Senior Director, Credit to Cash

Choice Hotels • North Bethesda, MD

8d • Hybrid

About The Position

The Senior Director of Credit-to-Cash is accountable for the strategy, performance, and evolution of the billing, accounts receivable, cash application, collections, and credit teams that serve a complex network of approximately 7,000 franchisees and more than $1Bn in annual invoicing. This is a high-impact leadership role within the Finance organization requiring equal strength in process transformation and discipline, financial operations, and relationship management. This leader will build trusted relationships across the organization and partner with them to accelerate cash conversion while reducing friction points for both internal and external stakeholders – with a particular focus on increasing use of automation to maximize efficiency. The successful candidate will know when to be firm, when to be flexible and how to protect the company’s financial interests while providing franchisees an exceptional experience.

Requirements

• At least 15 years of progressive experience in billing, accounts receivable, collections and/or invoice-to-cash operations, including at least 5 years in a senior leadership capacity with demonstrable experience building a high-performing organization.
• Significant experience driving global transformation initiatives, including automation and process standardization, system implementation, and organizational change.
• Demonstrated success managing a large and complex receivables portfolio involving thousands of independently owned counterparties.
• Experience with major ERP, billing, collections and reporting platforms; Oracle Fusion experience is preferred.
• Strong understanding of billing operations, cash application, account reconciliation, credit risk, dispute management, collections and bad-debt accounting.
• Experience working in a publicly traded company or another environment with rigorous financial controls, audit requirements and SOX compliance.
• Proven ability to resolve aged and sensitive receivables while preserving important long-term business relationships.
• Strong analytical capabilities and experience using portfolio segmentation, performance metrics and account-level data to guide decisions.

Nice To Haves

• Oracle Fusion experience is preferred.

Responsibilities

• Provide leadership, direction, coaching, and development to the billing, accounts receivable, collections, and credit teams as part of building a high-performing organization.
• Set and clear expectations and create a culture of accountability, professionalism, service and respectful persistence.
• Assess organizational structure, roles, skills, capacity and technology needs as the business evolves.
• Develop succession plans and strengthen leadership capability throughout the function.
• Provide support through periods of change, celebrate wins, and drive team engagement and feeling of inclusion.
• Own billing policies, governance, procedures, and internal controls to ensure global consistency and compliance.
• Serve as subject matter expert on franchise billing structures, contractual fee models, and procurement vendor billing.
• Identify operational risks and revenue leakage and implement structural improvements to enhance scalability and financial integrity.
• Partner with Accounting to ensure proper revenue recognition, reconciliations, accruals, and audit readiness.
• Develop a disciplined, segmented collections strategy based on account risk, aging, payment history, balance, dispute status and strategic relationship considerations.
• Create practical resolution plans for delinquent franchisees, including payment arrangements, dispute resolution and escalation strategies.
• Ensure that exceptions, payment plans and collection decisions are documented, appropriately approved and consistently monitored.
• Engage directly with franchisees and internal relationship owners on sensitive, complex or high-value accounts.
• Navigate situations in which commercial or operational relationships affect the timing or method of collection.
• Balance empathy and flexibility with the need to consistently enforce contractual payment obligations.
• Establish and monitor key performance indicators, including aging, days sales outstanding, delinquency rates, collection effectiveness, billing accuracy, dispute cycle time, unapplied cash and bad-debt exposure.
• Provide accurate and actionable reporting on receivables trends, collection forecasts, portfolio risk and significant account developments.
• Support the allowance for credit losses, bad-debt reserves, write-offs and related accounting judgments.
• Maintain effective internal controls and documentation appropriate for a publicly traded company, including compliance with applicable SOX requirements.
• Partner with internal and external auditors and promptly address control observations or process deficiencies.
• Ensure that policies and practices are consistently applied and aligned with contractual, legal and accounting requirements.
• Develop strong working relationships with Franchise Sales, Franchise Operations, Legal, Accounting, IT and other business partners.
• Collaborate with internal stakeholders to align collection strategies with overall franchise business objectives.
• Bring transparency and objectivity to difficult collection decisions while remaining open to relevant commercial and relationship context.
• Communicate effectively with senior executives regarding collection risks, significant exposures and recommended actions.

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
• Annual bonus based on the terms of Choice's Management Incentive Plan (MIP)
• Annual awards of Choice Hotels International common stock through Choice’s Long-Term Incentive Plan (LTI Plan)

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed