National Account Manager -Hospitality & Entertainment

Mondelēz International•East Islip, NY

About The Position

As the National Account Manager (NAM), Hospitality & Entertainment, you will be responsible for delivering top line sales growth by increasing Mondelēz penetration within the Hospitality & Entertainment Away From Home business. This diverse vertical includes lodging, resorts, casinos, stadiums and arenas, convention centers, theme parks, and major entertainment venues. In this role, your primary focus will be driving strategic growth with key procurement and Managed Service organizations including Avendra, large hotel management groups, and leading hospitality procurement platforms while also building and expanding relationships with top concessionaires and foodservice operators in stadiums, arenas, and large-scale entertainment venues such as Levy, Delaware North, Aramark Sports + Entertainment, and Sodexo Live. This role serves as the dedicated headquarters contact for major hospitality procurement groups and venue foodservice partners. Reporting into the Verticals Customer Business Leader, you will collaborate closely with field sales, distribution partners, and specialty operators to activate growth across a complex and fast moving landscape that includes lodging, leisure travel, entertainment, and live event consumption occasions. The ideal candidate has deep experience across hospitality, sports & entertainment foodservice, or large venue operations, with strong contract negotiation capabilities and the ability to build data driven strategies that expand the Mondelez footprint across hotels, convention centers, stadiums, and entertainment attractions.

Requirements

Bachelor’s Degree required.
Minimum 5 years of Foodservice experience in Hospitality, Lodging, Sports & Entertainment, Stadium/Arena Concessions, Theme Parks, or related Managed Services.
Strong understanding of hospitality procurement structures, venue concession operations, compliance drivers, and distribution pathways.
Proven ability to build and maintain strategic relationships across procurement groups, management companies, and large venue operators.
Strong financial and analytical capabilities, including forecasting, revenue management, contract valuation, and P&L ownership.
Highly organized and detail-oriented, able to manage multiple hospitality and entertainment agreements simultaneously.
Track record of successful contract negotiation and driving win/win outcomes with strategic partners.
Creative, innovative mindset with the willingness to challenge the status quo and unlock white-space opportunities across lodging and live entertainment.

Responsibilities

Strategic Leadership & Partner Management Serve as the Vertical Lead for the Hospitality & Entertainment segment, owning strategy, execution, and national relationship management for key procurement groups and venue operators. Act as the primary HQ contact for Avendra, hotel management companies, theme park operators, and sports/entertainment concessionaires such as Levy and other MSP partners. Develop and lead annual Joint Business Plans, category strategies, menu/merchandising programs, and compliance initiatives tailored to hotels, stadiums, casinos, and entertainment venues.
Growth & Sales Activation Leverage sales data, operator insights, and venue analytics to identify penetration gaps, drive customer activation, and close distribution or compliance voids across lodging, concessions, and entertainment channels. Build and execute multi-segment growth strategies using Circana, Technomic, and industry specific insights (e.g., sports venue trends, hotel procurement patterns, travel & leisure consumption behaviors). Expand Mondelez reach across hotels/resorts, stadium concessions, luxury suites, grab-and-go outlets, micro-market–style concessions, and premium hospitality experiences.
Pipeline Management & Analytics Manage activity and pipeline through HubSpot CRM, capturing partner engagement, tracking incremental volume wins, and providing regular performance updates. Utilize CRM and distribution insights to prioritize operator opportunities, optimize SKU assortment, monitor compliance, and inform long-range vertical strategy.
Contracting & Negotiation Lead negotiation and renewal of multi-year agreements with hospitality procurement groups and venue concessions using JVC principles. Manage agreement structures including pricing, growth commitments, compliance incentives, and contract governance across both lodging and entertainment partners. Ensure proactive contract enablement by working cross-functionally across revenue management, finance, supply chain, and customer marketing.
Cross-Functional Collaboration Collaborate with field sales, brokers, and distribution partners to execute venue programs, optimize planograms/menuing, and enhance merchandising and last-mile execution. Partner with marketing and category teams to create hospitality-specific and venue-specific selling stories, seasonal activation windows, special event promotions, and large-event merchandising toolkits.
Industry Engagement Represent Mondelēz at key hospitality, sports/entertainment, and venue foodservice associations and events, strengthening brand visibility and elevating executive relationships. Maintain deep understanding of industry trends including travel recovery, sports/entertainment attendance patterns, premium hospitality growth, automation, and evolving snacking behavior to inform strategy.