Business Development Manager – National Accounts

Alto-Shaam•Menomonee Falls, WI

2d•$90,000 - $120,000

About The Position

The Business Development Manager – National Accounts identifies, develops, and converts high-value opportunities across multi-unit foodservice, franchise, senior living, hospitality, and contract foodservice channels. The role builds strategic relationships with customer executives and other stakeholders, understands their operational priorities, and positions Alto-Shaam products through consultative selling, value-based presentations, product demonstrations, culinary support, and application-focused recommendations. The manager develops and executes strategic account plans, manages sales opportunities through the sales cycle, and pursues measurable revenue growth and increased account penetration. The role monitors markets and competitors, collaborates with internal teams and external channel partners, supports pricing and agreement discussions, and maintains accurate CRM records, forecasts, and reporting. The position represents Alto-Shaam at customer meetings and industry events and requires 70%+ travel. Alto-Shaam is a family company that manufactures commercial foodservice equipment. The role is in the Sales department and offers yearly compensation of USD 90,000–120,000.

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.
Strong consultative selling skills, including uncovering customer needs, identifying operational challenges, and positioning value-based solutions.
Strategic planning and account management skills, including prioritizing target accounts, developing growth plans, and executing defined 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 to navigate complex customer needs and internal priorities.
Ability to meet the position’s 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.
Understanding of foodservice operations, commercial kitchen workflows, culinary applications, equipment specification processes, and customer operational challenges.
Experience building relationships with executive leaders, procurement teams, culinary teams, operations leaders, dealers, consultants, and manufacturer representative partners.

Responsibilities

Research, identify, qualify, and prioritize prospective national account customers across multi-unit foodservice, franchise, senior living, hospitality, and contract foodservice channels.
Cultivate long-term relationships with executive leaders, decision-makers, culinary and operations teams, procurement contacts, and other stakeholders.
Position Alto-Shaam solutions through consultative selling, customer discovery, value-based presentations, product demonstrations, culinary support, and application-focused recommendations.
Develop 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 drive 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 discussions and negotiations related to pricing, programs, specifications, standards, and account agreements while following company policies and channel strategy.
Maintain accurate CRM records, manage opportunity pipelines, track customer engagement and account performance, and report activities, progress, forecasts, and results.
Attend customer meetings, trade shows, conferences, networking events, and other market-facing activities to build awareness, generate leads, and strengthen relationships.
Travel 70% or more to support customer engagement, business development, trade shows, and account growth.