Global Sales Account Manager – Groups & MICE

Global Sales Account Manager – Groups & MICE

Who are we looking for?

Choice Hotels, one of the world’s largest lodging franchisors, has an exciting new opportunity as our Global Sales Account Manager – Groups & MICE to join our Global Sales Organization team. In this pivotal role, you will be responsible for spearheading our efforts to achieve industry-leading revenue growth for an account portfolio of ~$10M+.  You will play a crucial role in building and nurturing relationships with key customers, leveraging your deep understanding of their unique needs and industry trends. Your primary objective will be to identify opportunities for expansion, devise tailored sales strategies, and execute them effectively to drive revenue growth and profitability. As a Global Sales Seller, you will collaborate closely with cross-functional teams to deliver exceptional value to our customers and ensure their long-term loyalty.  

Are you a dynamic and results-driven hospitality seller? We invite you to apply today for our Global Sales Account Manager – Groups & MICE role today and #MakeItYourChoice.

Your Responsibilities

Account Management

• Manage and nurture relationships with existing customers, identifying opportunities for growth within these accounts.  

• Maintain and develop relationships with existing customers. Understand customer needs and ensure satisfaction with Choice products or services. 

• Monitor account performance, analyze trends, customer feedback, and market dynamics to develop strategies to maximize sales and revenue from existing accounts to grow room night revenue. 

• Work proactively to retain customers, handle contract renewals and negotiate terms to ensure mutually beneficial partnerships 

• Address and resolve any issues or concerns raised by customers, ensuring prompt and effective solutions. 

• Conduct regular meetings and presentations with customers to discuss their account, our services, and how we can add further value to their business. 

• Stay informed about industry trends and developments to understand the competitive landscape and opportunities for account growth. 

Business Development

• Identify potential customers through research, networking and utilizing various leader generation techniques / channels. 

• Generate and qualify leads by engaging with potential customers to understand their needs and determining how our products and hotel brands can meet those needs. Understand their readiness to buy and capture market share driving incremental room night revenue to hotels.

• Follow up with leads and nurture them through the sales cycle 

• Initiate contact with customers through networking, industry events, and other communication channels, identifying key decision makers to secure new customers and grow / nurture high potential prospects.

• Conduct market research to stay informed about the customer’s industry,  competitive landscape, and market trends and gather feedback from prospects to develop sales strategies.

• Educate potential accounts about Choice brands and product offerings and how these can address their needs of solve problems.  

• Convert prospects to high performing accounts to increase the corporate customer base.

Account Administration

• Regularly update and maintain customer information in CRM system including contact details, account history, preferences, tasks, activities, customer meetings and interactions, formal contracts and agreements, etc.  

• Evaluate account performance and trends and proactively provide solutions to ensure account performance and continued growth 

• Draft sales proposals and contracts, manage contract renewals, define account strategy and negotiate new / existing contracts. 

• Participate in sales, brand, product, system or process training.  

• Perform account planning, customer analysis, needs assessment, relationship mapping including identifying key decision makers and influencers. 

• Develop and document account strategy, detailed action plan and specific activities to drive room night revenue and increase market share / share of wallet. 

• Prepare and conduct customer Quarterly Business Reviews / Planning Sessions.  

Your Experience, Skills & Competencies

• Ability to travel up to 25% - 50%. 

• Location near major city – within 30 miles of major airport.  

• BA/BS degree or 5+ years of relevant experience.   

• Knowledge of sales and research systems including: TravelClick Reporting (optional) & SalesForce CRM 

• Independent self-starter with the ability to achieve corporate business objectives 

Your Work Location

As our Global Sales Account Manager – Groups & MICE, 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 and/or Microsoft Teams, with possible periodic travel in-person to our beautiful, state-of-the-art worldwide offices in Rockville, MD or Scottsdale, AZ. Frequent nationwide travel will be required up to 25-50% 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 $89,357 to $115,286 annually plus commission via participation in Choice’s Global Sales Incentive Plan.

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 more than 7,100 hotels, representing over 600,000 rooms, in nearly 40 countries and territories as of December 31, 2021, the Choice® family of hotel brands provide business and leisure travelers with a range of high-quality lodging options from limited service to full-service hotels in the upscale, midscale, extended-stay and economy segments. The award-winning Choice Privileges® loyalty program offers members benefits ranging from everyday rewards to exceptional experiences.

At our worldwide corporate headquarters in Rockville, Maryland, and technology center in Scottsdale, Arizona, and through our associates around the globe, we keep Choice hotels thriving by serving as a champion for our franchisees and providing cutting-edge technology.

About Choice Hotels Financial Performance

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

*** This role is not eligible for sponsorship ***

#LI-Remote