Global Sales Manager - Government

Who are we looking for?

Choice Hotels, one of the world’s largest lodging franchisors, has an exciting new opportunity as our Global Sales Manager - Government in the Global Sales Division. The Global Sales Division is the team focused on increasing Choice’s market share in US Government, state, and local government markets for transient groups and meetings.  As a key member of our Government Team, you will prospect and educate our Federal, Department of Defense, and State travelers on the benefits of our Choice brand of hotels.  The ideal candidate will have previous hands-on experience with the US Government market.  Our Choice Brands include every level of hotels from extended stay to upscale brand hotels.  Many of our hotels meet the needs of US Government travelers and the necessary price point within per diem.  Our role within Global Sales is to adopt a two-pronged approach.  First, navigate through the US government's and state and local governments' purchasing systems to ensure Choice Hotels has all their hotels bookable with the different booking platforms.  Second, to help our hotels understand government travel programs, the requirements to participate, and how to manage their hotel to gain a greater market share.   

Are you an individual who understands the US and State Government travel programs, are you self-motivated, passionate, engaged and works well on a team of professionals? We invite you to apply for our Global Sales Manager - Government 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 50% of the time.

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

• BA/BS degree or 3-5+ years of relevant experience in national sales in the US Government sector or prior sales and military 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 Team

This is an individual contributor role that will report to the Director, Specialty Sales - Government. You will have 2 peer teammates and collaborate with cross functional departments on a regular basis.

Your Work Location

As our Global Sales Manager, 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 $89,357 to $105,286 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 nearly 7,500 hotels, representing nearly 630,000 rooms, in 46 countries and territories as of September 30, 2022, the Choice® family of hotel brands provides business and leisure travelers 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. The award-winning Choice Privileges® loyalty program offers members a faster way to rewards, with personalized benefits starting on day one. For more information, visit www.choicehotels.com.

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, 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.

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