Strategic Accounts Manager

Join Hoshizaki America Inc., – Engineering Excellence, Powered by People
Hoshizaki is a global organization with a diverse portfolio of companies and brands serving the foodservice industry through manufacturing, refrigeration, foodservice 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.
Our culture is grounded in four core values: Transparency, Compliance, Trust, and Collaboration (TCTC). These values guide how we work, how we serve our customers, and how we build lasting relationships with our employees, partners, and communities.
Role Overview
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.
KEY PERFORMANCE INDICATORS (KPIs)
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.
Forecasting & Pipeline Management
Maintain an accurate opportunity pipeline and sales forecast.
Collaborate with internal departments to support demand planning and inventory management.
Track customer openings, remodels, replacement cycles, and rollout activity.
Ensure CRM data accuracy and timely reporting of opportunities and forecasts.
RFP, Bid & Project Management
Lead customer RFP responses, proposals, and bid activities.
Coordinate cross-functional resources to ensure complete and competitive submissions.
Manage project timelines, key milestones, customer requirements, and implementation plans.
Facilitate communication between customers and internal stakeholders throughout project execution.
Customer Advocacy & Support
Serve as the customer's primary point of contact within Hoshizaki.
Escalate and coordinate resolution of service, product, supply chain, and operational issues.
Partner with Customer Service, Technical Support, Warranty, Marketing, and Operations teams to ensure customer satisfaction.
Champion Hoshizaki Cares and after-sales support initiatives to strengthen long-term customer relationships.
Cross-Functional Leadership
Work closely with Regional Sales Directors, Account Sales Managers, Strategic Dealers, Alliance partners, and Distribution Centers.
Support coordinated selling efforts and nationwide customer initiatives.
Participate in strategic planning, account reviews, and leadership meetings.
Share best practices and contribute to continuous improvement of the Strategic Accounts program.
Education & Experience
Bachelor's degree in Business, Marketing, Sales, Management, or related field preferred.
Equivalent combination of education and industry experience will be considered.
5+ years of strategic sales, national accounts, foodservice equipment, hospitality, convenience retail, refrigeration, or related industry experience.
Demonstrated success managing multi-location customer relationships.
Experience with large chain accounts, dealer networks, and distribution channels preferred.
Proven track record of meeting or exceeding sales and growth objectives.
Knowledge & Skills
Strategic account planning and execution
Executive-level relationship management
Sales forecasting and pipeline management
Contract and proposal development
Project management and rollout coordination
Financial and business analysis
Presentation and communication skills
CRM proficiency
Cross-functional leadership and collaboration
Strong problem-solving and negotiation skills
Ability to influence without direct authority
Strong analytic capability in using data to navigate strategy and results
Ability to consistently demonstrate sound judgment in decision making
Excellent interpersonal skills and ability to deal positively with conflict
Efficient and effective time management and organizational skills
Demonstrated ability to communicate at all levels and across all functions of Hoshizaki and represent the enterprise effectively with customer and strategic partner organizations
Has a solutions mindset that addresses problems facing complex business situations
Proficiency in using Microsoft Office applications.
Can be remote
Working Relationships
The Strategic Account Manager regularly collaborates with Strategic Account Leadership, Regional Sales Directors, Account Sales Managers, Inside Sales Support, Customer Service, Technical Service and Warranty Teams, Marketing, Operations and Supply Chain, Distribution Centers, Strategic Dealers and Alliance Partners, and National Chain Customers to support strategic account objectives and drive business success.
Travel Requirements
40-60% travel, including customer meetings, trade events, equipment evaluations, business reviews, factory visits, and rollout support.
Salary & Benefits
The salary range for this position is $95,000– $130,000 annually, plus eligibility for a performance-based bonus, with quarterly payouts based on achievement of established performance goals. This range is a good faith estimate of what Hoshizaki America expects to pay for this position. Actual compensation may vary based on experience, education, skills, and internal equity.
Benefits include affordable medical, dental, and vision insurance, life, accident, and disability coverage, a Flexible Spending Account (FSA), a 401(k) plan with company match, paid time off and company holidays, tuition reimbursement and career growth opportunities, safe, climate-controlled workplaces, uniforms provided with meal subsidies, and employee discounts and wellness programs.
Important Information
This job description outlines the general nature of the role and is not a comprehensive list of duties or requirements. Hoshizaki America reserves the right to modify it at any time.
Additional Information
Relocation assistance and employment-based visa sponsorship are not available for this position. Candidates must be legally authorized to work in the United States without employer sponsorship, both now and in the future.
Applicants who req

Skills
Project Management, Business Analysis, Business Development, CRM, Account Management, Negotiation, Procurement

Experience
5+ yrs

Work arrangement
Yes