Job Description

Channel Strategy and Profitable Growth

Develop and execute the overall growth strategy for the foodservice channel.
Identify and prioritize market segments, customers, applications, and partnerships with the strongest potential for profitable growth.
Expand foodservice filtration sales through distributors, service companies, foodservice equipment manufacturers, strategic accounts, and other emerging channels.
Evaluate channel performance, market trends, competitive activity, customer needs, and sales data to identify opportunities.
Lead the development of business cases for new customers, channel partnerships, product applications, and market opportunities.
Ensure commercial activities align with company growth objectives and channel priorities.

New Business and Channel Development

Lead efforts to identify, qualify, and win new foodservice filtration business.
Build relationships with targeted distributors, service organizations, equipment manufacturers, and strategic end users.
Partner with Marketing and Product teams on channel-specific positioning, sales tools, launch materials, and customer communications.

Customer and Strategic Account Leadership

Serve as the senior commercial leader for key foodservice customers and strategic channel partners.
Act as an executive escalation point for significant customer opportunities, concerns, or performance issues.
Guide the team in developing strategic account plans that identify customer priorities, growth opportunities, risks, and required resources.
Participate directly in major customer negotiations, commercial agreements, and strategic business reviews.
Ensure account strategies balance customer needs with profitability, operational capability, and long-term business objectives.
Monitor customer satisfaction and retention, addressing issues before they affect long-term partnerships.

Team Leadership and Development

Lead, coach, and develop a team responsible for foodservice sales, account management, and business development.
Establish clear team goals, accountabilities, performance measures, and expectations.
Translate channel objectives into clear team and individual priorities.
Conduct regular business, pipeline, forecast, and account reviews with team members.
Foster a collaborative, accountable, customer-focused team culture.

Preferred Experience:

OEM, ODM, or private-label sales experience, including selling customer-branded products manufactured by a third-party supplier.
Experience selling into foodservice equipment manufacturers, beverage equipment OEMs, ice machine manufacturers, water treatment equipment companies, or similar organizations where products are integrated into the customer's branded offering.
Selling components, subsystems, or technical products into equipment manufacturers
Foodservice equipment, beverage systems, ice machines, water treatment, filtration, or adjacent industries
Experience influencing product specification decisions and design-in opportunities

Requirements:

Bachelor's degree in Business Administration, Marketing, or a related field, or an equivalent combination of education and relevant experience.
8+ years of progressive experience in sales, business development, channel management, strategic account management, or a related commercial function.
Demonstrated experience selling OEM, ODM, private label, or contract-manufactured products to equipment manufacturers, distributors, or branded product companies.
Experience managing business relationships where products are manufactured by one company and marketed under a customer's brand.
Proven ability to secure and grow private-label programs, design-in opportunities, and long-term supply agreements with OEM customers.
Experience working with engineering, product management, and procurement teams throughout customer product development and commercialization cycles.
Understanding of OEM sales processes, including specification selling, custom product development, sourcing decisions, and customer-branded solutions.
Demonstrated experience leading and developing sales, account management, or business development professionals.
Proven record of achieving profitable growth and delivering results against commercial objectives.
Strong business and financial acumen, including forecasting, pricing, profitability, pipeline management, and commercial decision-making.
Demonstrated ability to build effective relationships with senior customer and internal stakeholders.
Strong negotiation, presentation, written, and executive communication skills.
Ability to manage multiple strategic priorities and make effective decisions in a changing environment.
Proficiency with Microsoft Office and customer relationship management tools.
Ability to travel approximately 30-40%, based on customer and business needs.
Experience in water filtration, water treatment, foodservice equipment, foodservice distribution, commercial equipment, or a related industry preferred.