Market Development Manager – Hospitality

Office Depot

. Develop and maintain go-to-market frameworks for Hospitality .

Posted 11/12/2026full-timeLos Angeles • California • United StatesSeniorLead💰 $87,500 - $147,900 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in developing go-to-market strategies and frameworks specifically for the Hospitality sector, with a strong focus on driving revenue and margin targets through influence and collaboration. Proficient in analyzing performance data and leading cross-functional initiatives to enhance operational workflows and sales processes.

Highest-signal resume keywords

Hospitality Vertical Sales ExperienceGo-To-Market Strategy DevelopmentPricing and Deal Structuring ExpertiseCross-Functional CollaborationStrong Communication Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Go-To-Market FrameworksSales ProcessesRevenue Impact MeasurementPerformance Data AnalysisDeal ExecutionOperational WorkflowsSales Incentive DesignStructured GovernanceAnalytical RigorHospitality Buying Dynamics

Soft Skills

Influence in Matrixed OrganizationRelationship BuildingExecutive PresencePresentation SkillsProcess Improvement

Tools & Technologies

Microsoft OfficeSalesforce.comSales/Pipeline Reporting Platforms

Certifications & Qualifications

Bachelor's Degree or Equivalent Experience

Industry Keywords

Hospitality DistributionFood ServiceMulti-Unit Buying EnvironmentFranchise ManagementManaged-Property Buying

Tech Stack

Tools & technologies

SFDC

About the role

Key responsibilities & impact

Develop and maintain go-to-market frameworks for Hospitality
Translate business priorities into go-to-market models, decision frameworks, sales processes, and execution standards
Serve as the primary advisor on company growth within Hospitality
Drive continuous process improvement across coverage, deal execution, and operational workflows
Own the Hospitality vertical revenue and margin target through influence rather than direct management
Develop the vertical go-to-market strategy, including target segments, value propositions, and win themes
Serve as the enterprise subject-matter expert on Hospitality buying dynamics
Shape the curated assortment strategy and identify industry-specific promotion opportunities
Participate in the deal desk for qualifying Hospitality opportunities, advising on pricing, scoping, win strategy, and non-standard terms
Co-design the Hospitality component of the field incentive plan and recommend targeted campaigns
Provide input on strategic account assignments, coverage gaps, and reassignments
Run quarterly business reviews and monthly pipeline check-ins
Report vertical performance to senior leadership
Partner with vendors on seller recruitment, training, and enablement
Partner with Merchandising, Marketing, and Product on assortment, offers, collateral, and campaigns
Join field representatives on strategic pursuits as an expert resource

Requirements

What you’ll need

Bachelor's degree or equivalent experience
Minimum 8 years of experience
Deep Hospitality-vertical sales or go-to-market experience, ideally in food service/hospitality distribution or a comparable multi-unit, franchise, or managed-property buying environment
Demonstrated ability to drive results through influence in a matrixed organization
Strong command of pricing, deal structuring, and sales incentive design
Track record of measurable revenue impact against a target
Proficient in Microsoft Office (Word, Excel, PowerPoint)
Working knowledge of CRM tools (e.g., Salesforce.com) and sales/pipeline reporting platforms
Ability to interpret vertical performance data (pipeline, win rate, margin) to inform decisions
Executive presence with Regional VPs and senior sales leaders
Ability to lead through structured governance and process-improvement mechanisms without direct authority
Strong analytical rigor in pricing, deal structuring, and incentive design
Ability to build and maintain relationships with key Hospitality accounts and partners
Strong communication and presentation skills
Cross-functional collaboration across sales, merchandising, marketing, and product
Ability to read, write, speak, and understand English
Ability to travel as needed

Benefits

Comp & perks

401(k)
Competitive salary
Incentive program eligibility
Opportunities to move and grow within the organization
Hybrid work arrangement