Regional Account Manager, Hospitality

The Regional Account Manager will focus on driving B2B sales growth in the hospitality and retail sectors, with a strong emphasis on new business acquisition within a 200-mile radius of San Francisco. This is a hunter role responsible for developing and executing a strategic prospecting plan to engage new clients within this region. While the primary focus is on regional prospecting, the Account Manager may be required to travel for trade shows, conferences, and to support accounts outside of the designated geography as needed.

This role is relationship-based selling, focused on building strong client connections and delivering tailored solutions that align with Balsam Brands’ B2B objectives. However, once a customer relationship is established, the Account Manager will transition ongoing account management to the Customer Success team to ensure long-term support and growth.

In addition to driving sales, the Regional Account Manager will leverage Account-Based Marketing (ABM) and lead generation strategies to target high-potential accounts, build a high-quality sales pipeline, and contribute to developing sales tools and personalized pitch decks for target industries.

This full-time position reports to the Director of Customer Engagement, B2B and is expected to work in a hybrid model, which currently includes Monday, Tuesday, and Wednesday in our Redwood City office.

What you’ll do:

• Business Development and Prospecting: Drive sales growth by identifying and engaging new business opportunities in the hospitality and retail sectors. Develop and manage a pipeline of qualified leads to meet sales targets and support Balsam Brands' B2B expansion
• ABM and Lead Generation: Develop and implement ABM and lead generation strategies to prioritize and personalize outreach for high-value targets. Use data-driven insights to refine targeting and engagement efforts, ensuring alignment with broader B2B objectives
• Sales Tools and Pitch Deck Development: Collaborate with marketing & creative teams to develop customized sales tools, pitch decks, and presentations that communicate Balsam Brands’ value proposition effectively to prospective clients
• Technology and Tool Utilization: Use HubSpot Sales Hub for CRM and sales tracking, ZoomInfo (or similar tools) for data enrichment, and LinkedIn Sales Navigator for prospecting, ensuring a streamlined and efficient approach to building client relationships
• Relationship Building and Client Engagement: Cultivate relationships with key decision-makers in target industries, prioritizing a customer-first approach and a focus on long-term business growth
• Performance Tracking and Reporting: Track and report on key sales metrics, adjusting strategy as needed to achieve goals and maintain alignment with growth objectives
• Travel and Transportation: This role requires regular travel within a 200-mile radius of San Francisco and occasional longer-distance travel for trade shows and industry events. A valid driver’s license in good standing and access to a reliable vehicle in good working condition are required to fulfill the regional travel responsibilities of this role

What you bring to the table:

• Bachelor’s degree in business, Marketing, or a related field
• At least 5 years in a B2B sales role, with proven success in new business acquisition, especially in the hospitality and retail sectors
• Strong knowledge of ABM and lead generation strategy
• Proficiency with HubSpot Sales Hub, ZoomInfo (or other data enrichment/prospecting tools), and LinkedIn Sales Navigator
• Excellent prospecting, relationship-building, and communication skills, with the ability to craft and deliver compelling presentations
• Willingness to travel up to 30% as needed for client meetings and industry events

About Us: Balsam Brands is a global, omnichannel retailer with roots in holiday and home décor. We strive for excellence in everything we do and present a unique opportunity for those seeking to have a meaningful impact in a people-first company that values relationship building, authenticity, and doing the right thing. We have steadily growing teams in Boise, the Bay Area, Dublin, the Philippines, Canada, and Mexico.  

The company's mission is to create joy together. We empower our team and partners to love what they do, provide products and experiences that inspire meaningful moments with family and friends, and give back to our families and communities in impactful ways. When you join Balsam Brands, you'll find a culture of caring people doing challenging work and building a welcoming workplace.

• Check out our flagship brand, Balsam Hill: www.balsamhill.com
• Balsam Brands in Forbes: https://bit.ly/balsambrandsforbes2023
• Balsam Brands on LinkedIn: http://www.linkedin.com/company/balsam-brands/
• Glassdoor: https://bit.ly/balsambrands-glassdoor

At Balsam Brands, we strive to offer a competitive compensation and benefits package. For permanent, full-time team members, our current package includes:

• Competitive compensation, including a cash-based incentive plan; salary is reviewed yearly and may be adjusted as part of the normal compensation review process
• Comprehensive Medical, Dental, and Vision coverage, with 100% of monthly premiums covered for team members, and 85%+ employer-paid premiums for other coverage tiers that include dependents
• Up to $2,000 annual funding toward HSA accounts
• Medical, transit, dependent care FSA
• Infertility coverage offered on all medical plans
• Generous parental leave program and flexible return options
• Company-paid life and AD&D insurance
• Company-paid short and long-term disability insurance
• 401(k) with dollar-for-dollar company match up to $4,000 per calendar year
• Employee Assistance Program (EAP) and other mental health and wellness perks
• Paid holidays, annual shutdown week, PTO, and volunteer time-off (VTO) packages
• Paid 5-week sabbatical leave after 10 years of employment
• Annual continuous learning benefit up to $1,000 per person, per fiscal year
• Up to $300 flexible reimbursement to support setup of new team member's work-from-home environment
• Generous team member merchandise discount
• Valuable extras: identity theft protection, subsidized parking, monthly wellness, pet insurance, accident & critical illness insurance

The base pay range for this position is: $110,000 to $130,000 annually, depending on experience. Year 1 On-Target Earnings (OTE): $150,000–$175,000, including a $30,000 commission draw during ramp-up. Year 2 OTE: $200,000+ based on performance. Where an individual falls within that range will vary based on several factors including geographic location and may vary depending on candidate qualifications and experience, applicable skills, and other job-related factors. We benchmark our pay ranges against current external data sources and regularly review compensation for our team members. Balsam Brands is committed to providing our team members with an internally fair, externally competitive, and fiscally prudent total compensation package administered in a simple and consistent manner.

Please note that placement within the posted salary range is based on several factors, including experience, skills, and alignment with role requirements. It is uncommon for offers to be made at the top of the range, as this typically reflects a candidate who exceeds all role requirements and brings significant, directly applicable experience.

At Balsam Brands, we strive to build a diverse, equitable, and inclusive team to fulfill our purpose to create joy together. Balsam Brands is proud to be an equal opportunity employer. We encourage people from all backgrounds, ages, abilities, and experiences to apply. We do not discriminate on the basis of race, ethnicity, religion, national origin, citizenship, marital or family status, disability, sexual orientation, gender identity or expression, pregnancy or caregiver status, veteran status, or any other legally protected status. We will ensure that individuals with disabilities are provided reasonable accommodations to participate in the job application and interview process, to perform essential job functions, and to receive other benefits and privileges of employment.

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All your information will be kept confidential according to EEO guidelines.