National Account Manager – Hospitality & Entertainment
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Job Description
National Account Manager for Mondelēz leading sales growth in Hospitality & Entertainment sectors. Responsible for strategic relationships and contract negotiations with procurement groups and key venues.
Responsibilities:
- 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
- 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
- Manage activity and pipeline through HubSpot CRM, capturing partner engagement, tracking incremental volume wins, and providing regular performance updates
- Lead negotiation and renewal of multi-year agreements with hospitality procurement groups and venue concessions using JVC principles
- Ensure proactive contract enablement by working cross-functionally across revenue management, finance, supply chain, and customer marketing
- 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
- 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
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
- Travel requirements: 25–30% travel to hotel partners, stadium/arena headquarters, tradeshows, distribution partners, and field activation events
Benefits:
- health insurance
- wellness and family support programs
- life and disability insurance
- retirement savings plans
- paid leave programs
- education related programs
- paid holidays and vacation time
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