Regional Director of Sales, Franchise

Extended Stay America • Charlotte, NC

3d

About The Position

The Regional Director of Sales, Franchise, is responsible for driving revenue
growth for participating franchise owners who have elected enhanced sales
support services. This role blends proactive business development with strategic
field level sales execution to identify, qualify, and win new 7+ night business
opportunities. The Regional Director of Sales, Franchise acts as a dedicated B2B
partner to franchise owners & operators--building relationships, generating
leads, following up on all revenue producing opportunities, and developing
market specific strategies to increase share and occupancy. The position
requires strong consultative selling skills, disciplined pipeline management,
and the ability to collaborate effectively with franchise owners, operations
teams, and centralized ESA sales resources. The Regional Director of Sales,
Franchise provides visibility, alignment, and a measurable revenue impact across
their assigned franchise portfolio.

Requirements

• Strong B2B sales skills including prospecting, qualifying, consultative selling, and negotiation.
• Ability to sell effectively across multiple platforms (phone, virtual, in‑person).
• Knowledge of the hotel industry; extended stay experiences preferred.
• Excellent verbal and written communication skills.
• Strong interpersonal skills with the ability to build trust quickly.
• Effective presentation skills in one‑on‑one and small group settings.
• Ability to analyze market data, client information, and performance metrics to create targeted action plans.
• Proficiency in Microsoft Office (Word, Excel, PowerPoint) and CRM systems.
• Ability to conduct research and leverage data tools to uncover new opportunities.
• Highly self‑motivated with strong time‑management and prioritization skills.
• Proactive, resourceful, and comfortable working independently.
• Strong problem‑solving skills and adaptability in a dynamic environment.
• Work is performed primarily in a home office or indoor environment.
• Up to 80% travel for client meetings, property visits, or franchise support.
• Reside within 1 hour of a major airport.
• Associate's degree and 3+ years of outside sales experience, including at least 1 year in complex or consultative sales; or an equivalent combination of education and experience.
• Reliable transportation and ability to work a flexible schedule, including occasional evenings or weekends.
• Proficiency with Microsoft Office software.

Nice To Haves

• Bachelor's degree.
• Hotel sales experience, particularly within the extended stay segment.
• Experience supporting franchise or multi‑unit business owners.

Responsibilities

• Identifies and qualifies 7+ night opportunities from high‑value targets using all available tools and internal lead sources.
• Assess business potential and customer needs in alignment with franchise hotel capabilities.
• Conducts proactive outreach to generate new opportunities and expands the sales pipeline.
• Maintains disciplined pipeline management to prioritize high‑value and time‑sensitive opportunities.
• Develop and executes market‑specific sales strategies for assigned franchise hotels.
• Builds and maintains relationships with local accounts and local contacts within national accounts.
• Follow up promptly on all inbound leads with revenue potential for franchise hotels.
• Identifies incremental revenue opportunities in the local market and pursue them using a consultative selling approach.
• Participate in team‑selling efforts with ESA's centralized sales teams when accounts overlap or require coordinated engagement.
• Serves as a dedicated sales resource for participating franchise owners, providing visibility into opportunities, progress, and results.
• Coordinates handoffs between Regional Director of Field Sales, franchise owners, and ESA account managers as appropriate.
• Partners with operations, revenue management, reservations, and other internal teams to maximize revenue outcomes.
• Supports franchise owners in understanding market trends, need periods, and competitive opportunities.
• Schedules and facilitates client appointments, including property tours and virtual meetings.
• Documents all sales activities, opportunities, and revenue production in CRM daily.
• Utilizes sales technology, reporting tools, and performance metrics to guide strategy and decision‑making.
• Performs other duties as assigned.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Associate degree