Strategic Accounts Manager

Hoshizaki is a global organization with a diverse portfolio of companies and brands serving the food service industry through manufacturing, refrigeration, food service equipment, beverage dispensing, and related technologies. As part of the Hoshizaki Group, Hoshizaki America combines global innovation and resources with local expertise to deliver high-quality products and customer-focused solutions.

The 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.

• Yearly Individual Sales Quota
• Yearly Individual Reach-In Refrigeration Unit Quota
• New Account Growth via new national chains and collaboration with RSD’s/ASM’s for regional chain wins
• CE Engagement – sales activity to document sales pipeline and collaboration activities across sales channels.

ESSENTIAL FUNCTIONS

• Responsible for strategic customers, channels, and influencers to expand Hoshizaki’s reach into the ice machine and refrigeration markets
• Manage existing and cultivate new relationships with national accounts, chains, government entities, and food service consultants
• Identify 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 channels
• Work closely with Regional Sales team to find synergistic opportunities across respective customers and channels
• Demonstrate strong compliance, professionalism and align words and actions with the corporate values and principles

Strategic Account Management

• Own and manage a portfolio of assigned national and regional chain accounts.
• Develop and execute annual account plans focused on growth, retention, market share gains, and customer satisfaction.
• Build and maintain relationships with executive leadership, procurement, operations, facilities, culinary, engineering, and development stakeholders.
• Conduct regular business reviews and strategic planning sessions with key customers.
• Develop customer relationship maps and expand executive-level engagement.

Revenue Growth & Business Development

• Identify opportunities for share gain, equipment conversions, new product placements, and specification wins.
• Generate new business opportunities within existing and prospective national accounts.
• Lead product evaluations, pilot programs, chain testing, and rollout initiatives.
• Develop competitive displacement strategies and market penetration plans.
• Collaborate with dealers, distributors, alliance partners, and regional sales teams to accelerate growth.
• Maintain an accurate opportunity pipeline and sales forecast.
• Collaborate with internal departments to support demand planning and inventory management.
• Track customer openings,…