Director, Corporate Market Sales

Director, Corporate Market Sales

Who are we looking for?

Choice Hotels, one of the world’s largest lodging franchisors, has an exciting new opportunity as our Director, Corporate Market Sales to join our Global Sales Organization team. In this pivotal role, you will be a key member of the Global Sales leadership team responsible for managing and developing Choice’s sales organization.  You will directly manage a team of market-deployed Corporate Market Sales Managers responsible for contributing to the success of Choice branded properties as assigned for properties that include new opening properties, converting properties, and properties in need of strategic support. You will lead a team that will conduct thorough research, in-market sales efforts and ongoing prospecting for each property assigned who will uncover and secure a variety of opportunities in collaboration with property teams and management companies through these proactive sales efforts.

The Director, Corporate Market Sales, will be an exceptional mentor and coach for this selling team - identifying and leveraging room night acquisition through the development of new accounts and uncovering new opportunities. Expert in selling through a structured sales process and responsible for delivering measurable revenue results.  Promotes adoption of research and development of insights-targeted selling approach that balances relationship and value-based techniques, including effective leveraging a wide variety of prospecting resources (e.g., D&B, TravelClick, Construct Connect, Linked In, SalesForce, Proximity Reporting, Google Search and more). Facilitates achievement of sales production, pipeline, and budgetary objectives through effective utilization of all sales-related resources. Contributes to the acquisition of new accounts and both individual and volume opportunities to support a successful ramp or turnaround and the achievement of revenue contribution for new opening properties, converting properties and properties in need of strategic support.

Your Responsibilities

Strategic Sales Leadership:

• Provide exceptional business leadership to drive superior results.

• Develop and oversee the implementation of market-based sales plans and strategies to bolster current account acquisition and market penetration to secure individual and volume opportunities

• Coordinate deployment of Corporate Sales Manager's resources to achieve room night, revenue, and share shift objectives; regularly review priorities and adjust as required

• Support a disciplined cadence across the organization, including a consistent focus on their new business pipeline and proactive thinking; track, manage and achieve revenue and pipeline objectives

• Focus Corporate Market Sales Managers on the strongest potential and target locations; coach team to develop deeper relationships and networking opportunities

• Champion business transformation and change efforts in support of Sales and Marketing strategies

Sales Processes:

• Collaborate with Sales Strategy and Operations to establish and maintain Corporate Sales empowerment standards to streamline acquisition and approval of Sales preferred agreements; promote compliance with program review standards and processes

• With Sales Strategy, operationalize and maintain an analytics-based targeting process (e.g., look-alike profiles, low-margin businesses, etc.) to leverage the Choice value proposition more aggressively

• Collaborate with Insides Sales to fully leverage Choice’s Client Service Support organization; develop and implement techniques to decrease Corporate Sales Manager’s time spent on service-related tasks and increase time spent on high value/customer-facing activities (including sales calls/presentations and related follow-ups/debriefs, sales call strategy and planning time, lead identification and qualification, and pipeline management)

• Work cross-functionally across Choice to help drive corporate sales program results; focus on removing barriers while consistently monitoring corporate activities for potential leads

• Aggressively promote sales resource utilization to foster a consultative and insights-based selling approach

• Collaborate with Marketing Programs and Sales Strategy to ensure the Corporate Sales team is equipped with the right messaging, tools, and knowledge to be successful

• Collaborate with Global Sales leadership to periodically review/refine sales territories and key account assignments

• Conduct frequent joint sales calls with new and existing Corporate Market Sales Managers to determine areas for development and replicable best practices

Strategic and Industry Activities:

• Stay current on sales effectiveness best practices and competitive positioning; provide thought leadership on deal structuring and ways to leverage Choice resources to bolster performance; identify ways to break down selling barriers to increase Choice share

• Participate in industry associations, preferably in a leadership role, to foster awareness of Choice and cultivate lead opportunities

• Support special projects and strategic initiatives as required

Talent Management: 

• Hire, retain, and continually develop diverse, high-caliber talent who can contribute positively to the organization

• Develop clear and measurable goals; manage relative to shared accountability standards; address performance issues promptly and consistently

• Motivate associates and utilize Choice engagement results to measure effectiveness

• Create personal development plans with each Corporate Sales Rep to foster individual growth and engagement; work to evolve Corporate Sales Rep skills to fit Choice’s sales model and focus going forward (i.e., value and acquisition oriented; ability to balance analytical and relationship skills)

• Leverage Global Sales career pathing guidelines to create and maintain succession plans; develop a pipeline of talent for key positions

Your Experience, Skills & Competencies  

• Bachelor’s degree or equivalent preferred

• 5+ years of sales management experience required

• Ability to demonstrate progressive career growth and a pattern of exceptional performance

• Hospitality experience preferred

• Must have in-depth knowledge of sales techniques and broad base business acumen, including robust analytical, communication, and presentation skills

• Must have exceptional leadership skills. Includes ability to create a compelling vision, demonstrate flexibility in approach, define/lead change, influence and motivate others to achieve desired results

• Ability to evaluate business trends and develop successful solutions that enhance business performance

• Ability to build, actively develop, and effectively manage diverse, geographically dispersed teams

• Strong consultative skills and the ability to achieve corporate business objectives across functional boundaries 

• An energized initiative-taker who can work independently; ability to lead and direct multiple projects simultaneously

• Salesforce.com and/or CRM productivity systems experience highly desired

• Must be willing to travel throughout the U.S. regularly.

• Must be able to uphold Choice’s Values of Be Bold, Be Quick, Listen, Be Curious, and Show Integrity.

Your Team

This is a leadership role that will report to the Senior Director, Corporate Accounts. You will have 4 direct reports and collaborate with cross-functional departments on a regular basis.

Your Work Location

As our Director, Corporate Market Sales, you will be a remote based associate, working from your home. You will be required to connect virtually with Choice team members and leadership on video via Zoom, with possible periodic travel in-person to our beautiful, state-of-the-art worldwide offices in North Bethesda, MD or Scottsdale, AZ. Frequent nationwide travel will be required up to 50% of the time to visit conventions, franchisees, etc.

We provide flexibility and encourage ongoing communication with your leadership to establish expectations about your unique needs.

Salary Range

The salary range for this position is $160,108 - $168,695 annually. In addition to the annual salary, this role is eligible for an annual bonus based on the terms of Choice's Management Incentive Plan (MIP),

The pay range listed is for this position and is what Choice Hotels reasonably expects to pay. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee’s pay position within the pay range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, and business or organizational needs.

Choice prioritizes our associate wellbeing by offering a comprehensive benefits program that is both competitive and flexible to help you achieve your wellbeing goals - here are just a few:

• Competitive compensation and benefits, including medical, dental, and vision coverage

• Leave and paid time-off for holidays, vacation, personal, family, volunteer, sick, jury duty, bereavement, military, and religious observance

• Financial benefits for retirement and health savings

• Employee recognition programs

• Discounts at Choice hotels worldwide

About Choice

Choice Hotels International, Inc. (NYSE: CHH) is one of the largest lodging franchisors in the world. With nearly 7,500 hotels, representing nearly 630,000 rooms, in 46 countries and territories, with a range of high-quality lodging options from limited service to full-service hotels in the upper upscale, upper mid-scale, midscale, extended-stay, and economy segments. We’re the hotel company for those who choose to bet on themselves – the underdog, the dreamer, the entrepreneur – because that’s who we are, too.

At Choice, we are united by the simple belief that tomorrow will be even better than today – for associates, our company, and our franchisees. At our worldwide corporate headquarters in North Bethesda, MD and St. Louis Park, MN as well as our technology center in Scottsdale, AZ, and through our associates around the globe, every voice is heard, and every idea is listened to, no matter what area of the company they come from. We are united in supporting the entrepreneurial dreams of our more than 18,000 franchise owners, which propels us forward – giving our work at Choice a purpose larger than our business.

About Choice Hotels Financial Performance

Please click here to review the highlights of our latest financial results.

*** PLEASE NOTE: This role is not eligible for sponsorship ***

#LI-REMOTE

Ability to model Choice’s Cultural Values: Welcome and Respect Everyone, Be Bold, Be Quick, Listen, Be Curious and Show Integrity.