Corporate Sales Manager - Extended Stay

Corporate Sales Manager-Extended Stay

Candidate can be based in one of the following states:  Maine, Vermont, New Hampshire, Massachusetts, Connecticut, Rhode Island, New Jersey, New York, Delaware, Washington, DC, Maryland or Pennsylvania.

Who are we looking for?

Choice Hotels, one of the world’s largest lodging franchisors, has an exciting new opportunity as our Corporate Sales Manager - Extended Stay to join our Global Sales team. In this pivotal role, you will be responsible for spearheading our efforts to achieve industry-leading revenue growth for large extended stay accounts (minimum 2,000 RN annual potential). Oversee a ~$6M-$10M+ account portfolio of 20-35 accounts, with a focus on driving RN revenue growth annually through a combination of current managed account growth and acquisition of new accounts not currently in the portfolio. 

You will play a crucial role in building and nurturing relationships with key customers, leveraging your deep understanding of their unique needs and industry trends. Your primary objective will be to identify opportunities for our extended stay brands, devise tailored sales strategies, and execute them effectively to drive revenue growth and profitability. As a Global Sales Seller, you will collaborate closely with cross-functional teams to deliver exceptional value to our customers and ensure their long-term loyalty.  

Are you a dynamic and results-driven Global Sales Seller? We invite you to apply today for our Global Sales Account Manager role today and #MakeItYourChoice.

Your Responsibilities

Account Management

• Manage and nurture relationships with existing customers, identifying opportunities for growth within these accounts.  

• Maintain and develop relationships with existing customers. Understand customer needs and ensure satisfaction with Choice products or services. 

• Monitor account performance, analyze trends, customer feedback, and market dynamics to develop strategies to maximize sales and revenue from existing accounts to grow room night revenue. 

• Work proactively to retain customers, handle contract renewals and negotiate terms to ensure mutually beneficial partnerships 

• Address and resolve any issues or concerns raised by customers, ensuring prompt and effective solutions. 

• Conduct regular meetings and presentations with customers to discuss their account, our services, and how we can add further value to their business. 

• Stay informed about industry trends and developments to understand the competitive landscape and opportunities for account growth. 

Business Development

• Identify potential customers through research, networking and utilizing various leader generation techniques / channels. 

• Generate and qualify leads by engaging with potential customers to understand their needs and determining how our products and hotel brands can meet those needs. Understand their readiness to buy and capture market share driving incremental room night revenue to hotels.

• Follow up with leads and nurture them through the sales cycle.

• Initiate contact with customers through networking, industry events, and other communication channels, identifying key decision makers to secure new customers and grow / nurture high potential prospects.

• Conduct market research to stay informed about the customer’s industry, competitive landscape, and market trends and gather feedback from prospects to develop sales strategies.

• Educate potential accounts about Choice brands and product offerings and how these can address their needs of solve problems.  

• Convert prospects to high performing accounts to increase the corporate customer base.

New Opening Hotel Support

• Participate as Lead support in our extended stay new hotel openings support process.

• Research opportunities in the new opening market from Extended Stay Global Sales accounts with known extended stay potential.

• Communicate opportunities and next steps in established format.

• Communicate opening progress, establish collaborative relationship and share identified opportunities with hotel partners.

Account Administration

• Regularly update and maintain customer information in CRM system including contact details, account history, preferences, tasks, activities, customer meetings and interactions, formal contracts and agreements, etc.  

• Evaluate account performance and trends and proactively provide solutions to ensure account performance and continued growth 

• Draft sales proposals and contracts, manage contract renewals, define account strategy and negotiate new / existing contracts. 

• Participate in sales, brand, product, system or process training.  

• Perform account planning, customer analysis, needs assessment, relationship mapping including identifying key decision makers and influencers. 

• Develop and document account strategy, detailed action plan and specific activities to drive room night revenue and increase market share / share of wallet. 

• Prepare and conduct customer Quarterly Business Reviews / Planning Sessions.  

Your Experience, Skills & Competencies

• Ability to travel up to 50% of the time. 

• Location near major city – within 30 miles of major airport.  

• BA/BS degree or 5+ years of relevant experience.   

• Knowledge of sales and research systems including: TravelClick Reporting (optional) & SalesForce CRM 

• Independent self-starter with the ability to achieve corporate business objectives 

Your Work Location

As our Corporate Sales Manager - Extended Stay, you will be a remote-based associate, working from your home. You will be required to connect virtually with Choice team members and leadership on video via Zoom, with possible periodic travel in-person to our beautiful, state-of-the-art worldwide offices in North Bethesda, MD or Scottsdale, AZ. Frequent nationwide travel will be required up to 50% of the time to visit conventions, franchisees, etc.

We provide flexibility and encourage ongoing communication with your leadership to establish expectations about your unique needs.

About Choice

Choice Hotels International, Inc. (NYSE: CHH) is one of the largest lodging franchisors in the world. With nearly 7,500 hotels, representing nearly 630,000 rooms, in 46 countries and territories, with a range of high-quality lodging options from limited service to full-service hotels in the upper upscale, upper mid-scale, midscale, extended-stay, and economy segments. We’re the hotel company for those who choose to bet on themselves – the underdog, 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, MD and St. Louis Park, MN as well as our technology center in Scottsdale, AZ, 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 more than 18,000 franchise owners, which propels us forward – giving our work at Choice a purpose larger than our business.

About Choice Hotels Financial Performance

Adjusted earnings before interest, taxes, depreciation, and amortization (EBITDA) for second quarter 2024 grew to a quarterly record of $161.7 million, a 6% increase compared to the same period of 2023. Please click here to review to review the details.

Salary Range

 
The salary range for this position is $72,960 - $104,240 annually plus commission via participation in Choice’s Global Sales Incentive Plan.
 
The pay range listed is for this position and is what Choice Hotels reasonably expects to pay. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee’s pay position within the pay range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, and business or organizational needs.
 
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:

• 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

*** PLEASE NOTE: This role is not eligible for sponsorship ***

Ability to model Choice’s Cultural Values: Welcome and Respect Everyone, Be Bold, Be Quick, Listen, Be Curious and Show Integrity.