The Director of Strategic Accounts is a key leadership role focused on driving revenue growth by expanding Top Chain Accounts across the restaurant, hospitality, convenience store, and grocery segments. This role leads and develops a high-performing team of account managers, guiding complex sales efforts and cross-functional collaboration to strengthen our leadership position in equipment and supplies.
Job ResponsibilitiesStrategic Leadership and Team Development
- Team Leadership and Development: Coach, mentor, and develop the Strategic Sales team, including Managers of Chain Accounts (Domestic and Stoelting), while building a culture of high performance and continuous growth.
- Annual Planning: Partner with executive leadership to develop annual sales plans, set revenue targets, and define strategies for market expansion.
- Cross-Functional Collaboration: Lead a team-selling approach by aligning Field Sales, Product Management, Engineering, Manufacturing, and Customer Service to deliver a seamless customer experience.
Account Management and Growth
- Executive Relationship Management: Build and maintain C-suite and director-level relationships across Purchasing, Sales, Operations, and R&D within target enterprise accounts.
- Market Penetration: Develop and execute strategies to expand product penetration across GPOs and the restaurant, hospitality, grocery, and convenience segments.
- GPO Administration: Manage Group Purchasing Organization contracts to ensure compliance and maximize contract value.
Operations and Intelligence
- Strategic Data Management: Maintain a comprehensive Top Accounts database that tracks equipment specifications, key contacts, international expansion plans, and menu-driven equipment needs.
- Market Feedback: Partner with Product Managers to identify custom product opportunities and share customer insights that support new product development.
- Pricing Strategy: Work with the Sr. Director of Strategic Accounts and VP of Sales to develop competitive end-user pricing and communicate it accurately to dealer and distributor partners.
Reporting and Visibility
- Sales Pipeline Management: Maintain an accurate list of pending and booked sales activity and provide monthly visibility to the executive team to support inventory and production planning.
- Industry Representation: Represent the company at key trade shows, sales conferences, and end-user summits to strengthen brand presence and identify emerging trends.
Other duties as assigned
TravelRequires approximately 50% travel and the ability to maintain a home-based office.
Supervisory ResponsibilitiesThis position will lead a team of ~7-8 Strategic Account Managers
Qualifications- Bachelor's degree combined with work experience as detailed above.
- Minimum 10 years experience is selling equipment and supplies to the foodservice industry.
- Prefer prior experience in foodservice operations, dealer/distributor selling, and manufacturer representation.
- Multilingual a plus.
- Strong written, verbal, and email communication skills.
- Skilled computer use of Excel, Word, and PowerPoint.
- Experienced problem solver.
