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Mondelēz International · 6 days ago

National Account Manager -Travel

United States

Full-time

Remote

Mid, Senior Level

$91K/yr - $125K/yr

5+ years exp

Mondelēz International is a leading company in the snack industry, seeking a National Account Manager - Travel to drive sales growth across the Travel Away From Home landscape. This role involves managing relationships with key travel concessionaires, retailers, and airline partners to enhance Mondelez's presence in airports and travel retail environments.

Consumer GoodsFood and BeverageFood ProcessingManufacturing

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

Qualification

Travel Retail ExperienceAirport Concessions KnowledgeAirline Procurement ProcessesContract NegotiationData Analysis SkillsRelationship ManagementNegotiation SkillsOrganizational SkillsCreative Thinking

Required

Bachelor's Degree required

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

25–35% travel required