Strategic Account Manager

Position Summary: 

Waring Commercial is seeking a Strategic Account Manager (SAM) to accelerate growth across a portfolio of established mid-market dealer partners. These accounts have a consistent purchasing history with Waring and meaningful potential for expansion. This role is designed for a sales professional who views existing accounts not simply as business to maintain, but as businesses to expand.  

The SAM will identify dealers with the strongest growth potential and develop account-specific strategies that increase Waring's share of wallet, expand priority-category penetration, and create incremental revenue. Success will come from activating dealer sales organizations, coordinating manufacturer representative resources, uncovering whitespace opportunities, and creating demand throughout the dealer network.  

Unlike a traditional account management role centered primarily on retention and service, the SAM is expected to drive measurable revenue expansion within assigned accounts. This individual will serve as the central point of coordination among dealer partners, manufacturer representative groups, and Waring's internal resources to deliver strong account coverage, a superior dealer experience, and sustained sales growth.  

The ideal candidate brings deep commercial foodservice equipment experience, understands dealer and manufacturer-representative dynamics, and has a demonstrated record of growing channel-partner sales through proactive engagement and disciplined execution.  

Key Responsibilities: 

Dealer Growth & Account Expansion 

• Own a defined portfolio of established mid-market dealer accounts with primary responsibility for revenue growth, share expansion, and increased account penetration.  

• Identify high-potential dealers and create targeted growth plans focused on expanding Waring's presence across priority product categories.  

• Uncover whitespace, competitive displacement, and new-business opportunities within assigned accounts.  

• Drive incremental revenue through strategic dealer engagement, sales activation, and focused account planning.  

• Establish annual growth objectives and lead quarterly business reviews that measure progress, identify barriers, and define next actions.  

Dealer Engagement & Sales Activation  

• Increase dealer mindshare and sales engagement by building relationships across ownership, leadership, purchasing, branch management, inside sales, and outside sales teams.  

• Conduct dealer training, product education, sales meetings, and growth workshops designed to increase Waring product knowledge, advocacy, and recommendation behavior.  

• Partner with dealers to identify priority end users, market segments, and opportunities aligned with Waring's strategic growth priorities.  

• Develop and execute dealer-specific activation plans that increase participation in product launches, promotions, sales campaigns, and category-growth initiatives.  

• Coordinate product demonstrations, joint sales calls, branch visits, and end-user engagement that move opportunities from interest to adoption.  

Manufacturer Representative Coordination  

• Serve as the central point of coordination among Waring, assigned dealer accounts, and regional manufacturer representative groups.  

• Align rep-group activity with account growth plans and ensure field resources are deployed against the highest-value dealer and end-user opportunities.  

• Coordinate joint account calls, dealer visits, training activities, local market initiatives, and opportunity follow-up.  

• Create clear roles, next steps, and accountability across all market-facing stakeholders to improve execution and dealer coverage.  

• Ensure rep-group field activity translates into measurable pipeline creation, category expansion, and sales outcomes.  

Opportunity Development & Commercial Execution  

• Maintain an active pipeline focused on account expansion, category growth, competitive conversions, new locations, and dealer-enabled end-user opportunities.  

• Use CRM and reporting tools to document account plans, track opportunities, forecast revenue, and drive disciplined follow-up.  

• Analyze account performance, purchasing patterns, and market conditions to prioritize resources and identify the next best growth opportunities.  

• Identify and remove obstacles that limit growth, dealer engagement, or execution within assigned accounts.  

• Provide sales leadership with regular insights on dealer trends, competitive activity, account risks, and growth opportunities.  

Cross-Functional Partnership  

• Collaborate with sales leadership, marketing, culinary, product management, customer service, sales operations, and national account resources to deliver coordinated account coverage.  

• Mobilize internal and external resources to support dealer programs, product launches, training, demonstrations, and end-user activation.  

• Ensure dealer teams have the tools, product knowledge, and commercial support needed to confidently sell the Waring portfolio.  

• Share successful account-growth practices and market intelligence across the broader sales organization.  

Qualifications: 

• 7-10+ years of progressive sales, account management, dealer development, business development, or channel management experience in the commercial foodservice equipment industry.  

• Demonstrated success growing revenue through foodservice dealers, distributors, manufacturer representative groups, or channel partners.  

• Strong understanding of commercial foodservice distribution, dealer operations, purchasing behavior, sales processes, and manufacturer-representative relationships.  

• Proven ability to develop and execute account growth plans that increase revenue, category penetration, and customer engagement.  

• Experience coordinating multiple stakeholders across dealer organizations, independent rep groups, internal sales teams, marketing, culinary, and customer support functions.  

• Strong commercial acumen with the ability to identify whitespace, influence decision-makers, and convert opportunities into measurable results.  

• Confident communicator and presenter who can lead business reviews, dealer training, and joint planning sessions.  

• Highly organized, accountable, and comfortable managing a national portfolio, pipeline, priorities, and follow-up through CRM.  

• Willingness to travel nationally as needed to support dealer meetings, field activity, end-user engagement, and industry events.  

• Location may be anywhere in the United States; candidates based in a major metropolitan market are preferred.  

What We Offer  

• The opportunity to serve as the growth engine for an important segment of Waring Commercial's dealer business.  

• Ownership of an established account portfolio with meaningful whitespace and expansion potential.  

• A highly collaborative role connecting dealer partners, manufacturer representative groups, and Waring's internal commercial resources.  

• A sales culture that values ownership, customer focus, disciplined execution, and measurable growth.  

• Competitive compensation with base salary, performance incentives, and long-term career development opportunities.  

Compensation:  

Conair has established a good faith salary range for this position. The salary range reflects the Company's reasonable expectation for the role at the time of posting and is based on a variety of factors including business needs, market conditions, candidate qualifications, experience, skills, and internal equity. The anticipated base salary range for this position is $155k to $165k annually. 

In addition to base salary, this position is eligible to participate in Conair's annual bonus program. Conair also offers a comprehensive benefits package that includes medical, dental and vision coverage; short- and long-term disability insurance; paid parental leave; paid time off; 11 paid holidays; two paid volunteer days; employee product discounts; and a 401(k) plan with employer contributions. Eligibility for certain benefits may vary based on employment status and plan terms. 

Environmental Factors:   

This role is performed in a professional office environment and requires prolonged periods of sitting, working on a computer, and using standard office equipment. If in Stamford, CT this position follows Conair's hybrid work model, requiring on-site presence at the Stamford, CT office Monday through Thursday, with the flexibility to work remotely on Fridays. 

About Conair:  

Conair is a leading international designer, manufacturer, and marketer of branded personal care and small kitchen appliances, cookware, hairbrushes & accessories, cosmetic bags, and travel accessories.  

Conair has always been driven by a passion for innovation; it’s part of the Company’s DNA. Trendsetting products have been invented by Conair since its inception in 1959, keeping the Company always a step ahead of the competition. The company's domestic and international divisions offer a diversified mix of consumer and professional products sold in over 120 countries. The Family of Conair brands includes CONAIR, Cuisinart, BabylissPRO, Scünci , TRAVELSMART by CONAIR, and Waring.  

Conair’s passion for innovation gets stronger with each decade, as evidenced by the over 1,000 patents the Company has obtained worldwide. Today, Conair and its brands are names known throughout the world. Conair continues to introduce its brands to new and emerging markets, year after year. By the 1990s, most households in America owned at least one Conair product. Today many have more than one, and the Company’s goal is to ensure that every household in the world eventually owns one of our products.  

Conair creates confidence and connection 

Are you passionate about this opportunity but worried that you don’t have 100% of the experience we’re looking for?  We still want to hear from you! Apply online and let us know why you would make a great addition to Conair!