Market Development Manager – Hospitality

Office Depot

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

Posted 11/12/2026full-timeChicago • Illinois • United StatesSeniorLead💰 $87,500 - $147,900 per yearWebsite

Core Competencies

Role fit

Core Competencies

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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 executing strategic initiatives that enhance operational workflows and sales processes.

Highest-signal resume keywords

Hospitality Vertical Sales ExperienceGo-To-Market Strategy DevelopmentPricing and Deal Structuring ExpertiseCross-Functional CollaborationRevenue Impact Measurement

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Go-To-Market FrameworksSales ProcessesOperational WorkflowsPerformance Data AnalysisRevenue Target AchievementSales Incentive DesignDeal ExecutionHospitality Buying DynamicsPromotional Strategy DevelopmentPipeline Reporting

Soft Skills

Strong Communication SkillsExecutive PresenceRelationship BuildingInfluence in Matrixed OrganizationsPresentation Skills

Tools & Technologies

Microsoft OfficeSalesforce.comCRM ToolsSales/Pipeline Reporting Platforms

Industry Keywords

HospitalityFood Service DistributionMulti-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 how the company grows 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 promotional opportunities
Participate in the deal desk for qualifying Hospitality opportunities, advising on pricing, scoping, and win strategies
Co-design the Hospitality component of the field incentive plan and recommend targeted campaigns
Provide structured input on strategic Hospitality account assignments and coverage
Maintain a prioritized target-account list and recommend named-account or white-space reassignments
Run quarterly business reviews and monthly pipeline check-ins
Report the vertical's performance narrative 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
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 such as Salesforce.com and sales/pipeline reporting platforms
Ability to interpret vertical performance data, including pipeline, win rate, and margin
Executive presence with Regional VPs and senior sales leaders
Ability to lead through structured governance and process-improvement mechanisms without direct authority
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, paid according to the Incentive Plan terms and conditions
Benefits package
Opportunities to move and grow within the organization