Market Development Manager - Hospitality

Office Depot • Itasca, IL

10h • $87,500 - $147,900

About The Position

The Market Development Manager develops and maintains go-to-market frameworks for the Hospitality vertical, working with regional leadership and coworkers to turn business priorities into scalable go-to-market models, decision frameworks, sales processes, and execution standards. The role adapts these approaches to Hospitality while maintaining enterprise-level consistency, governance, and analytical rigor. It serves as a primary advisor on the company's Hospitality growth strategy and drives process improvement across coverage, deal execution, and operational workflows in partnership with Sales.

Working across Sales and Merchandising, the manager partners with vendors to support seller recruitment, training, and enablement, and works to ensure the assortment reflects Hospitality-specific needs and growth opportunities. The role is accountable for vertical performance outcomes but has no direct people-management authority over the sales team, instead influencing execution through governance, enablement, and process improvement.

The position owns the Hospitality vertical's revenue and margin target; develops its go-to-market strategy and curated assortment approach; participates in qualifying deal-desk decisions; provides structured input on account assignments and coverage; and leads performance reviews and executive reporting. It collaborates with Sales Compensation, Regional VPs, Sales leadership, Merchandising, Marketing, Product, vendors, and field representatives. Travel may be needed to support strategic account pursuits, quarterly business reviews, and regional leadership engagement.

Office Depot Group describes itself as a provider of products, services, and technology solutions through a B2B distribution platform and omnichannel presence. Coworkers are expected to support a safe work environment by working safely and addressing potential hazards or concerns. The position offers competitive salaries, a benefits package including a 401(k), opportunities for internal growth, and possible participation in an incentive program, subject to its terms and conditions.

Requirements

• At least 8 years of experience.
• Deep Hospitality-vertical sales or go-to-market experience, ideally in food service or hospitality distribution, or a comparable multi-unit, franchise, or managed-property buying environment.
• Demonstrated ability to drive results through influence in a matrixed organization, not only through direct reports.
• Strong command of pricing, deal structuring, and sales incentive design.
• Track record of measurable revenue impact against a target.
• Proficiency in Microsoft Office, including Word, Excel, and PowerPoint.
• Working knowledge of CRM tools such as Salesforce.com and sales or pipeline reporting platforms.
• Ability to interpret vertical performance data, including pipeline, win rate, and margin, to inform decisions.
• Executive presence and credibility to influence Regional VPs and senior sales leaders as a peer.
• 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 to report performance and influence senior stakeholders.
• Ability to collaborate across Sales, Merchandising, Marketing, and Product.
• Ability to read, write, speak, and understand English.
• Results-driven mindset and accountability for outcomes achieved through influence rather than authority.
• Comfort operating in a matrixed organization without direct reports.
• Ability to travel as needed to support strategic account pursuits, quarterly business reviews, and regional leadership engagement.

Nice To Haves

• A degree or relevant experience in Business, Sales, Hospitality Management, or a field relevant to Hospitality is preferred.
• Hospitality sales or go-to-market experience in food service or hospitality distribution, or a comparable multi-unit, franchise, or managed-property buying environment is preferred.

Responsibilities

• Own the Hospitality vertical's revenue and margin target, achieving results through influence rather than direct management.
• Develop the Hospitality go-to-market strategy, including target segments, value propositions, and win themes.
• Serve as the enterprise subject-matter expert on Hospitality buying dynamics, including procurement, brand standards, franchise and management-company relationships, and the competitive landscape.
• Shape the curated assortment strategy for Hospitality and identify industry-specific promotions to support the go-to-market strategy and vertical growth.
• Participate in the deal desk for qualifying Hospitality opportunities above a defined threshold, advising on pricing, scoping, and win strategy and providing advisory sign-off on non-standard terms.
• Co-design the Hospitality component of the field incentive plan with Sales Compensation and Regional VPs, and recommend targeted campaigns within an agreed budget.
• Provide structured input on strategic Hospitality account assignments across regions and representatives.
• Maintain a prioritized target-account list, review coverage gaps with Regional VPs, and recommend named-account or white-space reassignments; Regional VPs retain final territory authority.
• Own and run quarterly business reviews for the Hospitality vertical with Regional VPs and Sales leadership, covering pipeline, win rates, margin, and target attainment.
• Run monthly pipeline check-ins with field leaders and report the vertical's performance narrative to senior leadership as its single accountable voice.
• Partner with vendors to support seller recruitment, training, and enablement.
• Partner with Merchandising to ensure the assortment reflects Hospitality opportunities.
• Partner with Marketing and Product on vertical-specific offers, collateral, and campaigns.
• Join field representatives on strategic pursuits as an expert resource.

Benefits

• Competitive salary.
• Benefits package, including a 401(k).
• Opportunities to move and grow within the organization.
• Possible eligibility to participate in an incentive program, paid in accordance with the plan's terms and conditions.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior