Hospitality Account Manager

Role Summary

The Account Executive, Commercial Hospitality Sales for Hestan Culinary is responsible for driving new business and growing Hestan’s presence in the professional hospitality market - including fine dining restaurants, hotels and resorts, country clubs, culinary schools, and private clubs. This role owns the full sales cycle from prospecting through close, builds strategic chef and operator relationships, and develops targeted campaigns and programs to place Hestan products in the most celebrated kitchens in the world. The Account Executive partners with marketing, distribution, and channel partners to deliver consistent revenue growth and elevate the Hestan brand within the commercial hospitality segment.

Key Responsibilities

New Business Development

• Prospect and develop a pipeline of qualified opportunities across fine dining restaurants, hotel F&B, resort kitchens, country clubs, and independent culinary operators.
• Execute the full sales cycle: outreach, discovery, live demonstrations, proposal, negotiation, and close.
• Leverage industry events (NRA Show, StarChefs Congress, James Beard Foundation events, regional culinary showcases) to generate leads and build brand visibility.
• Meet and exceed quarterly new logo and revenue targets within your assigned territory.

Campaign & Program Development

• Design and execute targeted placement programs for priority account segments (e.g., Forbes Five-Star properties, Michelin-star restaurants, top culinary programs).
• Collaborate with Marketing to develop account-specific materials, ROI tools, demo kits, and hospitality-focused content that moves prospects through the funnel.
• Build seasonal and segment-specific outreach campaigns that align Hestan’s product launches and promotions with kitchen procurement cycles.

Chef & Brand Partnerships

• Identify, pitch, and manage partnerships with influential chefs, culinary directors, and hospitality groups to serve as Hestan brand advocates and reference accounts.
• Coordinate with Marketing and Product teams to support chef partnership activations, media opportunities, and co-branded content.
• Represent Hestan at culinary competitions, industry panels, cooking demonstrations, and media events.

Channel & Distribution Management

• Work alongside authorized dealers and foodservice equipment distributors to co-sell, support quotations, and ensure seamless specification-to-close on complex projects.
• Train and enable distributor rep teams on Hestan’s commercial hospitality product line, competitive differentiation, and sales positioning.
• Manage the full pipeline in CRM (HubSpot or Salesforce), maintaining accurate forecasts, stage progression, and activity logs.

Account Growth & Retention

• Serve as the primary relationship owner for a portfolio of existing hospitality accounts, identifying expansion opportunities across product categories and locations.
• Partner with Customer Success and Service teams to resolve issues proactively and ensure long-term customer satisfaction.
• Conduct regular business reviews with key accounts to surface new opportunities and deepen strategic relationships.

Qualifications

Required

• 5+ years of B2B sales experience, with a strong preference for foodservice equipment, luxury hospitality, culinary product sales, or related industries.
• Demonstrated track record of meeting or exceeding quota in a territory-based, field sales role.
• Existing relationships within the professional culinary or hospitality community (chefs, F&B directors, purchasing managers, hotel operators, club managers, or culinary school administrators).
• Strong business acumen and ability to build ROI-based value propositions tied to kitchen performance, durability, and total cost of ownership.
• Comfort with complex, multi-stakeholder sales processes involving end users, specifiers, purchasing departments, and channel partners.
• Proficiency with CRM platforms and standard sales tools; data-driven approach to pipeline management.
• Willingness and ability to travel up to 60% within the territory.

Preferred

• Experience selling premium or luxury goods to high-standards buyers in the hospitality or restaurant industry.
• Background in or deep passion for professional cooking, culinary arts, or the restaurant industry.
• Experience managing and enabling dealer or distribution channel partners.
• Familiarity with the commercial kitchen design and specification process (architects, designers, consultants).
• Active presence in foodservice trade organizations or culinary industry associations.

$70,000 to $95,000, DOE + Commissions