Job DescriptionThe ideal candidate for a
Business Development Manager - National Accounts would be able to do the following:
- Identify and Develop High-Value National Account Opportunities: Research, identify, qualify, and prioritize prospective national account customers across multi-unit foodservice, franchise, senior living, hospitality, and contract foodservice channels that align with Alto-Shaam's growth objectives.
- Build Strategic Customer Relationships: Cultivate long-term relationships with executive leaders, decision-makers, culinary teams, operations teams, procurement contacts, and other key stakeholders to understand customer priorities, operational needs, and growth strategies.
- Create Demand for Alto-Shaam Solutions: Position Alto-Shaam products and solutions through consultative selling, customer discovery, value-based presentations, product demonstrations, culinary support, and application-focused recommendations.
- Develop and Execute Strategic Account Plans: Create and implement account-specific business plans, sales strategies, opportunity pipelines, and growth initiatives designed to expand Alto-Shaam's market presence and achieve measurable revenue results.
- Drive Revenue Growth and Business Results: Manage opportunities through the sales cycle, advance customer commitments, support conversion of targeted prospects, and execute initiatives that increase sales volume, account penetration, and long-term revenue growth.
- Leverage Market and Customer Insights: Monitor market trends, competitive activity, customer challenges, and industry developments to identify new business opportunities, strengthen value propositions, and inform account development strategies.
- Collaborate Across Internal and External Teams: Work closely with internal sales, culinary, marketing, product development, customer service, service, dealer, and representative partners to deliver coordinated customer solutions and support successful execution of account initiatives.
- Lead Pricing, Program, and Agreement Discussions: Support negotiations related to pricing, programs, specifications, standards, and account agreements while ensuring alignment with Alto-Shaam policies, channel strategy, terms, and conditions.
- Track, Manage, and Report Sales Activity: Maintain accurate CRM records, manage opportunity pipelines, track customer engagement, analyze account performance, and provide timely reporting on activities, progress, forecasts, and results.
- Represent Alto-Shaam in the Market: Attend customer meetings, industry trade shows, conferences, networking events, and other market-facing activities to build brand awareness, generate leads, strengthen relationships, and support business development efforts.
- Maintain an Aggressive Travel Schedule: to support customer engagement, business development activity, trade shows, and account growth initiatives. Travel requirement is 70%+.
QualificationsFor a candidate to be successful as a Business Development Manager - National Accounts they must have:Education / Skills Required:
- Bachelor's degree in business, marketing, hospitality, culinary arts, foodservice management, or a related field required; equivalent combination of education and relevant industry experience may be considered.
- Minimum of 5-7 years of progressive sales, business development, national account, key account, or channel management experience, preferably within the commercial foodservice equipment, foodservice operations, hospitality, franchise, or senior living markets.
- Demonstrated success identifying, developing, and converting new business opportunities with regional, national, and multi-unit account customers.
- Experience working with franchise groups, senior living operators, hospitality organizations, contract foodservice providers, or other multi-location customer segments strongly preferred.
- Strong understanding of foodservice operations, commercial kitchen workflows, culinary applications, equipment specification processes, and customer operational challenges preferred.
- Proven ability to build relationships with executive leaders, procurement teams, culinary teams, operations leaders, dealers, consultants, and manufacturer representative partners.
Job Knowledge, Skills, and Abilities:
- Strong consultative selling skills with the ability to uncover customer needs, identify operational challenges, and position value-based solutions.
- Strategic planning and account management skills, including the ability to prioritize target accounts, develop growth plans, and execute against defined sales objectives.
- Excellent interpersonal, communication, presentation, negotiation, and relationship-building skills with the ability to influence stakeholders at multiple levels of an organization.
- Proficiency with CRM platforms, opportunity pipeline management, forecasting, reporting, and sales activity documentation is required.
- Proficiency in Microsoft Office applications
- Strong problem-solving, conflict management, and decision-making skills with the ability to navigate complex customer needs and internal priorities.
Additional InformationWe are looking for team-members that exemplify and live our High FIVE values:
- Highest Quality: Are you detailed-oriented and ensure the accuracy of your work?
- Win together as a Family: Do you exceed expectations by being attentive and going above and beyond?
- Unleash the Innovative Spirit: Are you passionate about finding solutions to streamline and enhance the way you and your peers work?
- Be a Helpful Voice: Are you a positive person who wants to make an impact on others?
- Every Individual Makes an Impact: Are you a go-getter who takes initiative and pride in your work?
If you share our values, we want you to be a part of our Alto-Shaam family!
