Market Development Manager – Hospitality

Office Depot

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

Posted 10/7/2026full-timeUnited 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 pricing, deal structuring, and sales incentive design. Proven ability to influence revenue growth and operational improvements through cross-functional collaboration and strategic account management.

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 MeasurementData InterpretationSales Incentive Design

Soft Skills

Influence in Matrixed OrganizationAnalytical RigorRelationship BuildingExecutive PresenceProcess Improvement

Tools & Technologies

Microsoft OfficeSalesforce.comSales/Pipeline Reporting Platforms

Industry Keywords

Hospitality DistributionFood ServiceMulti-Unit BuyingFranchise 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
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 above a defined threshold
Bring vertical expertise to pricing, scoping, and win-strategy decisions
Co-design the Hospitality component of the field incentive plan and recommend targeted campaigns
Provide input on strategic Hospitality account assignments and coverage governance
Maintain a prioritized target-account list and review coverage gaps
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
Drive continuous process improvement across coverage, deal execution, and operational workflows

Requirements

What you’ll need

Bachelor's degree or equivalent experience
8 years of experience minimum
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 required
Ability to travel as needed to support strategic account pursuits, QBRs, and regional leadership engagement

Benefits

Comp & perks

401(k)
Competitive salary
Incentive program eligibility, paid in accordance with the Incentive Plan terms and conditions
Opportunities to move and grow within the organization
Hybrid work arrangement