Sr. Manager of Accounts & Business Development

The Senior Manager of Accounts & Business Development holds a pivotal and highly strategic leadership role responsible for overseeing all client accounts across the organization while actively driving new business growth. This role blends executive-level client relationship management, operational oversight, financial accountability, and direct revenue generation.

The primary mission is twofold:

• Protect and grow existing revenue through exceptional account leadership, retention strategy, and operational alignment.
• Generate new revenue by proactively sourcing, pursuing, and closing new business opportunities aligned with company growth goals.

This role ensures client satisfaction at the highest level while simultaneously expanding the company’s market presence and revenue portfolio. The Senior Manager has supervisory responsibility over Account Managers and the Admin Team and serves as a key bridge between Sales, Operations, Culinary, Finance, and Executive Leadership.

This role is required to work a minimum of 50 hours per week. They must be able to work a flexible schedule based on business and client needs. Scheduling will include nights and weekends depending on events and functions. Periodic travel will be required.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Executive Account Oversight (All Accounts)

• Serve as the senior escalation point and executive sponsor for key client relationships.
• Oversee all assigned accounts to ensure contract compliance, service excellence, and margin performance.
• Act as a primary point of contact for high-level client matters, building strong, strategic relationships.
• Perform regular facility check-ins to ensure operational and client expectations are being met.
• Ensure facilities are optimized for food service operations and safety standards.
• Collaborate with clients to plan menus and services within established parameters.
• Appropriately balance client needs with company financial and operational goals.
• Prepare and review detailed Banquet Event Orders (BEOs) when required to ensure clarity of execution.
• Identify risks associated with vendor relationships, sales commitments, travel logistics, and contracts; develop mitigation plans.
• Consistently assess and improve processes, contributing to overall company continuous improvement.

Revenue Growth Within Existing Accounts

• Identify upsell and cross-sell opportunities across services, events, and program expansions.
• Drive contract renewals, renegotiations, and service extensions.
• Monitor client spending patterns to identify strategic growth opportunities.
• Collaborate with marketing and operations to introduce new offerings aligned with client preferences.
• Protect and improve gross margin across all managed accounts.

New Business Development & Sales Leadership

• Proactively generate new business opportunities through networking, industry engagement, referrals, and targeted outreach.
• Identify and pursue RFP opportunities aligned with company strategy.
• Conduct discovery meetings, site tours, and proposal presentations.
• Develop pricing strategies in partnership with Finance and Leadership.
• Lead proposal development, including service scope, financial modeling, and contract structuring.
• Negotiate terms and close new business while meeting required margin thresholds.
• Maintain and manage a documented pipeline of prospects.
• Represent the company at industry events, conferences, and networking functions.
• Collaborate with Sales & Marketing on positioning, branding, and market strategy.
• This role is accountable for achieving defined annual new revenue targets in addition to managing the existing account portfolio.

Financial & Performance Accountability

• Assist in managing budgets for assigned services.
• Review account-level P&Ls and financial performance metrics.
• Ensure expenses align with budgets while maintaining service quality.
• Maintain records of travel, contracts, facility expenses, and performance metrics.
• Prepare reports on budget performance, account health, and revenue growth for leadership.
• Drive margin protection across both existing and newly acquired accounts.

Leadership & Team Development

• Lead and develop assigned Account Managers and Admin Team members.
• Conduct regular one-on-one meetings with direct reports.
• Provide coaching on client management, operational execution, and sales development.
• Promote accountability and performance standards aligned with company KPIs.
• Lead by example, upholding professionalism and fostering a respectful, team-oriented culture.
• Maintain strong relationships with Sales, Culinary, Marketing, and Operations leaders.

Administrative Duties

• Attend weekly client meetings, BEO meetings, sales meetings, and department meetings as requested.
• Submit monthly mileage reports to Accounting by the 1st of each month.
• Complete all training and continued education as requested.
• Maintain accurate CRM and pipeline documentation.

REQUIREMENTS

• Bachelor's degree in business administration, marketing, hospitality management, or a related field (or equivalent work experience).
• Proven experience in client retention, account management, or sales, with a track record of achieving targets and delivering exceptional customer service.
• Excellent interpersonal skills and the ability to build strong relationships with clients and internal stakeholders.
• Exceptional hospitality skills and a genuine passion for providing outstanding customer experiences.
• Strong attention to detail and the ability to identify areas of improvement and suggest effective solutions.
• Excellent written and verbal communication skills, with the ability to prepare comprehensive reports and present findings to stakeholders.
• Willingness to travel to client sites, requiring overnight stays, as needed.
• Proficiency in using Hubspot, Triple Seat, Slack and Google Suite is preferred.
• Self-motivated and results-oriented, with the ability to work independently and as part of a team.
• Adaptability to work in a fast-paced, dynamic environment with changing priorities.