Choice Hotels International

Analyst

• Support property-level configuration and optimization of revenue management systems through direct engagement with franchisees via tickets, email, phone, and virtual meetings, including analysis of system health and usage reporting
• Lead onboarding and go-live support for ChoiceMAX, including configuration recommendations, system setup, training delivery for hotels, and facilitate educational training webinars for franchisees
• Manage and escalate ChoiceNOW tickets to appropriate teams and support Franchisee Care with system-related escalations
• Conduct system audits to ensure adherence to brand standards and identify opportunities for improved performance and compliance
• Collaborate with RMS vendor IT teams to resolve system issues and implement solutions at the property level
• Support ad hoc projects and initiatives within the Revenue Management team

Revenue Analyst

Director

• The Director is responsible for the complete oversight and accountability of all deliverables associated with the growth of the RFP Response program, as well as Rate Enablement and Visibility, specifically targeting corporate transient accounts.
• This role is dedicated to enhancing current processes and driving performance improvements, with an emphasis on adopting and sharing best practices that contribute to the successful acceptance of RFPs.
• A key aspect of this position is supporting Choice Hotels’ revenue growth objectives by actively collaborating with Global Sales, Pricing and Rate Strategy, and Revenue Management teams.
• The Director’s primary focus is on increasing the adoption of the RFP Response program as well as acceptance rate of RFPs, thereby supporting the company’s overall revenue generation efforts.
• Define the strategy, operational direction, and the annual roadmap for central RFP Response and rate load submissions.
• Effective resource management and seasonal planning and ensuring that the team is adequately staffed and prepared to drive positive response, bid, and acceptance rates throughout the year.
• Establish key performance indicators (KPIs) and success metrics, closely monitoring corporate RFP performance.
• Develop and build dashboards to be shared with internal teams including leadership and proactively identify gaps and areas for optimization.
• Lead and coach a team of associates, including managers, with a focus on executing coordinated RFP and Rate Enablement activities.
• Resource planning and vendor management for offshore resources, ensuring optimal allocation and utilization to support business needs.
• Establish vendor relationships to oversee contractual obligations, including the financials and establish SLAs for performance monitoring.
• Identify, drive, and implement continuous improvement initiatives to enhance processes and deliver greater efficiency.
• Develop communication and training strategies and initiatives essential for driving successful outcomes with multiple internal and external stakeholders involved in the RFP and Rate Enablement programs.

Director, RFP Management – Rate Enablement

Outside Sales

• Develop and execute a comprehensive market sales strategy aligned with brand and company objectives
• Identify, prioritize, and penetrate key mid-market segments and accounts to drive revenue growth
• Build and lead a high-performing, field-based sales organization, including hiring, onboarding, and talent development
• Establish clear performance expectations, accountability standards, and workforce plans to achieve sales targets
• Lead account planning and ensure disciplined use of CRM tools to drive pipeline development and conversion
• Build and maintain strategic relationships with corporate, regional, and local decision-makers
• Partner closely with hotel General Managers and property teams to align sales priorities and maximize market performance
• Monitor industry trends, customer needs, and competitor activity to refine strategies and optimize outcomes
• Manage and report on key performance metrics, including revenue growth, market share, and account development
• Collaborate cross-functionally and contribute to broader organizational sales initiatives and strategy

Senior Director, Field Sales

• Conduct on‑site and virtual consultations to drive hotel‑level execution across financial performance, guest experience, operations, owner engagement, and brand standards
• Serve as a trusted advisor to hotel owners, operators, and management companies, ensuring adoption of the midscale operating model and driving brand-aligned performance outcomes
• Leverage performance dashboards, competitive intelligence, and analytical tools (e.g., CoSTAR, Medallia, Salesforce, Tableau) to identify opportunities and influence decision‑making
• Recommend and activate strategies that improve revenue, guest satisfaction, profitability, and cost efficiency at the property and portfolio levels
• Ensure execution of recommendations through coaching, follow‑up consultations, and consistent communication with property stakeholders
• Drive continuous improvement in revenue, profitability, and guest experience metrics
• Collaborate with Revenue Management, Commercial Strategy, and other internal teams to align and deploy targeted strategies
• Cultivate strong relationships with franchisees and serve as their primary Choice Hotels contact for performance‑related engagement

Area Director – Franchise Performance

Sales Development Rep

• Provide input into the development of the Market Area Strategic Business Plan and execute against it to build a pipeline of prospective franchisees.
• Meet or exceed set goals/quotas for conversions and new construction hotels in the assigned Market Area, currently California and Nevada.
• Utilize sales and resource tools to develop pipeline opportunities.
• Communicate the Choice Hotels value proposition to prospective franchisees.
• Travel within the assigned territory to source projects for conversion or new construction.
• Represent Choice Hotels and clients in negotiating deal terms as necessary.
• Manage internal relations with Area Directors and other associates to foster growth opportunities.
• Oversee the contract/approval process and collaborate with Franchise Administration and other internal resources.
• Assist franchisees with financial programs, site selection, or partnership dollars.
• Collaborate with the Franchise Performance Department to upgrade/replace existing inventory and ensure brand identity compliance.
• Work with brand leaders and operations to improve deal quality and brand performance.
• Perform competitive and SWOT analyses of the assigned Market Area.
• Stay current with industry developments and market trends, adjusting the Business Plan as needed.
• Build relationships in Finance, Construction, Hotel Development, and related communities.
• Participate in professional and industry groups and represent Choice Hotels at franchise-related events and trade shows.

Regional Vice President, Franchise Sales Development

Account Executive

• Manage Choice relationships with approximately 60-65 corporate accounts within an assigned vertical/industry
• Lead preferred travel program negotiations and bids for groups, events, and project RFPs
• Develop account plans aligned with client goals and Choice’s corporate strategy
• Conduct executive-level Quarterly Business Reviews and strategic planning sessions that demonstrate business performance, pipeline opportunities, and incremental revenue strategies
• Identify potential customers through research, networking and lead generation channels
• Identify key decision makers within prospective accounts to secure meetings
• Educate potential accounts about Choice brands and product offerings
• Convert prospects to high-performing accounts to increase the corporate customer base
• Update and maintain customer information in CRM system
• Participate in sales, brand, product, and system training
• Develop and document account strategy, a detailed action plan and specific activities
• Prepare and conduct customer Quarterly Business Reviews / Planning Sessions

Corporate Sales Executive

Sales

• Manage and grow a portfolio of sports accounts to increase revenue production and market share
• Build and maintain strong relationships with key decision-makers to drive long-term partnerships
• Analyze account performance, customer trends, and market dynamics to inform strategic growth plans
• Conduct regular strategic account reviews and Quarterly Business Reviews (QBRs)
• Retain and expand existing accounts through proactive engagement, renewals, and value-based selling
• Deliver solutions that balance customer needs with franchisee performance and profitability
• Identify and develop new business opportunities within the sports segment through networking, events, and proactive outreach
• Qualify and prioritize prospects based on revenue potential, business needs, and buying readiness
• Position Choice Hotels’ brands and solutions to meet customer objectives and drive incremental room night revenue
• Manage full sales cycle including prospecting, relationship development, and deal advancement
• Monitor industry trends and competitive activity to refine strategy and strengthen market positioning
• Maintain accurate Salesforce/CRM records including pipeline, contacts, forecasts, and account activity
• Leverage CRM insights and performance data to inform forecasting and strategic decisions
• Develop and maintain account plans, relationship maps, and growth strategies
• Prepare proposals, negotiate contracts, and manage renewals to support revenue growth
• Lead QBRs and planning sessions to align on performance and future opportunities
• Participate in training to stay current on sales tools, systems, and brand offerings