Director, Member Engagement, Bearings & Power Transmission Division

Job Type

Full-time

Description

Position Summary :

The Director, Member Engagement is primarily responsible for driving growth of Members

and Suppliers, recruitment of new Members, serving as a Member advocate and developing

and / or maintaining positive relationships with all existing and prospective Members, growing

relationships with current and prospective Suppliers, expanding Supplier programs, and

recruitment / management from start to finish of new Suppliers.

This position has access to high-level confidential information and materials; strict

confidentiality is required.

Primary Responsibilities (AD Members) :

1. Manage relationships with assigned existing Members within the Bearings & Power

Transmission Division.

a. Manage Member Participation Rate - Drive increased AD participation rates by

overseeing programs that encourage Members to maximize earnings and volume

with preferred Supplier Partners.

b. 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.

c. Train new and existing Members on AD's benefits, programs, and operations.

Drive adoption of and participation in existing AD programs.

d. Oversee Member compliance with published Membership participation

requirements.

e. Conduct annual AD business reviews with the majority of each Division's

members via technology solutions and structured processes.

f. 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.

g. Conduct AD business reviews with new Members, upon request or

opportunistically during travel to a region.

h. Manage member scorecard and compliance processes.

i. Manage processes that enable the business unit to reach more members through

the use of technical platforms and structured practices.

j. Utilization of Salesforce as a CRM tool for the Business Unit.

k. Monitor and analyze sales / earnings data and trends; take predictive stance and

corrective actions as appropriate to maintain growth of the division.

l. 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, AD Max, presentations at company

employee meetings and via virtual presentations.

m. Alert Members to potential opportunities with Supplier Partners and assist in

conflict resolution.

n. Support gathering and responding to competitive group intelligence, Membership

both distributors and suppliers), returns, and value proposition of competitive

and adjacent groups.

o. Responsible for the success of Member Programs; ex. Conversion Campaign

Program, Field Marketing Summits, etc.

p. Continuously evaluate existing programs to ensure success and opportunities for

improvement, Market Planning, AD Max, Conference Calls, AD Marketplace, etc.

q. Promote AD's private label offering (IDC Select) with members to increase

revenues. Develop and implement a growth plan to include training / education of

members on the benefits of using IDC Select products.

r. Work with product committee to provide recommendations on product strategy

for the assigned division.

2. Support Business Executives in Business Development efforts :

a. Assist in identifying potential Member prospects by geography, product focus,

service focus and industry.

b. Participate in AD Value Proposition presentations to assigned Membership

prospects.

c. Assist in the vetting of prospective Members to determine their alignment with

defined Membership criteria.

d. Assist in communication efforts with exiting local market Members when

introducing a new Member in the same or overlapping market.

e. Supports on-boarding and training of new Members.

3. Support Division Executives in managing the Network Committee Governance Structure :

a. Collaborate with the Division Executives on Member network assignment to

ensure we balance participation and mitigate competitive risk.

b. Leverage Network Structure by identifying and implementing areas of opportunity

for Member engagement.

c. Ensure that new Network Facilitators are trained on facilitation expectations.

Secondary Responsibilities (AD Supplier Partners) :

1. Assist with the management of Supplier programs.

2. Analyze rebate data with AD's financial department. Identify opportunities for

improvement, determine action plan, and execute.

3. Develop relationships with all existing and potential BPT Suppliers.

4. Participate, from a Supplier interface position, in bearing and power transmission

trade associations and groups, such as PTDA, PTRA and NAHAD.

5. Alert Suppliers to potential opportunities with Members and assist in conflict

resolution.

Requirements

Knowledge, Skills and Abilities :

1. Strong interpersonal skills with the ability to build and maintain positive, long-term

relationships with senior leaders and our Members and Supplier Partners.

2. Strong drive and work ethic.

3. Well organized and able to work well independently.

4. Ability to successfully facilitate meetings, listen and assimilate opposing views and

build consensus.

5. Strong Financial / Data acumen.

6. Ability to successfully communicate, negotiate and resolve conflict at the senior

executive level (ability to be forceful but diplomatic).

7. Ability to deliver results through teamwork (proven ability to build and lead a cross-functional team).

8. Effective communication skills (written and verbal), presentation skills (comfortable

in front of large groups) and negotiation skills.

Qualifications :

1. Bachelor's degree in Business, Marketing, or Engineering. MBA preferred. A

candidate's formal education and degree is secondary to their work experience.

2. At least 5-years of professional general management experience in the

bearing / power transmission business-to-business market, preferably with several

years working with distribution. Candidates with experience in other similar

industries (B2B, industrial products) will be considered.

3. Current relationships with BPT distributors and Preferred Suppliers are highly

desirable but not required.

4. Technical literacy - Microsoft Excel, Word, Outlook, Power Point, etc.; Web & Social

Media Savvy.

5. Experience in implementing and adoption of Salesforce is a plus.

Additional Comments :

1. Hours : 8 : 00 a.m. - 5 : 00 p.m.

2. This position is based in Wayne, PA, where we have a hybrid work schedule with 3

days in the office (Tuesdays-Thursdays). Mondays and Fridays are optionally

remote.

3. Travel : Up to 30%.

AD is proud to be an equal employment opportunity employer. Qualified candidates

are considered for employment without regard to race, religion, gender, gender

identity, sexual orientation, national origin, age, military or veteran status,

disability, or any other characteristic protected by applicable law. At AD, we

support a collaborative and inclusive environment. We value open participation

from individuals with different ideas, experiences, and perspectives which we

believe make AD a better place to work.