Job Description
The Market Development Manager is responsible for developing and maintaining go-to-market frameworks that drive consistent, scalable execution across Hospitality, partnering closely with regional leadership and coworkers to translate business priorities into go-to-market models, decision frameworks, sales processes, and execution standards that reflect the unique dynamics of Hospitality while maintaining enterprise-level consistency, governance, and analytical rigor. This role serves as the primary advisor and influence point for how the company grows within Hospitality, driving continuous process improvement across coverage, deal execution, and operational workflows in close partnership with the sales organization. Working across both the sales and merchandising organizations, the Market Development Manager partners with vendors to support seller recruitment, training, and enablement, while ensuring the assortment reflects a deep understanding of Hospitality and its opportunities for growth. Though this role does not carry direct people-management authority over the sales team, the Market Development Manager is accountable for vertical performance outcomes and works through structured governance, enablement, and process-improvement mechanisms to influence execution and results. This role plays a critical part in ensuring the company's commercial strategy is coordinated, data-driven, and adaptable across a diverse customer base.
Primary Responsibilities:
• Vertical Strategy & Revenue Ownership - Own the Hospitality-vertical revenue and margin target, achieved through influence rather than direct management. Develop the vertical go-to-market strategy - target segments, value propositions, and win themes - and serve as the enterprise subject-matter expert on Hospitality buying dynamics (procurement, brand standards, franchise/management-company relationships, and competitive landscape). Shape the curated assortment strategy for the vertical, ensuring the product list reflects Hospitality-specific needs and buying patterns, and identify opportunities for industry-specific promotions on that curated assortment to reinforce the go-to-market strategy and drive vertical growth.
• Deal Desk Participation & Incentive Co-Design - Sit on the deal desk for qualifying Hospitality opportunities above a defined threshold, bringing vertical-specific expertise into pricing, scoping, and win-strategy decisions, with advisory sign-off (not veto) 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.
• Account Assignment & Coverage Governance - Provide structured input into how strategic Hospitality accounts are assigned across regions and reps. 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).
• Performance Cadence & Executive Reporting - Own and run a quarterly business review for the Hospitality vertical with Regional VPs and Sales leadership, covering pipeline, win rates, margin, and target attainment; run a lightweight monthly pipeline check-in with field leaders; report the vertical's performance narrative to senior leadership as the single accountable voice.
• Cross-Functional Partnership & Enablement - 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 reps on strategic pursuits as an expert resource.
Education and Experience:
• Level of Formal Education: Bachelor's degree or equivalent experience
• Area of Study: Business, Sales, Hospitality Management or a field relevant to Hospitality preferred
• Minimum Years of Experience: 8
• Type 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 - not just through direct reports
• Strong command of pricing, deal structuring, and sales incentive design
• Track record of measurable revenue impact against a target
• Technical Competencies & Information Systems:
• 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
• Skills & Abilities:
• Executive presence to be credible with, and influential over, Regional VPs and senior sales leaders as a peer
• Ability to lead through structured governance and process-improvement mechanisms in the absence of 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 to report performance and influence senior stakeholders
• Cross-functional collaboration across sales, merchandising, marketing, and product
• Additional Language Skills: Ability to read, write, speak, and understand English required.
• Personal Attributes & Other/Preferred:
• Results-driven mindset with accountability for outcomes achieved through influence, not authority
• Comfort operating in a matrixed organization without direct reports
• Ability to travel as needed to support strategic account pursuits, QBRs, and regional leadership engagement
Commitment to Safety: We are committed to maintaining a safe and healthy work environment for our Coworkers and our customers. All Coworkers are expected to support our operational safety culture by working safely and addressing potential hazards or concerns.
Disclaimer: The above statements are intended to describe the general nature and level of work being performed by Coworkers assigned to this classification and are not intended to be a complete list of all responsibilities, duties and skills required of Coworkers so classified. Other duties may be assigned.
Pay, Benefits & Work Schedule: The company offers competitive salaries, a benefits package, which includes a 401(k) and more, along with plenty of opportunities to move and grow within our organization! You may be eligible to participate in an incentive program, paid in accordance with the Incentive Plan terms and conditions.
Application Deadline: The job posting will remain open for a minimum of 3 days and will expire once the position has been filled.
How to Apply: Click the "Apply Now" button and follow the instructions on each page. When you have completed the application, click the "Submit" button.
