Franchise Sales Associate

Job Summary

The Franchise Sales Associate is an entry-level, quota‑carrying sales role responsible for learning and executing the full franchise development lifecycle within an assigned Geographical Market Area (GMA). Under the guidance of a Regional Vice President – Coach, this role supports the growth of Choice Hotels’ portfolio by identifying prospects, conducting outreach, evaluating franchise opportunities, and advancing deals through the approval and contracting process. This position requires extensive travel (up to 75%) and a willingness to relocate as needed. As part of Choice Hotels’ Sales career track, this role builds foundational skills in pipeline development, relationship building, deal qualification, and brand value articulation while partnering with cross‑functional teams to ensure high-quality franchise growth.

Key Responsibilities

Sales Training & Development

• 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.

Prospecting & Pipeline Generation

• 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.

Sales Lifecycle Execution

• 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.

Cross‑Functional Collaboration

• 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.

Travel

• Travel up to 75% throughout assigned GMAs, including overnight travel. #LI-REMOTE

• Relocate as needed based on business requirements.

Qualifications

Education

• Required: High School Diploma or GED.

• Preferred: Bachelor’s degree in Business, Marketing, Hospitality, or a related field or equivalent combination of education and work experience.

Experience

• Preferred:

  • Business‑to‑business sales experience, ideally within hospitality, franchising, or real estate.

  • On‑property hotel experience in operations or sales.

• Demonstrated ability to meet or exceed performance goals, consistent with expectations of early‑career Sales levels.

Knowledge, Skills & Competencies

• Strong interpersonal, communication, and presentation skills.

• Ability to influence, negotiate, and guide prospective franchisees toward mutually beneficial outcomes.

• Analytical skills to assess market conditions, property opportunities, and franchisee readiness.

• Knowledge of hotel industry dynamics, competitive landscape, and Choice Hotels brands (preferred).

• Proficiency in MS Office applications; CRM experience desirable.

• Self-motivated with strong initiative, curiosity, and eagerness to grow within the Sales organization.

Salary

The salary for this position is $70,000 annually, with additional earning potential based upon executed deals.