Director, RFP Management and Rate Enablement

Choice Hotels International • North Bethesda, MD

3d

About The Position

The Director is responsible for the complete oversight and accountability of all deliverables associated with the growth of the RFP Response program, as well as Rate Enablement and Visibility, specifically targeting corporate transient accounts. This role is dedicated to enhancing current processes and driving performance improvements, with an emphasis on adopting and sharing best practices that contribute to the successful acceptance of RFPs. A key aspect of this position is supporting Choice Hotels’ revenue growth objectives by actively collaborating with Global Sales, Pricing and Rate Strategy, and Revenue Management teams. The Director’s primary focus is on increasing the adoption of the RFP Response program as well as acceptance rate of RFPs, thereby supporting the company’s overall revenue generation efforts.

Requirements

• A minimum of eight years of successful experience in process administration and/or operations management is strongly preferred.
• This experience should include overseeing both internal and outsourced talent, demonstrating the ability to manage diverse teams and complex workflows.
• Prior experience in the hotel industry, travel management companies (TMC), or similar sectors is highly desirable.
• Working knowledge of RFP platforms and technologies such as Cvent/Lanyon, ReadyBid, Salesforce, etc. is necessary.
• Proficiency in MS Office applications—including Outlook, Word, PowerPoint, and Excel—is required.
• The role requires a broad understanding of various sales strategies, as well as a strong base of business acumen.
• Candidates should demonstrate expertise across multiple areas of business operations.
• Excellent analytical, communication, and presentation skills are essential.
• Candidates must be able to interpret complex data, present findings clearly, and communicate effectively with stakeholders.
• The ability to drive cross-functional collaboration is crucial.
• Candidates should be adept at communicating and coordinating with a variety of functional areas to enhance performance.
• A significant track record of leading teams and coaching direct reports is expected.
• Successful candidates will have demonstrated their ability to develop talent and foster team success.
• The ability to allocate organizational resources efficiently is essential.
• Candidates must show they can manage multiple projects and prioritize time effectively to achieve optimal results.
• Candidates must possess a BA/BS degree, which is required for this role.

Nice To Haves

• An advanced business degree is preferred.
• PMP or similar is preferred.

Responsibilities

• Define the strategy, operational direction, and the annual roadmap for central RFP Response and rate load submissions. This includes oversight and growth of the RFP Response program and all associated backend processes to ensure seamless execution and alignment with organizational goals.
• Effective resource management and seasonal planning and ensuring that the team is adequately staffed and prepared to drive positive response, bid, and acceptance rates throughout the year.
• As a strategic partner to the Global Sales team, play a key role in increasing the company’s presence within corporate travel programs through active participation in RFPs.
• Establish key performance indicators (KPIs) and success metrics, closely monitoring corporate RFP performance. When necessary, make course corrections to ensure objectives are met and outcomes are optimized.
• Develop and build dashboards to be shared with internal teams including leadership and proactively identify gaps and areas for optimization.
• Lead and coach a team of associates, including managers, with a focus on executing coordinated RFP and Rate Enablement activities.
• Resource planning and vendor management for offshore resources, ensuring optimal allocation and utilization to support business needs.
• Establish vendor relationships to oversee contractual obligations, including the financials and establish SLAs for performance monitoring.
• Identify, drive, and implement continuous improvement initiatives to enhance processes and deliver greater efficiency.
• Develop communication and training strategies and initiatives essential for driving successful outcomes with multiple internal and external stakeholders involved in the RFP and Rate Enablement programs.

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: Director