Business Development Manager – National Accounts

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

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

• 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.
• 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.
• 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.
• 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.
• 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.
• 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.
• 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.
• 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.
• 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.
• 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.
• Maintain an Aggressive Travel Schedule: to support customer engagement, business development activity, trade shows, and account growth initiatives. Travel requirement is 70%+.

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.

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!