Business Development Manager – National Accounts

Alto-Shaam•Menomonee Falls, WI

About The Position

Alto-Shaam is seeking a Business Development Manager to identify and develop high-value national account opportunities across multi-unit foodservice, franchise, senior living, hospitality, and contract foodservice markets. The role builds strategic relationships with customer leaders and stakeholders, creates demand for Alto-Shaam solutions through consultative selling and product demonstrations, and develops account plans intended to expand market presence and achieve revenue growth. The manager oversees opportunities through the sales cycle, uses market and customer insights to identify opportunities, and collaborates with internal teams and external partners to deliver coordinated solutions. The role supports discussions about pricing, programs, specifications, standards, and account agreements; maintains CRM records, pipelines, forecasts, and reporting; and represents Alto-Shaam at customer meetings and industry events. Travel of 70% or more is required.

Requirements

Bachelor’s degree in business, marketing, hospitality, culinary arts, foodservice management, or a related field; an equivalent combination of education and relevant industry experience may be considered.
5–7 years of progressive sales, business development, national account, key account, or channel management experience.
Demonstrated success identifying, developing, and converting new business opportunities with regional, national, and multi-unit account customers.
Ability to build relationships with executive leaders, procurement teams, culinary teams, operations leaders, dealers, consultants, and manufacturer representative partners.
Strong consultative selling skills and ability to uncover customer needs, identify operational challenges, and position value-based solutions.
Strategic planning and account management skills, including prioritizing target accounts, developing growth plans, and executing sales objectives.
Excellent interpersonal, communication, presentation, negotiation, and relationship-building skills, including the ability to influence stakeholders at multiple organizational levels.
Proficiency with CRM platforms, opportunity pipeline management, forecasting, reporting, and sales activity documentation.
Proficiency in Microsoft Office applications.
Strong problem-solving, conflict management, and decision-making skills.
Willingness to meet the travel requirement of 70% or more.

Nice To Haves

Experience in commercial foodservice equipment, foodservice operations, hospitality, franchise, or senior living markets.
Experience working with franchise groups, senior living operators, hospitality organizations, contract foodservice providers, or other multi-location customer segments.
Strong understanding of foodservice operations, commercial kitchen workflows, culinary applications, equipment specification processes, and customer operational challenges.

Responsibilities

Research, identify, qualify, and prioritize prospective national account customers aligned with Alto-Shaam’s growth objectives.
Build long-term relationships with executive leaders, decision-makers, culinary and operations teams, procurement contacts, and other stakeholders.
Position Alto-Shaam products and solutions using consultative selling, customer discovery, value-based presentations, product demonstrations, culinary support, and application-focused recommendations.
Create and implement account-specific business plans, sales strategies, opportunity pipelines, and growth initiatives.
Manage opportunities through the sales cycle, advance customer commitments, support prospect conversion, and execute initiatives to increase sales volume, account penetration, and revenue growth.
Monitor market trends, competitive activity, customer challenges, and industry developments to identify opportunities and inform account strategies.
Collaborate with internal sales, culinary, marketing, product development, customer service, and service teams, as well as dealers and representative partners.
Support negotiations concerning pricing, programs, specifications, standards, and account agreements in alignment with company policies and channel strategy.
Maintain accurate CRM records, manage opportunity pipelines, track customer engagement, analyze account performance, and report on activities, progress, forecasts, and results.
Attend customer meetings, trade shows, conferences, networking events, and other market-facing activities.
Travel to support customer engagement, business development, trade shows, and account growth; travel requirement is 70% or more.