Business Development Manager -- National Accounts - Food Service

Business Development Manager of National Accounts - Food Service Accounts

Position Summary

The objective of the Business Development Manager of National Accounts role is to achieve revenue and profit plans through the development of new business and the cultivation of long-term partnerships with national account prospects and customers. This position is responsible for building executive-level relationships, managing complex sales cycles, and driving profitable growth across multi-location accounts.

Essential Duties and Responsibilities

• Create and maintain strong professional relationships with executive-level decision makers, as well as multiple coaches, implementers, and influencers within assigned prospect and customer accounts.

• Utilize consultative selling skills to understand a prospect’s business, marketplace, and service needs, and position Liquid Environmental Solutions (LES) offerings as the optimal solution.

• Motivate and guide decision makers through desired next steps and decisions within the sales cycle.

• Prepare and present LES value propositions, service management program proposals, presentations, pricing quotes, and RFP responses that clearly demonstrate features, advantages, benefits, and profitability alignment.

• Deliver formal presentations of LES value propositions and approved pricing proposals.

• Work within established company guidelines for pricing, products, and services.

• Negotiate contracts and contract renewals.

• Develop, maintain, and execute an approved territory sales plan, including target accounts, sales cycle strategies, projected revenue, decision timelines, and implementation/start dates.

• Build and maintain a sales pipeline in excess of $10 million.

• Maintain a weekly average of seven (7) in-person sales meetings, each with defined objectives related to advancing or closing sales cycles or strengthening customer relationships.

• Accurately document all sales activity and manage pipeline data within the company CRM system.

• Lead and manage the implementation of new customer locations and/or new lines of business, ensuring effective internal communication and successful customer onboarding.

• Manage new customers for 12 months post-implementation, including the creation, delivery, and presentation of Quarterly Service Reports.

• Complete and submit required sales documentation, including weekly sales call plans, weekly sales results reports, weekly target account updates, and monthly sales plan updates.

• Build and maintain strong working relationships with field operations teams and corporate support staff while adhering to company policies, procedures, and handbook guidelines.

• Perform other duties as required that are reasonably within the scope of this role.

• Ensure all prospect and customer calls and emails are returned within four (4) hours of initial receipt.

Knowledge, Skills, and Abilities

• Proven experience prospecting, selling, and managing accounts across a national sales territory with strong time and territory management skills.

• Demonstrated success in developing and executing annual, quarterly, monthly, and weekly sales territory plans.

• Experience managing and selling to large, multi-location accounts with annual revenues of $100,000 per account and 15–500 locations per account.

• Strong consultative sales capability and comfort navigating complex, multi-stakeholder sales environments.

• Deep understanding of long-cycle sales processes for large, multi-location accounts.

• Experience with account penetration strategies across departments, locations, divisions, and service lines.

• Proven success leading account growth, retention, and long-term relationship management strategies.

• Demonstrated performance across short, medium, and long sales cycles.

• Experience leading and coordinating new sales program implementations within multi-location accounts.

• Formal classroom training in consultative, professional, strategic, or tactical selling, account management, or related B2B sales methodologies (must be able to identify specific programs).

• Team-selling experience, including serving as the sales team leader.

• Exceptional listening, communication, presentation, and proposal development skills.

• Professional appearance, demeanor, and conversational selling style.

• Strong organizational skills, attention to detail, and ability to meet weekly sales activity expectations.

Education and Experience Requirements

• Bachelor’s degree or equivalent (required).

• Minimum of four (4) years of outside business-to-business sales experience, including at least two (2) years selling to multi-location, regional, or national accounts within the restaurant, grocery, or retail industries (required).

• Demonstrated, consistent history of meeting or exceeding monthly, quarterly, and annual revenue goals with documented quotas and performance results.

Equal Opportunity Statement

Liquid Environmental Solutions is committed to employing a diverse workforce. Qualified applicants will receive consideration without regard to race, color, religion, sex, national origin, age, sexual orientation, protected veteran status, or disability.

Equal Opportunity Employer – M/F/Disability/Veteran