Corporate Sales Director, Upscale

Choice Hotels International • North Carolina, NC

1d • Remote

About The Position

The Corporate Sales Director, Upscale is responsible for driving revenue growth and increasing Revenue Generation Index (RGI) across Choice Hotels’ upscale portfolio, including the Cambria® and Radisson® brands. This role serves as a sales specialist and brand expert, managing a portfolio of approximately 30–50 assigned upscale hotels and partnering closely with Global Sales account owners to develop and execute customer‑specific penetration and growth strategies. The position carries an annual revenue responsibility of approximately $40–60 million, with an expected year‑over‑year topline growth target of 20% or greater. The role operates with a high degree of autonomy and strategic influence, requiring deep customer insight, advanced negotiation capabilities, and strong collaboration with internal stakeholders and hotel owners.

Requirements

• Bachelor’s degree required or an equivalent combination of education and relevant work experience.
• Demonstrated success in B2B sales roles, preferably within large, complex organizations.
• Prior hotel or hospitality sales experience at the individual contributor, leadership, or brand level strongly preferred.
• Proven ability to manage significant revenue targets and influence outcomes across multiple stakeholders.
• Advanced consultative selling, negotiation, and account planning skills.
• Strong financial and commercial acumen with the ability to interpret performance data and market trends.
• Ability to operate independently while collaborating effectively across matrixed sales and brand organizations.
• Demonstrated alignment with Choice Hotels’ Values: Be Bold, Be Quick, Listen, Be Curious, and Show Integrity.
• Ability to travel approximately 40–60% of the time to support customer, owner, and internal business needs.

Nice To Haves

• Advanced business degree preferred.

Responsibilities

• Identify, prioritize, and pursue corporate accounts with the highest likelihood to generate incremental revenue within the assigned upscale hotel portfolio.
• Assess customer demand patterns and market dynamics to uncover share‑gain opportunities for Choice Hotels’ upscale brands.
• Serve as a subject matter expert across Global Sales for the Cambria® and Radisson® brands, including brand value propositions, product offerings, and competitive positioning.
• Partner with segment leadership to engage upscale hotel owners in strategic discussions, providing consultative guidance to drive revenue growth.
• Participate in quarterly business reviews (QBRs), hotel performance reviews, and other owner‑facing forums to align on strategy and results.
• Advocate on behalf of assigned hotels during corporate account negotiations, including RFP cycles, group business, and project‑based opportunities.
• Lead and influence complex, multi‑stakeholder negotiations, effectively articulating mutual value and securing favorable outcomes beyond price alone.
• Apply advanced negotiation strategies to balance customer needs, brand objectives, and hotel owner priorities.
• Maintain a strong understanding of customer purchasing processes, decision criteria, and success measures.
• Collaborate with Global Sales account owners to develop and deliver compelling customer presentations that clearly articulate the Choice Hotels value proposition.
• Align customer solutions to Choice’s upscale portfolio capabilities to drive long‑term, sustainable revenue growth.
• Serve as a senior point of escalation for customer needs, ensuring issues are routed to the appropriate internal teams.
• Monitor resolution progress and maintain accountability to ensure outcomes meet customer and brand expectations.

Benefits

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior