Vice President of Business Development in Greenville, Michigan at Marvel Refrigeration

Middleby Corporation is a global leader in commercial foodservice equipment, serving customers worldwide through a portfolio of industry-leading brands and innovative solutions. Headquartered in Elgin, Illinois, Middleby has built a strong reputation for innovation, strategic growth, and operational excellence. Middleby has been recognized by Fortune among the Fastest Growing Companies and by Forbes as one of the World’s Best Employers.

Position Summary

The Vice President of Business Development will lead strategic account growth and sales initiatives across assigned national and global accounts. This role will build and maintain executive-level relationships, develop account strategies, negotiate contracts, and collaborate with Middleby brands to expand business opportunities and achieve sales and profitability goals. The ideal candidate will have experience managing strategic accounts, distributors, and large equipment portfolios within the foodservice or bakery industries.

Responsibilities

Strategic Account Management

• Participate in overall sales and management decisions for assigned chain accounts.
• Contribute to the development of the annual national account sales plan and drive its implementation.
• Develop, maintain, and achieve annual account sales goals.
• Create annual account business plans to support sales objectives for each account.
• Prepare monthly sales reports communicating key account activities to management.
• Coach and work with Middleby brands to support success within assigned accounts.
• Identify new opportunities to place Middleby equipment by leveraging existing business, relationships, and technology.

Sales Management

• Achieve corporate sales goals by managing all strategic account sales activities.
• Establish and maintain executive-level contacts and relationships with strategic accounts, distributors, channel partners, and industry influencers.
• Analyze strategic account sales data and develop strategies that support market share growth.
• Research, develop strategies, and identify new accounts by staying current on industry news, reports, and market analysis.
• Negotiate annual and multiyear chain contracts.
• Provide leadership, direction, and support to Middleby brands related to success within assigned accounts.
• Lead strategic national account analysis to determine competitive pricing strategies, identify competitive weaknesses, and maintain current account profiles and customer needs analyses.
• Maintain appropriate pricing and support the execution of negotiated price increases.

Market Strategy and Business Development

• Develop annual pricing strategies to ensure sales and profit targets are achieved.
• Oversee the research, analysis, and monitoring of industry trends, competitive activity, and market factors to identify market and product opportunities.
• Identify and implement new product development opportunities based on customer and market needs.
• Stay current on competitive activity and customer expectations, communicate significant trends to the organization, and recommend appropriate actions.
• Perform strategic account market and sales analysis to identify short- and long-term growth and profit opportunities.

What You Bring

• Bachelor’s degree required, preferably in Business Administration, National or Global Account Management, or a related field. Equivalent related experience may also be considered.
• At least five years of experience managing strategic national or global accounts.
• Extensive knowledge of and proven experience in the sales and marketing of heavy equipment, preferably within the foodservice and bakery industries.
• Experience managing and negotiating with strategic accounts and distributors.
• Experience developing strategic account sales programs.
• Experience working with cross-functional teams.
• Comfortable working with large equipment portfolios and multiple brands.
• Strong negotiation and presentation skills.

Middleby Corporation is an Equal Employment Opportunity (EOE/M/F/Vets/Disabled) employer and welcomes all qualified applicants.