SUMMARY

This position will report to the Director – Sales & Business Development. Incumbent will plan, organize, direct and control activities to achieve total revenue and profit goals with assigned Key National Accounts. Interface with both internal and external senior-level management, ITW Food Equipment Group (FEG) product development and product service personnel as well all relative contacts within assigned Key Accounts, ITW FEG sales organization, and the field service organization. Individual will direct the activities of the assigned Key Accounts through effective field sales engagements; account management and developing end user relationships. Incumbent will also have the responsibility of coaching, mentoring, and developing some assigned National Account Managers.
Incumbent will support the development of strategic and tactical programs conducive to increasing Hobart’s service presence and competitive share in the U.S. Market that will ultimately drive profitability.

QUALIFICATIONS

Minimum Qualifications:

• Bachelor’s degree in Business, Sales, Marketing, or related fields
• 3+ years extensive sales experience
• Requires up to 50%+ travel.
• Strong oral and written communication skills
• Strong organization and project management skills
• Experience with Microsoft office
• Self-motivated and ability to adapt to change
• Strong customer orientation

Preferred Qualifications:

• National account sales experience
• Food service / Food retail experience
• Management experience

Education and Work Experience
A bachelor’s degree in Sales, Marketing, or related field; with at least 5 years extensive sales experience is required.
Desired Education/Experience
National account sales experience in Food Service/Food retail is preferred, but not required.

JOB — SPECIFIC KNOWLEDGE

• Data analysis skills
• Understanding of the consultative sales process
• Experience at building value-based proposals
• Experience at presenting at the C-Level

ESSENTIAL DUTIES AND RESPONSIBILITIES

These are the most significant job duties performed. The size, scope and complexity of assigned duties and responsibilities are dependent on the level and experience of the incumbent.

To perform this job successfully, an individual must be able to perform each assigned essential duty satisfactorily. Other responsibilities or special projects not specifically listed below may also be assigned.

• Develop annual strategic plans and complete account profiles on all assigned active accounts.
• Develop strategies to support the protection of existing account revenue as well as driving organic revenue and margin growth.
• Manage accounts, contacts, opportunities, and other required critical information in CRM on a consistent and timely basis.
• Escalation management including evenings and weekends.
• Manage the gathering of analytic information needed to support accounts, sales, ROI, and other initiatives.
• Update leadership consistently on account status/changes especially those that could have an impact our relationship, revenue, or probability.
• Coordinate with National Accounts Customer Care in the effort of delivering positive customer satisfaction in aligned accounts.
• Partner closely with the equipment sales National Account Manager(s), attend each other’s meeting / QBRs and plan to support each other’s initiatives.
• Coordinate all key account service sales activity for all assigned accounts.
• Implement pricing strategies, quotes, and action plans with all assigned key accounts, to ensure that proper margins are maintained in accordance with overall service business strategy.
• Conduct service sales presentations in assigned accounts sales that addresses issues, promotes initiatives, and drives incremental service contract revenue.
• Develop specific solutions in assigned National Accounts to win new business and maintain service contract renewal business through customized programs that will ultimately enhance profitability.
• Represent Hobart Service on various projects including managing and attending customer and industry trade shows as necessary.