Director of Strategic Accounts

The Director of Strategic Accounts is a key leadership role focused on driving revenue growth by expanding Top Chain Accounts across the restaurant, hospitality, convenience store, and grocery segments. This role leads and develops a high-performing team of account managers, guiding complex sales efforts and cross-functional collaboration to strengthen our leadership position in equipment and supplies.

Job Responsibilities

Strategic Leadership and Team Development

• Team Leadership and Development: Coach, mentor, and develop the Strategic Sales team, including Managers of Chain Accounts (Domestic and Stoelting), while building a culture of high performance and continuous growth.
• Annual Planning: Partner with executive leadership to develop annual sales plans, set revenue targets, and define strategies for market expansion.
• Cross-Functional Collaboration: Lead a team-selling approach by aligning Field Sales, Product Management, Engineering, Manufacturing, and Customer Service to deliver a seamless customer experience.

Account Management and Growth

• Executive Relationship Management: Build and maintain C-suite and director-level relationships across Purchasing, Sales, Operations, and R&D within target enterprise accounts.
• Market Penetration: Develop and execute strategies to expand product penetration across GPOs and the restaurant, hospitality, grocery, and convenience segments.
• GPO Administration: Manage Group Purchasing Organization contracts to ensure compliance and maximize contract value.

Operations and Intelligence

• Strategic Data Management: Maintain a comprehensive Top Accounts database that tracks equipment specifications, key contacts, international expansion plans, and menu-driven equipment needs.
• Market Feedback: Partner with Product Managers to identify custom product opportunities and share customer insights that support new product development.
• Pricing Strategy: Work with the Sr. Director of Strategic Accounts and VP of Sales to develop competitive end-user pricing and communicate it accurately to dealer and distributor partners.

Reporting and Visibility

• Sales Pipeline Management: Maintain an accurate list of pending and booked sales activity and provide monthly visibility to the executive team to support inventory and production planning.
• Industry Representation: Represent the company at key trade shows, sales conferences, and end-user summits to strengthen brand presence and identify emerging trends.

Other duties as assigned

Travel

Requires approximately 50% travel and the ability to maintain a home-based office.

Supervisory Responsibilities

This position will lead a team of ~7-8 Strategic Account Managers

Qualifications

• Bachelor’s degree combined with work experience as detailed above.
• Minimum 10 years experience is selling equipment and supplies to the foodservice industry.
• Prefer prior experience in foodservice operations, dealer/distributor selling, and manufacturer representation.
• Multilingual a plus.
• Strong written, verbal, and email communication skills.
• Skilled computer use of Excel, Word, and PowerPoint.
• Experienced problem solver.

Vollrath's Core Values

Take Ownership: Our intention is to match our actions with our words, building trust with others. We are united in taking responsibility for the success of Vollrath as a whole.

Empower Action: Our intention is to create a workplace where every member can thrive in their growth and contributions with excitement, confidence, and psychological safety. We support each team member with resources and tools to strengthen collaboration and performance.

Treat All People With Respect: Our intention is to recognize the diverse experiences, styles, and backgrounds of others, treating everyone with dignity. We aim to foster an inclusive culture where all team members can be their authentic selves and feel safe in voicing their perspectives.

Life Beyond Work: Our intention is to care for the well-being of every individual we engage with, understanding them as a whole person. We strive to keep people mentally and physically safe, sending each person home in a condition to build a fulfilling life beyond work. We encourage balance, allowing our colleagues to pursue their passions.

Commitment to Those Who Count on Us: Our intention is to drive innovation and practical solutions through understanding the needs of our coworkers, customers, owners, and communities. We are dedicated to proactively addressing those needs and delivering results.