Director National Accounts – Coffee & Speed Oven Solutions

Position Summary

The Director National Accounts is responsible for driving profitable growth within Smart Care's Coffee and Speed Oven business across leading restaurant, convenience retail, grocery, hospitality, and foodservice operators. This role serves as the executive relationship owner for key national customers while identifying and securing new enterprise opportunities.

The ideal candidate is a consultative sales leader who excels at developing C-suite relationships, uncovering operational challenges, and delivering service solutions that improve equipment uptime, reduce costs, and enhance customer experience. Working collaboratively across Operations, Service Delivery, Marketing, Finance, and Executive Leadership, this individual will lead account growth strategies, expand market share, and position Smart Care as the preferred national service partner.

This highly visible role offers the opportunity to influence company growth, shape strategic customer initiatives, and build lasting partnerships with some of the largest foodservice operators in North America.

100% Remote. Candidates may reside anywhere in the U.S. with 30-50% travel to customer locations, industry events, and internal meetings.

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Key Performance Metrics

• Profitable revenue growth within assigned national accounts

• New business acquisition and contract wins
• Account retention and expansion
• Customer satisfaction and advocacy
• Quarterly and annual sales targets
• Growth in service utilization and market penetration
• Executive relationship development
• Strategic account plan development and execution

Main Responsibilities

Strategic Account Growth and Business Development

• Create and execute multi-year strategic account plans that drive multi-million dollar annual revenue growth and market share expansion.
• Own revenue growth, retention, and profitability objectives for assigned national accounts.
• Identify, develop, and close new business opportunities across national restaurant, convenience, grocery, hospitality, and foodservice chains.
• Develop executive-level relationships with customer leadership teams including Operations, Facilities, Procurement, Foodservice, and Finance stakeholders.
• Lead contract negotiations, renewals, pricing discussions, and service program expansions.
• Proactively identify customer challenges and recommend innovative service solutions that improve equipment uptime, reliability, and operational performance.
• Deliver compelling business reviews and value presentations to executive customer audiences.

Customer Leadership

• Serve as the primary executive point of contact for assigned national customers.
• Build trusted advisor relationships that position Smart Care as a strategic business partner.
• Navigate complex customer organizations to develop champions and strengthen organizational alignment.
• Ensure customer satisfaction through proactive communication and issue resolution.

Cross-Functional Leadership

• Partner closely with Operations, Service Delivery, Finance, Product Management, Marketing, and Executive Leadership to deliver exceptional customer experiences.

• Leverage customer insights to influence service offerings, process improvements, and growth initiatives.
• Collaborate with internal teams to ensure service-level commitments are achieved.
• Lead cross-functional action plans to resolve escalations and strengthen customer relationships.

Data & Business Insights

• Utilize operational performance data to identify trends, uncover opportunities, and deliver actionable customer recommendations.
• Analyze equipment reliability, service performance, and maintenance trends to support customer business objectives.
• Translate data into executive-level business cases and growth opportunities.

Preferred Qualifications

• Bachelor's degree in Business, Marketing or related field.
• 7+ years of successful experience in National Account Management, Strategic Sales, Enterprise Sales, Business Development, or Customer Success.
• Experience working with restaurant, convenience store, grocery, foodservice, hospitality, beverage, coffee equipment, cooking equipment, or related industries strongly preferred.
• Demonstrated success growing strategic accounts and exceeding revenue goals.
• Proven ability to engage and influence executive and C-level stakeholders.
• Experience managing complex sales cycles, contract negotiations, and multi-location national customers.
• Strong analytical skills with the ability to leverage data and insights to drive customer decisions.
• Excellent presentation, communication, and executive relationship-building skills.
• Proficiency with CRM systems, Microsoft Office Suite including CoPilot, and AI
• Ability to travel approximately 30-50%.