Strategic Accounts Manager

Strategic Account ManagerThe Strategic Account Manager (SAM) is responsible for developing, managing, and growing Hoshizaki's relationships with national and regional chain accounts. This role serves as the primary business lead for assigned customers and acts as the quarterback between the customer and Hoshizaki, ensuring alignment across sales, customer service, technical support, marketing, operations, and distribution.The Strategic Account Manager develops long-term account strategies, identifies growth opportunities, influences customer specifications, supports product testing and rollouts, manages forecasting activities, and drives profitable revenue growth. The position requires strong relationship management, strategic planning, project management, and cross-functional leadership skills.Remote; candidates in the Eastern U.S. preferred.Key Performance Indicators (KPIs)Yearly Individual Sales QuotaYearly Individual Reach-In Refrigeration Unit QuotaNew Account Growth via new national chains and collaboration with RSD's/ASM's for regional chain winsCE Engagement – sales activity to document sales pipeline and collaboration activities across sales channels.Essential FunctionsResponsible for strategic customers, channels, and influencers to expand Hoshizaki's reach into the ice machine and refrigeration marketsManage existing and cultivate new relationships with national accounts, chains, government entities, and food service consultantsIdentify new Hoshizaki strategic avenues including creating new channels where necessary (for example, institutional customers, such as medical / healthcare)Work closely to support Regional Sales to help drive sales through traditional distributor and dealer channelsWork closely with Regional Sales team to find synergistic opportunities across respective customers and channelsDemonstrate strong compliance, professionalism and align words and actions with the corporate values and principlesKnowledge, Skills & AbilitiesStrategic account planning and executionExecutive-level relationship managementSales forecasting and pipeline managementContract and proposal developmentProject management and rollout coordinationFinancial and business analysisPresentation and communication skillsCRM proficiencyCross-functional leadership and collaborationStrong problem-solving and negotiation skillsAbility to influence without direct authorityKey Performance Indicators (KPIs)Revenue growth within assigned accountsGross profit performanceMarket share gains and competitive conversionsNew account and specification winsForecast accuracyCRM data accuracy and opportunity managementNumber and effectiveness of Quarterly Business Reviews (QBRs)Customer retention and satisfactionProduct testing and rollout success ratePipeline growth and opportunity progressionWorking RelationshipsThe Strategic Account Manager regularly collaborates with:Strategic Account LeadershipRegional Sales DirectorsAccount Sales ManagersInside Sales SupportCustomer ServiceTechnical Service & Warranty TeamsMarketingOperations & Supply ChainDistribution CentersStrategic Dealers & Alliance PartnersNational Chain CustomersTravel Requirements40-60% travel, including customer meetings, trade events, equipment evaluations, business reviews, factory visits, and rollout support.