The Strategic Account Manager (SAM) is responsible for developing, managing, and growing Hoshizaki's relationships with national and regional chain accounts. This role serves as the primary business lead for assigned customers and acts as the quarterback between the customer and Hoshizaki, ensuring alignment across sales, customer service, technical support, marketing, operations, and distribution.
The Strategic Account Manager develops long-term account strategies, identifies growth opportunities, influences customer specifications, supports product testing and rollouts, manages forecasting activities, and drives profitable revenue growth. The position requires strong relationship management, strategic planning, project management, and cross-functional leadership skills.
Remote; candidates in the Eastern U.S. preferred.KEY PERFORMANCE INDICATORS (KPIs)- Yearly Individual Sales Quota
- Yearly Individual Reach-In Refrigeration Unit Quota
- New Account Growth via new national chains and collaboration with RSD's/ASM's for regional chain wins
- CE Engagement - sales activity to document sales pipeline and collaboration activities across sales channels.
ESSENTIAL FUNCTIONS- Responsible for strategic customers, channels, and influencers to expand Hoshizaki's reach into the ice machine and refrigeration markets
- Manage existing and cultivate new relationships with national accounts, chains, government entities, and food service consultants
- Identify new Hoshizaki strategic avenues including creating new channels where necessary (for example, institutional customers, such as medical / healthcare)
- Work closely to support Regional Sales to help drive sales through traditional distributor and dealer channels
- Work closely with Regional Sales team to find synergistic opportunities across respective customers and channels
- Demonstrate strong compliance, professionalism and align words and actions with the corporate values and principles
Strategic Account Management- Own and manage a portfolio of assigned national and regional chain accounts.
- Develop and execute annual account plans focused on growth, retention, market share gains, and customer satisfaction.
- Build and maintain relationships with executive leadership, procurement, operations, facilities, culinary, engineering, and development stakeholders.
- Conduct regular business reviews and strategic planning sessions with key customers.
- Develop customer relationship maps and expand executive-level engagement.
Revenue Growth & Business Development- Identify opportunities for share gain, equipment conversions, new product placements, and specification wins.
- Generate new business opportunities within existing and prospective national accounts.
- Lead product evaluations, pilot programs, chain testing, and rollout initiatives.
- Develop competitive displacement strategies and market penetration plans.
- Collaborate with dealers, distributors, alliance partners, and regional sales teams to accelerate growth.
Forecasting & Pipeline Management- Maintain an accurate opportunity pipeline and sales forecast.
- Collaborate with internal departments to support demand planning and inventory management.
- Track customer openings, remodels, replacement cycles, and rollout activity.
- Ensure CRM data accuracy and timely reporting of opportunities and forecasts.
RFP, Bid & Project Management- Lead customer RFP responses, proposals, and bid activities.
- Coordinate cross-functional resources to ensure complete and competitive submissions.
- Manage project timelines, key milestones, customer requirements, and implementation plans.
- Facilitate communication between customers and internal stakeholders throughout project execution.
Customer Advocacy & Support- Serve as the customer's primary point of contact within Hoshizaki.
- Escalate and coordinate resolution of service, product, supply chain, and operational issues.
- Partner with Customer Service, Technical Support, Warranty, Marketing, and Operations teams to ensure customer satisfaction.
- Champion Hoshizaki Cares and after-sales support initiatives to strengthen long-term customer relationships. [Strategic_...esentation | PowerPoint], [2026 Expo...Hoshizaki | PowerPoint]
Cross-Functional Leadership- Work closely with Regional Sales Directors, Account Sales Managers, Strategic Dealers, Alliance partners, and Distribution Centers.
- Support coordinated selling efforts and nationwide customer initiatives.
- Participate in strategic planning, account reviews, and leadership meetings.
- Share best practices and contribute to continuous improvement of the Strategic Accounts program.
EDUCATION & EXPERIENCE- Bachelor's degree in Business, Marketing, Sales, Management, or related field preferred.
- Equivalent combination of education and industry experience will be considered.
- 5+ years of strategic sales, national accounts, foodservice equipment, hospitality, convenience retail, refrigeration, or related industry experience.
- Demonstrated success managing multi-location customer relationships.
- Experience with large chain accounts, dealer networks, and distribution channels preferred.
- Proven track record of meeting or exceeding sales and growth objectives.
KNOWLEDGE & SKILLS- Strategic account planning and execution
- Executive-level relationship management
- Sales forecasting and pipeline management
- Contract and proposal development
- Project management and rollout coordination
- Financial and business analysis
- Presentation and communication skills
- CRM proficiency
- Cross-functional leadership and collaboration
- Strong problem-solving and negotiation skills
- Ability to influence without direct authority
- Strong analytic capability in using data to navigate strategy and results
- Ability to consistently demonstrate sound judgment in decision making
- Excellent interpersonal skills and ability to deal positively with conflict
- Efficient and effective time management and organizational skills
- Demonstrated ability to communicate at all levels and across all functions of Hoshizaki and represent the enterprise effectively with customer and strategic partner organizations
- Has a solutions mindset that addresses problems facing complex business situations
- Proficiency in using Microsoft Office applications.
- Can be remote
Working RelationshipsThe Strategic Account Manager regularly collaborates with:
- Strategic Account Leadership
- Regional Sales Directors
- Account Sales Managers
- Inside Sales Support
- Customer Service
- Technical Service & Warranty Teams
- Marketing
- Operations & Supply Chain
- Distribution Centers
- Strategic Dealers & Alliance Partners
- National Chain Customers
PHYSCIAL REQUIREMENTS Travel Requirements40-60% travel, including customer meetings, trade events, equipment evaluations, business reviews, factory visits, and rollout support.
This job description is not intended to include all essential functions/job responsibilities. Additional duties may be assigned that are not reflected.
Education- Bachelor's degree in Business, Marketing, Sales, Management, or related field preferred.
- Equivalent combination of education and industry experience will be considered.
Experience- 5+ years of strategic sales, national accounts, foodservice equipment, hospitality, convenience retail, refrigeration, or related industry experience.
- Demonstrated success managing multi-location customer relationships.
- Experience with large chain accounts, dealer networks, and distribution channels preferred.
- Proven track record of meeting or exceeding sales and growth objectives.
Knowledge, Skills & Abilities- Strategic account planning and execution
- Executive-level relationship management
- Sales forecasting and pipeline management
- Contract and proposal development
- Project management and rollout coordination
- Financial and business analysis
- Presentation and communication skills
- CRM proficiency
- Cross-functional leadership and collaboration
- Strong problem-solving and negotiation skills
- Ability to influence without direct authority
Key Performance Indicators (KPIs)- Revenue growth within assigned accounts
- Gross profit performance
- Market share gains and competitive conversions
- New account and specification wins
- Forecast accuracy
- CRM data accuracy and opportunity management
- Number and effectiveness of Quarterly Business Reviews (QBRs)
- Customer retention and satisfaction
- Product testing and rollout success rate
- Pipeline growth and opportunity progression
Working RelationshipsThe Strategic Account Manager regularly collaborates with:
- Strategic Account Leadership
- Regional Sales Directors
- Account Sales Managers
- Inside Sales Support
- Customer Service
- Technical Service & Warranty Teams
- Marketing
- Operations & Supply Chain
- Distribution Centers
- Strategic Dealers & Alliance Partners
- National Chain Customers
Travel Requirements- 40-60% travel, including customer meetings, trade events, equipment evaluations, business reviews, factory visits, and rollout support.
