National Account Manager -Travel

Mondelez International•New York, NY

About The Position

In this role, you will be responsible for delivering top line sales growth by expanding Mondelēz penetration across the Travel Away From Home landscape. This dynamic vertical includes airports, travel retail, lounges, and in-flight/airline Away From Home. As the National Account Manager -Travel, your primary responsibility will be driving strategic growth with top travel concessionaires, travel retailers, and Managed Service Partners, including HMSHost, Paradies Lagardère, Hudson News, airport concession groups, and key travel retail operators. In addition, you will work closely with our broker partner to unlock airline opportunities, build relationships with airline procurement teams, and expand Mondelez's presence across in flight snacking and premium travel experiences. This role serves as the dedicated headquarters contact for major airport concession operators, travel retail partners, and airline procurement organizations. Reporting into the Customer Business Leader, Non-Commercial Verticals, you will collaborate closely with field sales, distribution partners, airports, and specialty operators to activate growth within the fast-paced, highly regulated travel environment spanning airport terminals, lounges, travel convenience outlets, and in-flight consumption. The ideal candidate will have deep experience in travel retail, airport concessions, airline Away From Home, or related high traffic convenience channels , with strong negotiation skills and the ability to build data-backed strategies that grow the Mondelez footprint across airports, travel retailers, lounges, and airlines.

Requirements

Minimum 5 years of experience in Travel Retail, Airport Concessions, Airline Away From Home, Convenience Retail, or Managed Services.
Strong understanding of airport concession models, airline procurement processes, compliance drivers, and distribution pathways unique to travel channels.
Proven success building and maintaining strategic relationships with travel retailers, concessionaires, brokers, and airline partners.
Strong analytical and financial skills, including forecasting, pricing strategy, revenue management, and contract valuation.
Highly organized with the ability to manage multiple partners across airport and airline networks simultaneously.
Track record of successful contract negotiation and ability to drive win/win outcomes with strategic partners.
Creative, innovative thinker with a strong bias for action and the ability to uncover white-space opportunities in the travel and in-flight snacking.
Bachelor's Degree required.

Responsibilities

Serve as the Vertical Lead for the Travel Channel, owning strategy, execution, and national relationship management for airport concessionaires, travel retailers, and airline partners.
Act as the primary HQ contact for HMSHost, Paradies Lagardère, Hudson News , airport concession groups, and other major travel retail operators.
Partner with brokers and specialty travel agencies to develop and expand airline procurement access , supporting RFPs, menu cycles, and in flight snacking programs.
Lead annual Joint Business Plans, category growth strategies, retail innovation programs, and merchandising excellence initiatives tailored to airport and travel environments.
Use travel channel data, concession insights, and shopper analytics to identify penetration gaps, drive sales activation, and close distribution or compliance voids across airports, lounges, and airlines.
Build and execute multi segment growth strategies leveraging data sources such as Circana, airport traveler behavior insights, and airline consumption trends.
Expand Mondelez reach across: Airport convenience and grab-and-go Duty-free/travel retail Airport F&B operators and quick-serve outlets Airline lounges In-flight and pre-packed Away From Home programs
Identify white-space innovations that meet traveler needs across snacking, shareable formats, and premium on-the-go offerings .
Manage activity, customer pipelines, and opportunity tracking through HubSpot CRM , documenting engagement, incremental wins, and volume growth.
Use CRM and distribution insights to prioritize high value travel operators, optimize SKU assortment and guide vertical strategy.
Lead negotiation and renewal of multi-year agreements with travel retailers, airport concessionaires, and select airline procurement teams using JVC principles.
Manage agreement structures including pricing, growth commitments, merchandising programs, compliance incentives, and contract governance.
Collaborate cross-functionally across revenue management, finance, supply chain, and customer marketing to ensure timely contract enablement and execution.
Work closely with field sales, brokers, and distribution partners to execute airport and airline programs, optimize merchandising, and improve last-mile delivery.
Partner with marketing and category teams to build travel-specific selling stories, seasonal travel promotions, new terminal openings, and merchandising toolkits designed for high-traffic travel retail environments.