Business Development Manager – National Accounts

Company Description

Whether you're just beginning your career or have years of experience—you've come to the right place! Working at Alto-Shaam means you’re a part of a passionate team working together towards one goal.

Since 1955, Alto-Shaam has pioneered industry-leading commercial foodservice equipment that anticipates and responds to our customers' needs. Our solutions help foodservice businesses like Sendik’s Food Market and Saz’s Hospitality Group enhance their menus while providing a greater return on their investment.

Our world-class products are made in a world-class facility. Alto-Shaam’s headquarters and manufacturing space is dynamic, clean and safe for all.

As a family company, we also take care of our people by providing market-leading benefits:

• Earn an annual bonus on your gross income, which has averaged 15% over the past five years
• Low Cost premiums for full coverage healthcare with wellness participation
• 11 paid holidays and generous earned PTO
• Advancement opportunities to grow through our career ladders program
• Tuition assistance to pursue a degree or certification
• Fitness reimbursement for gym memberships, classes, or training sessions
• Biannual performance reviews with yearly merit increases
• Annual free lunch with the company president to celebrate your work anniversary

Job Description

The ideal candidate for a Business Development Manager - National Accounts would be able to do the following:

1. Identify and Develop High-Value National Account Opportunities: Research, identify, qualify, and prioritize prospective national account customers across multi-unit foodservice, franchise, senior living, hospitality, and contract foodservice channels that align with Alto-Shaam’s growth objectives.
2. Build Strategic Customer Relationships: Cultivate long-term relationships with executive leaders, decision-makers, culinary teams, operations teams, procurement contacts, and other key stakeholders to understand customer priorities, operational needs, and growth strategies.
3. Create Demand for Alto-Shaam Solutions: Position Alto-Shaam products and solutions through consultative selling, customer discovery, value-based presentations, product demonstrations, culinary support, and application-focused recommendations.
4. Develop and Execute Strategic Account Plans: Create and implement account-specific business plans, sales strategies, opportunity pipelines, and growth initiatives designed to expand Alto-Shaam’s market presence and achieve measurable revenue results.
5. Drive Revenue Growth and Business Results: Manage opportunities through the sales cycle, advance customer commitments, support conversion of targeted prospects, and execute initiatives that increase sales volume, account penetration, and long-term revenue growth.
6. Leverage Market and Customer Insights: Monitor market trends, competitive activity, customer challenges, and industry developments to identify new business opportunities, strengthen value propositions, and inform account development strategies.
7. Collaborate Across Internal and External Teams: Work closely with internal sales, culinary, marketing, product development, customer service, service, dealer, and representative partners to deliver coordinated customer solutions and support successful execution of account initiatives.
8. Lead Pricing, Program, and Agreement Discussions: Support negotiations related to pricing, programs, specifications, standards, and account agreements while ensuring alignment with Alto-Shaam policies, channel strategy, terms, and conditions.
9. Track, Manage, and Report Sales Activity: Maintain accurate CRM records, manage opportunity pipelines, track customer engagement, analyze account performance, and provide timely reporting on activities, progress, forecasts, and results.
10. Represent Alto-Shaam in the Market: Attend customer meetings, industry trade shows, conferences, networking events, and other market-facing activities to build brand awareness, generate leads, strengthen relationships, and support business development efforts.
11. Maintain an Aggressive Travel Schedule: to support customer engagement, business development activity, trade shows, and account growth initiatives. Travel requirement is 70%+.

Qualifications

For a candidate to be successful as a Business Development Manager - National Accounts they must have:

Education / Skills Required:

• Bachelor’s degree in business, marketing, hospitality, culinary arts, foodservice management, or a related field required; equivalent combination of education and relevant industry experience may be considered.
• Minimum of 5–7 years of progressive sales, business development, national account, key account, or channel management experience, preferably within the commercial foodservice equipment, foodservice operations, hospitality, franchise, or senior living markets.
• Demonstrated success identifying, developing, and converting new business opportunities with regional, national, and multi-unit account customers.
• Experience working with franchise groups, senior living operators, hospitality organizations, contract foodservice providers, or other multi-location customer segments strongly preferred.
• Strong understanding of foodservice operations, commercial kitchen workflows, culinary applications, equipment specification processes, and customer operational challenges preferred.
• Proven ability to build relationships with executive leaders, procurement teams, culinary teams, operations leaders, dealers, consultants, and manufacturer representative partners.

Job Knowledge, Skills, and Abilities:

• Strong consultative selling skills with the ability to uncover customer needs, identify operational challenges, and position value-based solutions.
• Strategic planning and account management skills, including the ability to prioritize target accounts, develop growth plans, and execute against defined sales objectives.
• Excellent interpersonal, communication, presentation, negotiation, and relationship-building skills with the ability to influence stakeholders at multiple levels of an organization.
• Proficiency with CRM platforms, opportunity pipeline management, forecasting, reporting, and sales activity documentation is required.
• Proficiency in Microsoft Office applications
• Strong problem-solving, conflict management, and decision-making skills with the ability to navigate complex customer needs and internal priorities.

Additional Information

We are looking for team-members that exemplify and live our High FIVE values:

• Highest Quality:  Are you detailed-oriented and ensure the accuracy of your work?
• Win together as a Family: Do you exceed expectations by being attentive and going above and beyond?
• Unleash the Innovative Spirit: Are you passionate about finding solutions to streamline and enhance the way you and your peers work?
• Be a Helpful Voice: Are you a positive person who wants to make an impact on others?
• Every Individual Makes an Impact: Are you a go-getter who takes initiative and pride in your work?

If you share our values, we want you to be a part of our Alto-Shaam family!