Business Development Manager Refreshment Services

Location: Kansas City, MO

Pay varies by location

About the role

The Business Development Manager (BDM) for Refreshment Services is a strategic hunter responsible for driving new business in micro markets, vending, coffee, pantry, and water filtration solutions. This role includes the full sales cycle—from prospecting and pipeline development to solution design, proposal/RFP management, contract negotiation, and seamless handoff operations. Success is measured by new revenue growth, pipeline health, and client satisfaction.

Responsibilities

• Develop and execute a territory plan to identify and target ideal customer profiles (ICPs) within corporate and institutional markets.
• Prospect and build a robust pipeline of qualified opportunities through outbound efforts, networking, and industry events.
• Conduct consultative discovery to understand client needs and design tailored refreshment solutions that deliver measurable ROI.
• Lead proposals and RFP responses end-to-end, including pricing strategy, presentations, and competitive positioning.
• Negotiate contracts to secure profitable, scalable agreements aligned with company standards.
• Maintain CRM discipline with accurate forecasting, activity tracking, and pipeline coverage (≥ 3× quota).
• Collaborate cross-functionally with Operations, Culinary, and Category teams to ensure smooth implementation and client success.
• Stay current on product offerings, market trends, and competitor activity to position solutions effectively.
• Perform other duties as assigned to support business growth.

Requirements

• Bachelor’s degree in business administration or related field.
• Minimum 3 years of B2B new business (hunter) sales experience in refreshment services or related facility/employee experience solutions.
• Proven ability to manage the full sales cycle—prospecting, discovery, solutioning, proposals/RFPs, negotiation, and close.
• Proficiency in CRM systems (Salesforce or equivalent) and Microsoft 365 tools.
• Strong verbal and written skills; ability to present to executive audiences.
• Self-motivated, organized, and able to work independently while collaborating with corporate leaders.
• Valid driver’s license and ability to travel within assigned territory for site visits and client meetings.

About Us

Together, American Food & Vending and American Dining Creations form one of the nation’s largest privately held dining and refreshment service organizations. Family-owned and headquartered in Syracuse, NY, we have served clients nationwide for more than 80 years, delivering customized dining and refreshment solutions across business, education, healthcare, and cultural environments. Recognized by NAMA and our peers as Operator of the Year, we combine national capabilities with a personal, responsive approach to create exceptional experiences for our clients and guests.

Mission

To create moments of happiness through customized hospitality experiences that delight guests and bring people together.

Vision

To be the best in the industry at elevating hospitality experiences for places where people want to be.

Values

• Family – Treat people as family.
• Integrity – Do the right thing.
• Responsiveness – Listen first. Then act with urgency.
• Service Excellence – Deliver exceptional experiences every day.
• Teamwork – Win together.

Benefits

• Weekly pay
• 401K with company match
• Employee Assistance Program
• Eligible employees offered Medical, Prescription, Dental, and Vision Plans, FSA/HSA
• Ongoing training and development programs
• Bonus Programs for eligible positions