Middleby is a fast-growing, profitable global manufacturer of commercial foodservice equipment headquartered in Elgin, Illinois. The company markets its products under a broad portfolio of industry-leading brands and operates manufacturing and distribution facilities around the world. Since 2001, Middleby has experienced significant growth and was named one of Fortune Magazine’s Fastest Growing Companies. In 2022, Middleby was recognized by Forbes as one of the World’s Best Employers and is a proud philanthropic partner to organizations addressing food insecurity.
This position will report to the Vice President, Consultant Services for Middleby. This is a strategic and tactical position, working with Middleby’s Commercial Foodservice Brands to expand the Middleby presence and exposure within the design consultant community within the Healthcare, B&I, Stadiums, K- 12 and C&U segments.
Additionally, this role will provide a high level of support for the brands working with key consultants, consultant associations and end users to grow specifications for Middleby products, along with a higher level of partnering to ultimately drive sales opportunity for all Middleby Brands.
Role Responsibilities:
Build and maintain direct relationships with strategic foodservice consulting firms and segment end
users. This position will be expected to establish strong relationships with designers and principals at the
key industry consulting firms, and end users. Additionally, responsibilities of the position include the following:
- Act as the segment expert for consultant and end user engagement on behalf of Middleby brands.
- Frequent interaction with Middleby Sales Representatives utilizing their existing relationships and growing new partnerships with both consultants and end users and connection for lead opportunities.
- Work with the VP in order to monitor for large specification opportunities, communicating to all brands to maximize Middleby brand placement.
- Lead REVIT / CAD initiatives for consultant projects to manage all content within current FCSI guidelines to strengthen Middleby’s resource library.
- Create, implement and manage monthly reporting structure utilizing CRM and industry data to report on Middleby brands and key benchmarks for success for the specific market segments.
- Facilitating consultant training events across Middleby Brands providing solution specific content toward segment focus.
- Lead and support corporate Middleby consultant events such as the Middleby MAINS Program and driving participation to the Middleby Innovation Kitchens.
- Regular interaction with Middleby brand teams including Vice Presidents and Regional VPs and the Rep network.
- Maintain consultant database and segment end users for key contacts and principals at the firms and segment players.
- Create and help facilitate content for consultant communications and creative opportunities for Middleby brands.
- Seek opportunities to create unification among brand presentations and present for FCSI CEU training opportunities in order to drive solutions based educational opportunities with consultants.
- Administrative responsibilities including monthly reporting, maintaining consultant master calendars and interaction via corporate communication channels.
- Domestic travel up to 60% required. Possible periodic international travel.
Role Requirements:
Education:
- Bachelor’s degree in: Business Administration, Hospitality Management, Foodservice Management, Marketing or related field
Industry Experience:
- 10+ years in foodservice, hospitality or commercial kitchen industry
- Strong background working with Foodservice consultants, Commercial kitchen design firms, Equipment manufacturers, distributors and dealers
- Experience in Contract negotiations, Consultant engagement strategy, Product specification processes, and large project bid management
Foodservice Industry Knowledge:
Deep understanding of:
- Commercial kitchen equipment and systems
- Project lifecycle (concept - design- specification - installation)
- Consultant specification channels
- Chain accounts, healthcare, education, stadia, B&I, hospitality sectors
Leadership / Management Skills:
- Proven ability to lead regional or national consultant services efforts
- Experience managing Sales support teams, Specification managers, and/or Field marketing staff
- Budget oversight and responsibility
- Strategic planning and market expansion
Relationship & Business Development Skills:
Established network within:
- Foodservice consulting community
- Dealer and rep networks
- Strong presentation and public speaking skills
- Ability to influence specifications and brand positioning
Business & Technical Competencies:
- CRM and pipeline management expertise / Hubspot
- Strong experience and understanding of REVIT / CAD resource documentation
- Data-driven decision making
- Market trend analysis
- Understanding of compliance standards (NSF, UL, health codes, etc.)
- Experience with RFP / RFQ processes
Middleby Corporation is an Equal Employment Opportunity (EOE/M/F/Vets/Disabled) employer and welcomes all qualified applicants
