Choice Hotels International

Collections

• Serve as the primary point of contact for OTA partners regarding unpaid commissions, data discrepancies, and property suspension issues.
• Manage day‑to‑day commission recovery workflows, ensuring cases are prioritized, resolved, and documented consistently.
• Coordinate with Distribution leadership to align operational issue resolution with broader strategic partner relationships.
• Ensure timely escalation, follow‑up, and closure of OTA‑related issues to minimize revenue risk and listing suspensions.
• Support rate parity monitoring and resolution efforts, as well as other channel‑related projects on an ad‑hoc basis.
• Validate OTA data and partner with Billing subject‑matter experts to resolve upstream transmission and reconciliation errors.
• Build, maintain, and enhance OTA‑specific reporting and dashboards to track payment trends, aging, suspension rates, and operational KPIs.
• Monitor and report on performance indicators including suspended property counts, average suspension duration, and expected revenue at risk.
• Partner with the Collections team to ensure OTA cases follow defined prioritization logic, aging thresholds, and service‑level agreements.
• Identify recurring or systemic issues and drive cross‑functional solutions to improve accuracy, efficiency, and prevention.
• Support the integration of OTA cases into Salesforce as part of centralized case management and reporting.
• Coordinate billing‑related escalations between commercial, finance, and operational teams to support timely resolution.
• Provide regular insights, reporting, and recommendations to senior leadership on OTA performance and revenue recovery trends.

Commissions Collections Analyst

Sales

• Serve as the primary point of contact for day‑to‑day operational issues with third‑party billing and distribution partners
• Partner with internal billing subject matter experts to validate data accuracy and resolve integration or transmission issues
• Lead and track property enrollment into commission billing processes
• Collaborate with Global Sales and internal stakeholders to design, document, and implement processes for group commissions billing and collections
• Manage and deliver recurring commission reporting
• Coordinate case prioritization and service level agreement (SLA) adherence in partnership with the Commissions Collections Supervisor
• Work closely with Billing, Finance, Global Sales, and Operations to resolve issues and improve transparency

Global Sales Commissions Relationship Analyst

• Manage and nurture relationships with existing customers to identify opportunities for growth and expand account revenue
• Maintain a deep understanding of customer needs; ensure satisfaction with Choice Hotels solutions and services
• Monitor account performance, analyze customer trends and feedback, and develop strategies to maximize room‑night revenue
• Lead customer retention efforts, including proactive communication, renewals, contract negotiation, and issue resolution
• Conduct recurring business meetings, presentations, and planning discussions with customers to identify new value opportunities
• Stay informed of industry and competitive trends to support account growth strategy
• Identify and research prospective customers through industry analysis, networking, and lead-generation channels
• Generate and qualify new business opportunities by assessing customer needs and positioning Choice’s brands and solutions accordingly
• Cultivate and nurture leads throughout the sales cycle to convert high‑potential prospects into revenue‑producing accounts
• Initiate contact with key decision makers via industry events, relationship networks, and outbound outreach
• Conduct market research to understand customer industry dynamics, competitive threats, and emerging trends, using insights to refine sales strategy
• Educate prospective customers on Choice Hotels’ brands and offerings, demonstrating value and solving customer challenges
• Convert prospects into active, high‑performing accounts to expand the corporate customer base
• Maintain accurate and up‑to‑date customer information within CRM systems (e.g., Salesforce), including contacts, history, activities, contracts, and interactions
• Evaluate and report on account performance trends; provide proactive recommendations to ensure continued growth
• Draft sales proposals, manage contract renewals, and support negotiation efforts for new or existing agreements
• Conduct account planning: customer analysis, needs assessments, and relationship mapping with key decision makers and influencers
• Define and document account strategy, action plans, and activities aimed at increasing room‑night revenue and market share
• Prepare and deliver customer Quarterly Business Reviews (QBRs) and strategic planning sessions

Global Sales Manager – Groups, MICE

• Own end-to-end relationship and commercial performance for a designated portfolio of 8–10 of Choice’s largest enterprise customers
• Lead preferred travel program negotiations and bids for groups, event 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
• Maintain deep familiarity with enterprise travel trends, competitive dynamics, and macro forces that impact large corporate programs
• Represent Choice Global Sales at key external events, including conferences and tradeshows
• Act as a senior mentor to account teams; model executive engagement best practices and drive a culture of customer obsession
• Coordinate with partner organizations and sales teams (including hotel segments, revenue management, specialist sales and more) to develop revenue acceleration and gap closure plans
• Partner with finance and distribution to negotiate large, multi-year agreements with large corporate customers, frequently with novel commercial terms
• Influence product and operational roadmaps based on strategic customer needs; translate customer feedback into prioritized actions and enterprise solutions
• Deep understanding of account agency of record model, working closely with the Channel Partner team to leverage the triangular impact

Corporate Sales Director

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.
• 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.
• Support franchise sales growth when needed and participate in franchise association activities.

Area Director – Franchise Performance

Ecommerce

• Lead ecommerce, digital marketing, and online distribution strategy across the Choice Owned & Managed hotel portfolio to drive topline revenue, market share, and RevPAR performance
• Serve as a strategic advisor to hotel leadership on digital visibility, conversion, and channel optimization
• Own content accuracy and optimization across brand sites, OTAs, search, mapping, and third-party platforms
• Lead AI readiness initiatives to ensure strong visibility across AI-driven search, voice, and travel discovery environments
• Oversee SEO, local search, and AEO/GEO strategies to maximize organic performance
• Govern paid digital marketing strategies including SEM, metasearch, display, and paid social, ensuring ROI-driven execution aligned with Revenue Management strategies
• Provide oversight of online distribution performance, rate parity, inventory accuracy, and channel mix efficiency
• Partner with Revenue Management, Sales, Operations, and Corporate Marketing to support total hotel performance and brand standards
• Analyze digital performance, translate insights into revenue-driving actions, and lead recurring portfolio performance reviews
• Support group, meetings, and catering demand through enhanced digital visibility and lead generation
• Perform special projects supporting evolving ecommerce and revenue initiatives within the Managed Hotels Division

Central Director of E-Commerce – Managed Hotel Division

• Manage day-to-day commission recovery workflows across third party (OTA), group, and transient travel segments
• Coach and develop a team of Collection Specialists to drive and deliver on established SLAs and objectives
• Monitor workload, performance, and productivity across case types and report to leadership
• Manage daily prioritization of cases across OTA, transient, and group commissions
• Develop and enhance operational reporting for case resolution
• Identify workflow inefficiencies and collaborate with leads to optimize SOPs

Supervisor, Commissions Collections

• Serve as the strategic leader responsible for designing, advancing, and governing Choice Hotels’ global privacy program
• Partner closely with Legal, Technology, and business leaders to establish enterprise privacy strategy
• Oversee risk and compliance, ensuring consistent execution of data protection practices
• Build, evolve, and oversee the enterprise privacy program in partnership with Legal
• Provide consultative guidance to technology and business units on privacy-related implications
• Monitor and evaluate business processes that collect, use, store, or share customer and employee information
• Lead third-party privacy compliance activities, ensuring vendors meet contractual and regulatory obligations
• Conduct privacy risk assessments and communicate enterprise risk posture
• Provide leadership, direction, and development to the privacy team