Senior Director, Field Sales

JOB SUMMARY

The Sr. Director, Field Sales is a senior sales leader responsible for building and leading a market-based sales organization that drives revenue growth across Choice Hotels brands. This role establishes market strategy, develops high-performing sales teams, and partners with hotel operators to grow mid-market business. The position plays a critical leadership role in shaping regional sales direction, strengthening brand presence, and expanding share within targeted accounts. This leader operates with significant autonomy and contributes to the broader sales strategy and organizational performance.

RESPONSIBILITIES

• Develop and execute a comprehensive market sales strategy aligned with brand and company objectives

• Identify, prioritize, and penetrate key mid-market segments and accounts to drive revenue growth

• Build and lead a high-performing, field-based sales organization, including hiring, onboarding, and talent development

• Establish clear performance expectations, accountability standards, and workforce plans to achieve sales targets

• Lead account planning and ensure disciplined use of CRM tools to drive pipeline development and conversion

• Build and maintain strategic relationships with corporate, regional, and local decision-makers

• Partner closely with hotel General Managers and property teams to align sales priorities and maximize market performance

• Monitor industry trends, customer needs, and competitor activity to refine strategies and optimize outcomes

• Manage and report on key performance metrics, including revenue growth, market share, and account development

• Collaborate cross-functionally and contribute to broader organizational sales initiatives and strategy

QUALIFICATIONS

Employment Experience

• 7–10+ years of progressive sales experience, preferably within hospitality or a related industry

• 3–5+ years of leadership experience managing field-based or distributed sales teams

• Demonstrated success driving revenue growth and executing complex sales strategies

Technical Skills

• Proficiency with CRM tools (e.g., Salesforce) and sales analytics platforms

• Strong understanding of hotel sales, distribution channels, and market dynamics

• Experience with pipeline management, forecasting, and data-driven decision making

Additional Skills & Competencies

• Strategic thinking with strong market insight

• Proven ability to build, lead, and develop high-performing teams

• Relationship-driven sales leadership and stakeholder management

• Results-oriented with strong execution discipline

• Cross-functional collaboration and influence

Education Requirements

• Bachelor’s degree in Business, Hospitality, or related field or equivalent combination of education and work experience

• Advanced degree preferred

SALARY RANGE

The salary range for this position is $188,076 to $220,000 annually. In addition to the annual salary, this role is eligible for an annual bonus based on the terms of Choice's Management Incentive Plan (MIP), as well annual awards of Choice Hotels International common stock through Choice’s Long-Term Incentive Plan (LTI 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:

• 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

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