behaviors that drive those benefits, including best practices for driving those critical behaviors.
1. track and drive the behavior of exclusive ad programs such as member champion delegate training sessions (ad max), and focused company webinars.
9. advise members on best practices for maximizing the benefits of cornerstone ad programs such as market planning, networking, earnings, and meetings.
10. identify, drive, and develop process improvements, presentation/documentation consistency and best practice sharing across ad.
1. produce documents that increase members and supplier partners’ engagement and growth i.e., supplier star rating, the watch list, co-op program summary.
11. work alongside the division leadership and participate in the negotiations of supplier partner enhancement programs.
1. participate in supplier contract negotiation meetings.
2. take the lead on negotiations with select suppliers from start to finish.
3. produce preparatory review packages for the negotiating teams and ensure they are well prepared.
4. monitor and manage supplier partner and negotiating partner relationships.
5. communicate to and inform members of the rebate program improvements and updates i.e., annual member presentation.
6. track and monitor the negotiation process and benefits.
12. oversee the supplier partner programs and membership agreements.
1. identify and support the programs update and enhancement with key supplier partners.
2. prepare and analyze divisional forecasts. Support on budget process.
13. identify, drive, and develop process improvements, presentation/documentation consistency and best practice sharing across ad.
14. handle all other tasks and projects assigned to help contribute to the continued success and development of the division.
knowledge, skills, and abilities
1. Financial acumen - ability to understand and report on key divisional metrics.
2. Independent judgment - plan, execute, and ensure timely and quality completion and delivery of implementation tasks to achieve the divisional project objectives.
3. Team player and leadership – adept in leading by example via actions that are consistently in the best interests of ad’s members and supplier partners.
4. Persuasion – strong ability to persuade others who don’t report to them to complete tasks and provide information.
5. Implementation/execution – the ability to consistently drive superior results within areas of accountability. Critical behaviors/traits include:
* anticipate needs
* flexible
* consistently reliable
* creative and solutions-oriented
* well organized and detail oriented
* effectively prioritizes and executes tasks in a high-pressure environment
6. Communication – adept at interacting with all levels of the organization. Be able to forge trusting relationships. Critical behaviors/traits include:
* executive presence to establish rapport with senior leaders, executives and rapport with our members and supplier partners.
* excellent listening skills.
* high degree of candor; easy communication style with an outgoing and warm approach.
* assimilate opposing views and build consensus with senior executives.
* a positive attitude and ability to make things happen.
* excellent communicator; orally, in writing; 1:1 and 1: group.
* strong presentation skills.
* ability to successfully communicate, negotiate and resolve conflict (ability to be forceful but diplomatic).
* high energy, personable and outgoing.
* excellent social skills.
7. Strategy execution - the ability to understand the strategy and align one’s work in support of strategic objectives.
8. Results oriented - demonstrates the necessary drive for achieving goals (without alienating members/suppliers by not getting the group buy-in and support needed).
qualifications
* bachelor’s degree in a related area of business administration or engineering. Mba is preferred but not required. Experience may be a substitute for education.
* 5-7 years of work experience in a related field or at least 3 years of experience in or in support of the distribution industry.
* experience leading and/or working with committees, contract negotiations and supplier partners is strongly preferred.
* a demonstrable and consistent record of achieving goals.
* expert-level excel competencies and proficiency in data management.
* ability to develop metrics, scorecards/dashboards, and analyze data.
* proficiency in microsoft windows, business intelligence, and familiarity with project management software.
additional comments
* this position is based in ad mexico office, atizapan, mexico
* travel: 40%-60% (domestic with occasional travel to us)
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