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

Requirements

7+ years of B2B sales and strategic account management experience, with some or all in the hospitality, travel or related services industry
Demonstrable experience managing large enterprise accounts
Proven track record of meeting or exceeding quota on large revenue targets
Proficiency working in a CRM, preferably Salesforce
Skilled in account mapping
Familiarity with Microsoft Office products (e.g. PowerPoint, Word, Excel)
Comfortable analyzing account and market data in platforms like Tableau to create actionable insights and recommendations
Ability to travel up to 40–60% as required to meet with enterprise customers and attend industry conferences and events
Location near a major city – within 30 miles of a major airport
Executive presence, polished presentation and negotiation skills, and the ability to engage at C-suite and procurement levels
Strong written and verbal communication skills and comfort building and presenting customer-facing proposals and program ROI analyses
Strategic thinker with strong commercial acumen, problem-solving skills, and a bias for driving measurable outcomes.
Demonstrated leadership and coaching skills; ability to influence without direct authority.
SAMA Certification desired or equivalent strategic account management coursework

Benefits

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

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

B2B salesstrategic account managementaccount mappingdata analysisnegotiationrevenue accelerationpipeline managementcustomer feedback analysiscommercial performancequota achievement

Soft Skills

executive presencepolished presentation skillsstrong written communicationstrong verbal communicationstrategic thinkingproblem-solvingleadershipcoachinginfluence without authoritycustomer obsession

Certifications

SAMA Certificationstrategic account management coursework