Director, Strategic and Specialist Sales

Choice Hotels International • Minneapolis, MN

31d

About The Position

The Director, Strategic & Specialty Sales leads a team of Strategic Sales Directors managing Choice’s largest corporate clients and hotel segment specialists focused on Upscale and Extended Stay properties. This role drives revenue growth through structured sales processes, insights-based selling, and effective use of data tools such as Tableau and Salesforce. The position ensures the achievement of annual room-night targets, pipeline objectives, and budgetary goals while fostering a culture of coaching, talent development, and strategic account penetration.

Requirements

• Minimum 7+ years of sales management experience, preferably in hospitality, travel, or related services.
• Proven success leading teams managing large enterprise accounts and meeting/exceeding revenue targets.
• Expert knowledge of the franchise hotel model.
• Proficiency in CRM systems (Salesforce preferred).
• Strong Microsoft Office skills (PowerPoint, Word, Excel).
• Ability to analyze data in platforms like Tableau to generate actionable insights.
• Ability to travel 40–60% for client meetings and industry events.
• Reside within 30 miles of a major airport.
• Exceptional leadership, executive presence, and negotiation skills; ability to engage at C-suite level.
• Bachelor’s degree in business administration, marketing, sales, or related field or equivalent combination of education and work experience.

Responsibilities

• Strategic Sales Leadership Deliver superior business results and exceed annual room night production goals.
• Develop and implement portfolio-based sales strategies to grow existing accounts and secure new business.
• Coordinate deployment of Corporate Sales Director resources to meet revenue and share shift objectives.
• Maintain disciplined pipeline management and proactive forecasting.
• Coach the team to deepen relationships and identify growth opportunities.
• Champion business transformation and storytelling practices to enhance sales effectiveness.
• Strategic and Industry Activities Stay current on sales best practices and competitive positioning; provide thought leadership on deal structuring.
• Participate in industry associations to promote Choice Hotels and generate leads.
• Support strategic initiatives and special projects as needed.
• Demonstrate expertise in Strategic Meetings Management and leverage industry networks to elevate Choice’s B2B value proposition.
• Talent Management Hire, retain, and develop diverse, high-performing talent.
• Set clear goals and manage performance against accountability standards.
• Create development plans for team members and foster engagement.
• Build succession plans and talent pipelines aligned with Global Sales career pathing.
• Guide sellers through operational challenges and evolving systems.

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
• Number of Employees: 1,001-5,000 employees