Description Position at Waring
Position SummaryWaring Commercial is seeking a
Strategic Account Manager, Dealer Growth to own and accelerate growth across a select portfolio of strategic dealer accounts. This is a high-impact, nationally focused role responsible for increasing account penetration, capturing end-user demand, and turning strategic dealer relationships into measurable revenue growth. Unlike a traditional territory-based role, success will come from building depth within named accounts and proactively creating opportunities across their organizations.
Success will be measured by the ability to create incremental growth within assigned accounts, increase Waring's penetration across priority categories, and generate demand through coordinated dealer engagement. The expectation is to navigate enterprise dealer organizations, uncover whitespace, build relationships across branch, category, national account, culinary, marketing, and executive teams, and facilitate education and activation of the Waring portfolio of products.
This person will partner closely with other Waring Strategic Account Managers, in-house national account resources, and dealer national account teams focused on chains and institutions. The ideal candidate can command a room with Sales and Procurement teams at all levels, bring commercial discipline to complex account planning, and turn strategic dealer relationships into sustained growth.
Essential Duties and ResponsibilitiesStrategic Dealer Account Development- Own and grow a defined list of named strategic dealer accounts with a focus on penetration, share gain, and expansion across priority categories.
- Build multi-level relationships across dealer leadership, national accounts, street sales, category management, regional leadership, branch management, culinary, marketing, procurement, and sales enablement teams.
- Develop account-specific growth plans that identify whitespace, priority end-user segments, product category opportunities, activation needs, and measurable revenue objectives.
- Move beyond reactive account coverage by proactively creating opportunities, aligning resources, and driving disciplined follow-up through each account.
Enterprise Account Navigation & Executive Influence- Navigate complex dealer organizations to understand how decisions are made, where influence sits, and how Waring can earn stronger placement, advocacy, and recommendation behavior.
- Lead strategic business reviews and growth discussions with mid-level and senior sales executives, including clear recommendations, account insights, and action plans.
- Create internal alignment between dealer field teams, dealer national account teams, Waring sales leadership, and Waring channel teams to support targeted growth initiatives.
- Represent Waring with credibility, confidence, and commercial command in rooms that include senior dealer, chain, institutional, and internal stakeholders.
Demand Creation & End-User Activation- Partner with Waring National Account Managers and dealer national account teams to identify chain and institutional opportunities where dealer alignment can help unlock demand.
- Support end-user engagement strategies that connect Waring products to operational, culinary, labor, consistency, reliability, and ROI-based value drivers.
- Coordinate demos, pilots, field activation, branch education, and dealer-led selling motions that move opportunities from interest to adoption.
- Collaborate with marketing, culinary, product, and sales enablement resources to equip dealer teams with practical tools that drive recommendation behavior and conversion.
Growth & Execution- Deliver profitable revenue growth across the assigned account portfolio, with accountability for account penetration, product category expansion, qualified pipeline creation, and conversion of dealer-enabled end-user opportunities.
- Own an active pipeline of strategic dealer opportunities, including new placements, category expansion, competitive displacement, end-user conversions, and joint account initiatives.
- Maintain accurate account plans, opportunities, pipeline stages, next steps, and revenue forecasts in the Waring CRM, using the system as the primary tool for opportunity management and sales accountability.
- Identify barriers to growth inside key accounts and develop practical solutions that improve execution, field adoption, and accountability.
- Share market intelligence, competitive insights, and account-level learning with sales leadership to improve broader strategic account execution.
Qualifications- 7+ years in strategic account management, enterprise sales, channel management, dealer/distributor management, national account sales, or complex B2B sales.
- Foodservice experience is helpful but not required. We welcome candidates from manufacturers and channel-driven businesses in industries such as commercial equipment, technology, building products, industrial products, healthcare, or other complex B2B environments where growth depends on successfully navigating distributors, dealers, enterprise customers, and multiple decision-makers.
- Demonstrated ability to map complex accounts, identify decision-makers and influencers, uncover whitespace, and build multi-year account growth strategies.
- Proven ability to build and execute growth plans for large, multi-stakeholder accounts rather than simply manage a territory or maintain existing business.
- Confident and credible presenter who can lead executive business reviews, facilitate cross-functional planning sessions, and gain alignment from stakeholders with competing priorities.
- Demonstrated ability to influence without direct authority across internal teams, customer organizations, national account teams, and field sales resources.
- Commercially sharp, data-informed, and comfortable using account plans, pipeline reviews, business reviews, and opportunity tracking to drive accountability.
- Clear communicator who can translate strategy into practical action for dealer teams, internal sales teams, and end-user stakeholders.
- Willingness to travel nationally as needed to support key account planning, dealer engagement, end-user activation, and business reviews.
Why Join Waring Commercial:- The opportunity to help reshape Waring Commercial's go-to-market model from regional coverage to strategic account-led growth.
- A highly visible role tied directly to dealer penetration, end-user demand creation, and priority account expansion.
- A collaborative sales culture that values ownership, growth, practical execution, and cross-functional partnership.
- Competitive compensation with base salary, performance incentives, and long-term career growth.
Environmental Factors: - Working conditions are normal for a home office environment.
- Must be able to sit for extended periods of time.
- Must be able to use a computer keyboard and view a monitor for extended periods of time.
- Location factors....
What We Offer: - Comprehensive Medical/Dental/Vision plans
- Generous Paid Time Off Programs
- Life & Disability Insurance
- FSA/HSA/Dependent Care FSA
- Paid Parental Leave
- 401k and company match
- EAP & Employee Wellness Programs
- Volunteer Days Paid Time Off
- Free Breakfast and Lunch at the Stamford Office
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