Director Strategic Accounts

Director Specialty Accounts

Company Overview

Smart Care Equipment Solutions is the trusted service leader in the commercial food equipment industry.  Nationwide thousands of restaurants, hotels, hospitals and schools rely on Smart Care to provide preventative maintenance as well as service and repair of commercial refrigeration, cooking and warewashing equipment.

Position Description

This position is responsible for leading, managing and collaborating with assigned customers to deliver and merchandise the value of Smart Care Equipment Solutions and our value to customers.  This individual is responsible for prospecting new customers and interfacing with existing customers.  This position ensures that an on-going relationship is maintained with the customer while maximizing Smart Care’s overall offerings.  The key objective of this position is to promote our business by selling preventative and fast fix programs at a national account level.  This position effectively coordinates all contact and negotiations with the customer.  This position also identifies and develops relationships with new Smart Care customers.

Main Responsibilities

• Lead and manage a portfolio of $7-10million or more in Smart Care business.
• Develop strategic and tactical sales plans for assigned customers to grow sales and ensure a “sole supply” arrangement.
• Develop and implement a pricing strategy in assigned customers consistent with Smart Care’s overall revenue and profit objectives.
• Identify key decision makers in assigned customers and cultivate relationships to ensure customer satisfaction to develop customer confidence in ALL Smart Care offerings.
• Develop and implement tools to effectively measure customer satisfaction. Also develop and implement reporting for customers to effectively measure Smart Care’s performance.
• Serve as the customer’s final “service guarantee” by ensuring that outstanding issues are resolved in a timely manner and to the customer’s complete satisfaction.
• Coordinate overall Smart Care contact with assigned customers to ensure the appearance of Smart Care as a seamless organization that delivers cross-divisional offerings efficiently and effectively.
• Partner with field organization to deliver the Smart Care brand promise.
  Communicate regularly within the division to ensure all parties clearly understand the strategies necessary to meet assigned customers’ current and future needs.
• Identify and prospect future Smart Care customers.

Qualifications

• Minimum 10 years successful sales experience.  Minimum 18 months as CAM
• Exceptional selling skills and ability to sell multiple channels.
• Experience in successfully selling into complex organizations where buyers are many and not readily apparent.
• In-depth knowledge of Divisional offerings and broad knowledge of Smart Care’s overall offerings.
• Demonstrated leadership ability.
• Ability to effectively resolve complex issues.
• Ability to communicate effectively to all levels within Smart Care and assigned customers.
• Skilled presenter.
• Superior written and verbal communication skills.

Key skills and Competencies

• Strong leadership skills
• Composure
• Social Confidence
• Negotiating and Sales Skills
• Customer Service Skills
• Knowledge of field sales
• Decisiveness and Prioritization skills
• Delivering Presentations
• Strong interpersonal skills – Listening, Ability to ask questions, relating well to others
• Ability to work with and partner with diverse and multi-cultural associates
• Achievement Orientation – Focus on delivering results
• Initiative – Self starter
• Contingency planning
• Integrity

Criteria for Success

• Effectively manage customer portfolio.
• Ability to sell Smart Care
• Must achieve the following financial targets:
  • Internal Growth Plan
  • New Business - $2 million annually
  • Annualized budget increase of 8.0%

About Smart Care

Smart Care is a national repair and service provider for commercial foodservice, refrigeration, and cold storage equipment. Our offering of comprehensive mechanical services includes hot side cooking equipment, stand-alone refrigeration, specialty coffee and beverage, complex rack refrigeration and HVAC.

Smart Care is an Equal Employment Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or other protected class status.  All qualified individuals are encouraged to apply. If you need a reasonable accommodation with respect to Smart Care’s application or hiring process due to a disability, please contact the Human Resources department at [email protected].