Sales Intelligence Manager

Choice Hotels International

27d

About The Position

JOB SUMMARY: The Sales Intelligence Product Manager owns the product lifecycle for a new franchisee-facing business intelligence tool that aggregates and displays lead, company and contact data to franchisees selling to local businesses. This role partners closely with Advanced Analytics to engineer and master source data, and with IT, UX and engineering to define and deliver the tool’s UI/UX and technical platform. The Product Manager is responsible for roadmap definition, prioritization, release management, vendor oversight, adoption and ongoing optimization — ensuring the product drives franchisee productivity, high data quality, and measurable revenue impact. In addition, this manager will lead relationships and negotiations with vendors for “off-the-shelf” BI products used by franchisees and Choice sellers.

Requirements

• 5–8 years of product management, data product ownership, or analytics/product hybrid experience building BI products, analytics platforms, or data-driven SaaS tools.
• Demonstrated track record of partnering with analytics/data engineering teams and technology/UX teams to deliver production-grade BI or data products.
• Experience working with CRM systems (Salesforce), enterprise data warehouses, and integrating multiple internal/external data sources.
• Basic data modeling or data engineering experience.
• Proficiency with SQL and experience working with data warehouses (e.g., Snowflake, Redshift) and BI tools (Tableau, Power BI).
• Comfortable writing product requirements for engineering teams and validating technical deliverables; familiarity with API-driven architectures.
• Ability to travel up to 10-20% for leadership offsites, sales kick-offs, and cross-functional planning sessions.
• Strong stakeholder management and communication skills; ability to translate technical concepts for non-technical franchisee and commercial audiences.
• Demonstrated analytical rigor and a metrics-driven mindset; comfortable owning KPIs and running experiments.
• Excellent project and product management skills, preferably with experience in Agile methodologies and backlog management.

Nice To Haves

• Experience in hospitality, franchise, SMB sales enablement or B2B SaaS is strongly preferred.

Responsibilities

• Product Strategy & Roadmap Define the product vision and multi-quarter roadmap for the Sales Intelligence tool in partnership with key stakeholders (Franchise Services, SMB Sales Programs, Global Sales).
• Own backlog prioritization, user story definition and release planning; translate business needs into actionable requirements and acceptance criteria.
• Establish success metrics (adoption, DAU/MAU, leads delivered, conversion uplift, franchisee NPS, data quality) and drive accountability for hitting targets.
• Adoption, Enablement & Go-To-Market Develop go-to-market plans and adoption strategies for franchisees, including onboarding playbooks, training curricula, help documentation and in-product guidance.
• Partner with Sales Enablement and Franchise Services to deliver training sessions, webinars, and certification programs for franchisees and internal champions.
• Define and track adoption levers (communications, incentives, UX flows) and iterate to improve uptake and engagement.
• BI Vendor Management Own the day-to-day management of vendors supplying data for local/SMB sales intelligence.
• Lead vendor selection, contracting (SOWs, SLAs, KPIs), onboarding and ongoing performance management; conduct regular vendor governance and scorecards.
• Lifecycle Management & Continuous Optimization Identify and plan key enhancements such as new data sources and UI changes.
• Run A/B tests, pilots and surveys to help optimize scoring models, user experience and commercial constructs.
• Prioritize feature enhancements, technical debt, and data source additions based on ROI and strategic impact.

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: Manager