JOB SUMMARY:
The Strategic Sales Director is an executive-level, client-facing leader responsible for the strategic stewardship, growth and profitability of Choice’s largest enterprise customer relationships. The Strategic Sales Director will manage a concentrated portfolio of ~8–10 of Choice’s highest-value accounts (across industries), acting as the primary point of contact and accountable for maximizing revenue, margin and long-term strategic value. This role is focused on account management, governance, executive sponsorship, complex negotiations and cross-functional delivery.
RESPONSIBILITIES:
Strategic Account Leadership
• 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
• Ability to work at the highest level in customer organizations with a clear understanding of the decision matrix
Customer Advocacy & Thought Leadership
• 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
Cross-Functional Coordination & Delivery
• 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
QUALIFICATIONS:
Employment Experience
• 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
Technical Skills
• 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
Additional Skills & Competencies
• 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
Education Requirements
• Bachelor’s Degree in business administration, marketing, sales or related field preferred
SALARY RANGE:
The salary range for this position is $101,250 - $135,000 annually, plus commission via participation in Choice’s Global Sales Incentive Plan.
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:
About Choice
Choice Hotels International, Inc. (NYSE: CHH), is one of the largest lodging franchisors in the world. With 7,500 hotels in 45+ countries and territories, we offer a range of high-quality lodging options in the upper upscale, upper midscale, midscale, extended stay, and economy segments. We’re the hotel company for those who choose to bet on themselves — the striver, the dreamer, the entrepreneur — because that’s who we are, too.
At Choice, we are united by the simple belief that tomorrow will be even better than today — for associates, our company, and our franchisees. At our worldwide corporate headquarters in North Bethesda, Maryland, at our technology center in Scottsdale, Arizona, and through our associates around the globe, every voice is heard and every idea is listened to, no matter what area of the company they come from. We are united in supporting the entrepreneurial dreams of our thousands of franchise owners, which propels us forward — giving our work at Choice a purpose larger than our business.
Our corporate office locations:
North Bethesda, MD — Located at Pike & Rose, our worldwide headquarters is less than 15 miles from Washington, D.C., one block away from the North Bethesda Metro station, with easy access to I-495, complimentary parking, electronic charging stations, restaurants and retail.
Scottsdale, AZ — Located at the northwest corner of Loop 101, the Scottsdale office is home to our technology, eCommerce and customer service organizations, with easy access to complimentary parking, electronic charging stations, restaurants and retail.
Minneapolis, MN — Select roles are based in our Minneapolis office on Highway 394, near the intersection with Highway 100, only five minutes from downtown.
Field/Remote — Select roles designated as field/remote will require associates to work from a home office, connecting virtually with Choice team members and leadership on Zoom, with possible required travel depending on the role.
Choice’s Cultural Values
Welcome and Respect Everyone | Be Bold | Be Quick | Listen | Be Curious | Show Integrity
Choice’s Leadership Principles
Act with Intention | Lead with Authenticity | Grow & Deliver