Choice Hotels International

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

Global Sales Manager – Sports Accounts

Revenue Operations

• Lead Revenue Strategy Calls with hotel teams
• Generate and distribute relevant Revenue Management reports
• Align with Choice Commercial Teams and partner with hotels to create and implement strategies that drive results
• Proactively communicate with properties regarding performance of Revenue Management Strategies
• Provide portfolio performance updates to Senior Management

Revenue Manager

Director

• 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
• Enhance hotel engagement with brand programs, revenue initiatives, and operational tools
• Monitor competitive landscape and market trends to inform proactive performance strategies
• Identify operational challenges and connect hotels with specialized resources including ChoiceU, Centers of Excellence, Owner Relations, and Brand Operations
• Facilitate adoption of best practices through internal resources and proprietary programs
• Provide insights and trends to internal partners, contributing to portfolio-wide strategic planning
• Cultivate strong relationships with franchisees and serve as their primary Choice Hotels contact for performance-related engagement
• Maintain accurate documentation of consultations, action plans, and follow-up items within Choice’s CRM
• Provide regular performance feedback and market insights to the Regional Vice President

Area Director, Franchise Performance

• Deliver new hotel openings with project management, training, operational development, milestone tracking, and single-point-of-contact service.
• Perform onsite/virtual consultation throughout the various stages of the opening process.
• Oversee the hotel onboarding progress to ensure compliance with brand standards, design requirements, Rules & Regulations, and enforce the Property Improvement Plan (PIP) as needed.
• Guide owners using a range of onboarding tools, including the openings portal and Choice Connect, which offers helpful resources throughout the onboarding process.
• Manage the hotel data migration into Choice’s PROP-EL tool for accurate distribution on Choice channels and third-party sites.
• Enforce and monitor our franchisees to use Choice approved vendors and services during the purchasing stages prior to opening.
• Oversee and track hotel consultations and openings to ensure brand design and PIP/new construction compliance, monitor PIP completion for timely conversion property openings, and serve as liaison between owners and CHI Architecture and Design on new construction or conversion requirements.
• Aide owners on opening obstacles, sourcing issues, and provide expedited solutions to avoid delays in opening.
• Implement pre-opening training programs by Choice so that both owners and hotel managers are familiar with Choice’s operational procedures.
• Communicate to compliance committee if an opening needs an extension or a project is not moving forward.

Project Director, Opening Services – Northeast Region

• Drive Portfolio Performance: Improve portfolio-wide revenue growth, market share, and profitability through proactive consulting and performance optimization.
• Cultivate strong, trusted relationships with franchisees and PMCs, balancing strategic guidance with immediate operational support.
• Partner with Sales, Revenue Management, and Call Center teams to optimize lead generation, RFP participation, and call-forwarding effectiveness.
• Monitor GOP performance and drive best-practice implementation, including HotStats utilization.
• Ensure execution of all brand programs and continuous improvement of Quality Assurance and Guest Satisfaction scores.
• New Hotel Openings & Ramp-Up Performance: Partner with Opening Services to support franchisees through construction, pre-opening planning, and on-schedule hotel launches.
• Develop and execute pre-opening sales and marketing strategies focused on local account acquisition.
• Guide ownership on market segmentation strategies to maintain OTA contribution below targeted thresholds and achieve extended stay room-night mix goals.
• Conduct regular performance check-ins and promote best-practice sharing across the portfolio.
• Identify development opportunities and collaborate with Franchise Development as appropriate.
• Guest Experience & Brand Standards Excellence: Analyze guest feedback and Quality Assurance results to identify improvement opportunities and drive corrective action.
• Proactively address guest relations trends to minimize escalations.
• Encourage compliance with training, certification, and brand learning programs, including ChoiceU.
• Partner with owners to address hotel condition needs and promote timely renovations and self-PIP initiatives.
• Technology Integration & Organizational Influence: Lead extended stay technology integration efforts, ensuring effective adoption of ChoiceEdge, ChoiceAdvantage, and related platforms.
• Partner with Technology teams to define system requirements, reporting needs, and testing for extended stay brands.
• Support training and engagement initiatives for hotels, owners, PMCs, and internal stakeholders.
• Identify and scale best practices across Choice and extended stay portfolios, contributing to cross-organizational collaboration.

Regional Area Director, Franchise Performance – Eastern/Central Region

• 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
• 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
• 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
• Establish vendor relationships to oversee contractual obligations, including the financials
• Identify, drive, and implement continuous improvement initiatives to enhance processes

Director, RFP Management – Rate Enablement

Manager

• Organize and schedule desktop and field‑based Product Improvement Plans (PIPs), clearly communicating timing, requirements, and expectations to all stakeholders
• Evaluate hotel surroundings, building age, and physical condition to develop comprehensive renovation plans aligned with brand standards and guest experience expectations
• Accurately assess and predict renovation scope of work required to achieve brand compliance and desired guest satisfaction outcomes
• Maintain current knowledge of brand direction, standards, and physical plant requirements
• Negotiate PIPs with licensees and internal stakeholders, balancing brand integrity with individual circumstances and approved concessions
• Educate and support internal and external stakeholders on renovation requirements, timelines, and the value of compliance
• Build and maintain strong working relationships with Franchise Development, Franchise Services, Owner & Portfolio Strategy teams, and licensees
• Manage travel, budgets, and expense reporting in alignment with company policies and fiscal responsibility standards
• Support administrative and cross‑functional initiatives as needed by the Product Improvement team

Product Improvement Manager

Analyst

• Coordinate and manage distribution-related initiatives, ensuring timelines, dependencies, and deliverables are tracked and executed across teams and regions
• Monitor production and performance across key channels (e.g., OTA, GDS, direct partnerships), identifying trends and opportunities for optimization
• Oversee participation and performance of distribution programs, ensuring alignment across international markets and leveraging insights from U.S. performance
• Maintain awareness of GDS updates, enhancements, and connectivity changes, communicating impacts to stakeholders
• Track and manage incoming requests from internal teams, regions, and partners, ensuring proper documentation and prioritization
• Develop and maintain standardized processes, workflows, and documentation to support consistency and scalability
• Track and communicate the status of key distribution partnerships and negotiations to ensure visibility and alignment
• Act as a liaison between international teams and U.S.-based resources to facilitate communication and support
• Prepare and deliver regular reporting and summaries, translating multiple workstreams into clear, actionable insights

International Distribution Analyst

Pricing Analyst

• The Sr. Analyst Pricing Strategy Reporting is responsible for designing and generating regular reports for various stakeholders.
• This role involves ensuring data accuracy, developing dashboards and visualizations, and providing ad-hoc reporting support.
• Provide key insights related to the data that tells the story behind the numbers.
• Anticipate the needs of the organization and develop sustainable and efficient reports to meet those needs.
• Own Revenue Management Tableau server information and monitor performance to raise insights proactively to drive action.
• Lead weekly/monthly reporting and planning meetings to share insights and provide action items.
• Develop tracking for initiatives, communicate priorities, and report on progress.
• Seek opportunities to drive efficiencies in existing processes by streamlining processes and leveraging automation tools.
• Be the lead resource for data information on the team and field questions from management and investor relations as needed.

Senior Analyst, Pricing Strategy – Analytics

• Manage Choice relationships with approximately 30-35 large enterprise accounts within an assigned vertical/industry
• Lead preferred travel program negotiations and bids for groups, event and project RFPs
• Utilizing a data driven approach, grow Choice’s share through hotel inclusion in assigned accounts preferred hotel program inclusion
• Lead the volume growth strategy and tactics for delivering hotel revenue from assigned accounts
• 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
• Maintain accurate account and pipeline data in Salesforce; produce reliable forecasts and provide weekly/monthly revenue updates to leadership
• Account mapping for assigned accounts
• Participate in sales, brand, product and system training
• Develop and document account strategy, detailed action plan and specific activities
• Mentor, coach and provide development feedback to more junior members of the corporate sales team; share best practices and contribute to team capability building
• Support targeted pursuit efforts for strategic, large-scale net-new accounts and enterprise RFP responses when required
• Collaborate with Corporate Sales Executives and other teams to transition new or growing accounts into managed portfolios

Global Sales Manager – Oil & Gas

Global Sales Manager – Consulting & Professional Services

• Own revenue results across a regional hotel portfolio, driving improvements in revenue, market share, and profitability through clear targets and disciplined execution
• Lead a third-party vendor team, ensuring accountability to performance goals and contractual standards, while partnering to optimize service delivery and outcomes
• Analyze data to identify trends, risks, and opportunities; translate insights into clear strategies and actions; and continuously evaluate effectiveness to drive sustained growth
• Deliver clear, data-driven performance reporting across formats, effectively communicating results, insights, and the overall impact to stakeholders
• Partner with internal teams to align pricing and commercial strategies, and contribute to financial planning through forecasting and pricing inputs
• Establish and refine processes, standards, and service models in collaboration with Program Enablement to support consistent, scalable performance
• Build and lead a high-performing team through coaching, feedback, and development, fostering a strong culture of accountability, capability building, and results-driven performance

Director, Revenue Management – Core Brands

• Participate in structured training on industry fundamentals, Choice tools, brand portfolio knowledge, and the full sales lifecycle, delivered both onsite and via virtual learning
• Engage in ride‑alongs with Regional Vice Presidents and senior sales team members to observe and practice each stage of the franchise sales process
• Receive ongoing coaching on prospecting techniques, CRM usage, opportunity qualification, and deal advancement aligned to Sales Level 1–2 expectations
• Develop a strong understanding of assigned markets and receive direction on where to focus prospecting activity
• Identify potential franchisees through market research, networking, and attending industry events
• Conduct initial outreach via phone, email, and in‑person meetings to assess alignment with Choice Hotels’ brand standards and development strategy
• Understand prospective franchisees’ financial qualifications, operating experience, and business objectives to assess fit and present the Choice Hotels value proposition
• Manage early‑stage deal flow, including documentation, information gathering, and collaboration with Franchise Administration
• Support negotiation of franchise agreement terms under the direction of more senior sales leaders
• Learn to independently manage the end‑to‑end deal process, including adaptive reuse, conversions, and new construction opportunities
• Work with brand and operations teams to ensure deals meet quality and performance expectations and align to market‑level strategy
• Build relationships with developers, brokers, lenders, and third‑party management companies to expand network and increase lead flow
• Contribute to the development and execution of Market Area Strategic Business Plans

Franchise Sales Associate

• Oversee and optimize guest room inventory and pricing strategies for assigned hotels, driving RevPAR growth through demand forecasting, dynamic pricing, and disciplined channel management.
• Analyze market conditions, booking trends, competitive intelligence, and demand drivers—including groups, conventions, and citywide events—to inform pricing and distribution decisions.
• Deliver actionable insights through daily, weekly, and monthly revenue management reporting, translating data into clear recommendations for hotel partners.
• Lead Revenue Strategy Meetings with hotel stakeholders, effectively communicating performance results, risks, opportunities, and recommended actions.
• Serve as a trusted advisor and primary liaison between hotels and internal Choice teams, aligning revenue strategies with brand standards and commercial objectives.
• Leverage enterprise systems and tools, including Salesforce, Lanyon, and Choice revenue management platforms, to support strategy execution and identify marketing and promotional opportunities.
• Contribute to enterprise-wide revenue management initiatives and special projects, collaborating cross-functionally to advance Choice’s overall revenue strategy.
• Support the continuous improvement and evolution of the ChoiceRM program by sharing best practices, insights, and feedback from the field.