Regional Vice President, Franchise Sales Development

JOB SUMMARY

The Regional Vice President, Franchise Sales Development is responsible for meeting and exceeding growth goals through the conversion of existing hotels and sourcing new construction projects within an assigned geographical market area for the Choice Hotels Signature Brands of Comfort™, Sleep Inn®, and Country Inn & Suites. This role contributes to the development and execution of the Market Area Strategic Business Plan by building relationships with prospective franchisees, developers, third-party management companies, lenders, brokers, and industry groups. The position requires strong sales execution, strategic planning, and collaboration across internal teams to drive business results and brand growth.

• Provide input into the development of the Market Area Strategic Business Plan and execute against it to build a pipeline of prospective franchisees.

• Meet or exceed set goals/quotas for conversions and new construction hotels in the assigned Market Area, currently California and Nevada.

• Utilize sales and resource tools to develop pipeline opportunities.

• Communicate the Choice Hotels value proposition to prospective franchisees.

• Travel within the assigned territory to source projects for conversion or new construction.

• Represent Choice Hotels and clients in negotiating deal terms as necessary.

• Manage internal relations with Area Directors and other associates to foster growth opportunities.

• Oversee the contract/approval process and collaborate with Franchise Administration and other internal resources.

• Assist franchisees with financial programs, site selection, or partnership dollars.

• Collaborate with the Franchise Performance Department to upgrade/replace existing inventory and ensure brand identity compliance.

• Work with brand leaders and operations to improve deal quality and brand performance.

• Perform competitive and SWOT analyses of the assigned Market Area.

• Stay current with industry developments and market trends, adjusting the Business Plan as needed.

• Build relationships in Finance, Construction, Hotel Development, and related communities.

• Participate in professional and industry groups and represent Choice Hotels at franchise-related events and trade shows.

• 3-5 years of prior sales and/or related experience preferred, including consultative, value-based, and relationship sales.

• Prior business-to-business sales experience in the hotel industry, hospitality, franchising, or related field preferred.

• On-property hotel experience in operations or sales is preferred.

• Proficient in MS Office applications (Outlook, Word, PowerPoint, Excel).

• Experience with CRM applications is desirable.

• Strong negotiation and influencing skills.

• Excellent communication and presentation skills.

• Excellent interpersonal skills and demeanor.

• Strong analytical skills.

• Broad-based business acumen and ability to collaborate across organizational lines.

• Demonstrated knowledge of hotel industry and competitive brands, as well as Choice Hotels’ brands, sales and marketing strategies, and service offerings.

• High School Diploma required.

• Bachelor’s Degree in Business, Marketing, or related field preferred.

• Military and/or college experience is desirable.

• Ability to travel up to 75% of the time.

SALARY RANGE

Earnings potential for this role is up to or above $430,000 in total cash compensation. This includes both sales commission and annual base salary for the role. Sales commissions are variable based on performance.

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