Sales Development Manager – Hospitality

Job Summary

We are seeking a dynamic and entrepreneurial Sales Development Manager – Hospitality to lead the business development efforts within the hospitality market segment, including Group Purchasing Organizations (GPOs) and Non-GPO partners. This role is a blend of strategic leadership and hands-on sales execution, with a strong focus on developing and closing enterprise-level deals and fostering long-term partnerships. You will oversee a team of sales professionals, develop go-to-market strategies, and work cross-functionally to drive revenue growth, partner satisfaction, and brand visibility.

As a leader in the sales organization, you will embody Clark National Accounts’ core values—leading with integrity, driving innovation, taking ownership, and pursuing excellence. This position will play a critical role in expanding our footprint in the hospitality sector and building a high-performing sales team.

Job Location

Hybrid: Some in-person work required.

40 Citation Lane, Lititz, PA 17543

We only accept W-2 candidates, H-1B sponsorship is not available.

Responsibilities

Leadership & Strategy:

• Lead and manage the Hospitality Sales Development team responsible for new partner acquisition and onboarding.
• Recruit, coach, and develop sales team members; set performance goals and monitor results.
• Identify skill and knowledge gaps and work with leadership to create targeted training plans.
• Develop and execute innovative strategies to identify and secure high-value partnerships by growing top line sales and protecting bottom line health.
• Coordinate with the Director on budget planning and trade show attendance.

Sales & Business Development:

• Own the entire sales cycle—from prospecting through closing—to successfully onboarding new partners.
• Vet partners based on our key business priorities and value mapping scores to ensure business alignment.
• Foster and maintain relationships with decision-makers at mid-to-large-scale hospitality companies.
• Develop marketing strategies to attract new customers and expand market reach.
• Conduct market research to uncover trends, competitive insights, and business opportunities.
• Collaborate with vendor and manufacturer partners to align on opportunities and drive shared growth.
• Represent the company at key industry events, tradeshows, and associations.
• Up to 30% travel required

Cross-Functional Collaboration:

• Work closely with Account Management, Procurement, Operations, Marketing, and Data & Analytics to support partner success and pricing strategy.
• Oversee integration of new customers into procurement platforms and ensure alignment with internal systems.
• Collaborate with Platform and CRM teams to ensure proper use and optimization of technology solutions.
• Partner with internal stakeholders to generate visibility and momentum for the Clark National Accounts brand.

Physical Requirements

• Work is performed while sitting/standing and interfacing with a personal computer.
• Requires the ability to communicate effectively using speech, vision, and hearing.
• Requires the regular use of hands for simple grasping and fine manipulations.
• Requires occasional bending, squatting, crawling, climbing, and reaching.
• Requires the ability to occasionally lift, carry, push, or pull medium weights, up to 50lbs.

Qualifications

Experience

• 5-7 years of experience in B2B sales, partnership development, or supply chain management.
• Proven track record of hunting and closing enterprise-level accounts, preferably within GPOs or hospitality.
• Experience managing or mentoring sales teams, with demonstrated leadership success.
• Familiarity with procurement platforms such as BirchStreet, Coupa, IBE, Ariba SAP.
• Experience using CRM platforms (e.g., Salesforce, Dynamics) and Microsoft Office Suite (Outlook, Word, Excel, PowerPoint).
• Experience attending or managing presence at industry trade shows and events.
• Ability to manage multiple internal and external relationships and drive cross-functional collaboration.

Education

• Bachelor’s degree or higher required (Business, Marketing, Hospitality, or related field preferred).

Desired Traits

• Entrepreneurial mindset with a passion for growing business and building relationships.
• High integrity, humility, and professionalism.
• Team player who is hungry, humble, and smart.
• Consultative seller with excellent verbal and written communication skills.
• Proactive problem-solver with the ability to thrive in a high-tech, fast-paced environment.
• Strong organizational and time-management skills with attention to detail.

Hiring Process

While this position is a high priority for us to fill, we are equally committed to conducting a thorough hiring process. We aim to find the candidate who is not only qualified but also the right fit for our team.

The process* will go as follows: Phone Interview, Manager Interview, Interview Panel.

• Subject to change

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