Regional Vice President, Franchise Sales Development

Choice Hotels International • Indianapolis, MI

1d • Remote

About The Position

Choice Hotels, one of the world’s largest lodging franchisors, is seeking a Regional Vice President, Franchise Sales Development to join the Franchise Sales – Signature team. This role is responsible for meeting and exceeding growth objectives through the conversion of existing hotels and sourcing new construction projects for the Country Inn & Suites, Comfort, and Sleep Inn brand families within the geographical market area of the Midwest (OH, IN, WV, MI, KY). The Regional Vice President plays a critical role in developing and executing the Market Area Strategic Business Plan by identifying, qualifying, and closing complex franchise development opportunities. This position requires deep expertise in consultative, value‑based sales, real estate feasibility, and hotel development, along with strong relationship‑building skills across the developer, lender, broker, and third‑party management communities.

Requirements

• Bachelor’s degree in Business, Marketing, or a related field or an equivalent combination of education and relevant work experience.
• 3–5 years of successful hospitality franchise sales and/or hotel development or real estate transaction experience within the assigned geographic market.
• Demonstrated history of highly successful business‑to‑business sales experience involving high‑value, multi‑million‑dollar transactions through complex, consultative sales processes.
• Proven track record of meeting or exceeding sales goals and quotas.
• Advanced consultative and value‑based selling capabilities.
• Strong negotiation, influencing, and deal‑structuring skills.
• Excellent written, verbal, and presentation communication skills.
• High level of business acumen with the ability to collaborate effectively across organizational lines.
• Strong analytical and financial evaluation skills, including feasibility and market analysis.
• Demonstrated knowledge of the hotel industry, competitive landscape, and Choice Hotels’ brands, sales strategies, and service offerings.
• Proficiency with Microsoft Office applications (Outlook, Word, PowerPoint, Excel).
• Ability to travel up to 75% of the time.

Nice To Haves

• CRM experience preferred

Responsibilities

• Contribute to the development of the Market Area Strategic Business Plan and execute against defined growth strategies to meet or exceed conversion and new construction goals.
• Build, manage, and maintain a robust pipeline of qualified franchise prospects within the assigned geographic market.
• Lead complex, multi‑stakeholder sales processes from initial prospecting through contract execution and approval.
• Partner closely with Area Directors and internal stakeholders to identify and advance growth opportunities across Choice Hotels’ brand portfolio.
• Manage the franchise application and approval process in collaboration with Franchise Administration and other internal partners to ensure timely and accurate information flow.
• Support prospective and existing franchisees by identifying financial programs, site selection opportunities, and potential partnership funding.
• Collaborate with Franchise Services and brand leadership to upgrade or replace existing inventory in alignment with brand standards and Market Area plans.
• Work cross‑functionally with brand, operations, and sales leadership to improve deal quality, pipeline health, and long‑term brand performance.
• Conduct competitive landscape and SWOT analyses for the assigned Market Area to inform strategic decisions.
• Monitor industry trends, development activity, and economic conditions, adjusting sales strategies in partnership with leadership as needed.
• Build and maintain strong relationships within finance, construction, hotel development, brokerage, and third‑party management communities.
• Actively participate in professional and industry organizations recognized internally by Choice Hotels and externally within the hospitality industry.
• Represent Choice Hotels at franchise sales events, trade shows, conferences, and other industry forums.

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: Executive
• Number of Employees: 501-1,000 employees