Senior Director, Pricing Analytics

Choice Hotels International • Maryland, MD

2d

About The Position

The Senior Director, Pricing Strategy leads enterprise pricing analytics, forecasting, and revenue management technology to improve revenue performance across brands, regions, and individual properties. The role establishes pricing strategy and guardrails, translates portfolio-level analysis into property-level decisions, and oversees short- and long-term revenue forecasting. It modernizes pricing, forecasting, and reporting capabilities through revenue management systems, analytics tools, and generative artificial intelligence. The position works across Brand, Corporate Strategy, Advanced Analytics, Technology, and Finance, and communicates strategy and portfolio performance to executives, franchisees, and other stakeholders.

The position owns enterprise pricing analytics and quarterly revenue forecasts, partners on annual forecasts, develops tools and scorecards, and assesses the impact of commercial initiatives and market conditions. It serves as business owner for revenue management, pricing optimization, and rate management technologies; sets technology roadmaps; and leads the adoption of AI-enabled tools and other capabilities. Responsibilities also include managing third-party providers, contracts, and related financial responsibilities.

As a people leader, the Senior Director leads and develops a team, sets priorities and performance expectations, shapes team structure and workforce plans, and contributes to departmental strategy and operating plans with the Vice President and senior leadership stakeholders. A bachelor's degree or equivalent education and experience is required; a master's degree or relevant postgraduate education is preferred. At least eight years of progressive relevant experience and at least four years in performance analytics, strategy, or financial analysis are required.

Requirements

• At least 8 years of progressive experience in revenue management, pricing analytics, forecasting, financial analysis, or a related discipline.
• At least 4 years of experience in performance analytics, strategy, or financial analysis.
• Demonstrated people-leadership experience, including leading, coaching, and developing managers, senior professionals, or analytically focused teams.
• Success identifying pricing and demand opportunities across a large, distributed portfolio and translating enterprise insights into regional and property-level actions.
• Experience leading complex, ambiguous, large-scale strategic initiatives involving multiple business functions.
• Experience managing external vendors, technology partners, contracts, or revenue management support services.
• Experience driving adoption of analytics, AI, or technology-enabled changes to team processes and ways of working.
• Advanced knowledge of revenue management principles, including rate strategy, price elasticity, demand forecasting, segmentation, and brand or chain-scale dynamics.
• Advanced proficiency with Microsoft Excel and data mining, analysis, and visualization techniques.
• Hands-on experience with Tableau or a comparable business intelligence and visualization platform.
• Familiarity with predictive analytics, statistical or econometric forecasting, and test-and-learn methodologies.
• Working knowledge of revenue management systems, pricing optimization tools, data platforms, and data warehouse concepts.
• Experience using generative AI and modern analytics tools to improve forecasting, analysis, reporting, or decision-making.
• Ability to define product vision and work with technical and engineering teams to deliver pricing and analytics capabilities.
• Strong business-case development skills, including evaluation of investment return and financial impact.
• Enterprise and systems thinking, including the ability to resolve complex issues involving uncertainty, financial impact, or operational implications.
• Strong business acumen and ability to translate complex analysis into practical commercial recommendations.
• Executive-level oral, written, presentation, and storytelling skills.
• Ability to build trusted relationships and influence executives, franchisees, external partners, and cross-functional stakeholders.
• Strong organizational navigation skills and ability to mobilize resources in a matrixed environment.
• Sound judgment, adaptability, and a results-oriented approach in ambiguous or high-pressure situations.
• Commitment to collaboration, performance excellence, urgency, openness to new ideas, inclusion, integrity, customer focus, and respect.
• Bachelor’s degree in business, finance, economics, analytics, hospitality, statistics, or a related field, or an equivalent combination of education and work experience.

Nice To Haves

• Hospitality, franchise, or multi-unit portfolio experience is strongly preferred.
• Master’s degree or other relevant postgraduate education, or an equivalent combination of education and work experience, is preferred.

Responsibilities

• Lead enterprise pricing analytics and identify demand, pricing, and revenue opportunities across brands, regions, and properties.
• Establish enterprise rate strategy and pricing guardrails by chain scale and brand, partnering with regional revenue management leaders to translate insights into property-level actions.
• Analyze rates, demand, price elasticity, competitive positioning, and market trends to identify pricing gaps and revenue opportunities.
• Own quarterly revenue forecasts across the enterprise, brands, regions, and properties; partner with Advanced Analytics and Finance on annual forecasts.
• Quantify how revenue-generating programs, commercial initiatives, and market changes affect forecasted and actual performance.
• Build and maintain scorecards, dashboards, and diagnostic tools for visibility into pricing, demand, and revenue opportunities.
• Communicate pricing strategy, forecasts, portfolio performance, industry trends, and recommended actions to executives, franchisees, and cross-functional stakeholders.
• Apply generative AI and modern analytics to accelerate insights, automate recurring analysis, and improve decision-making.
• Act as business owner for revenue management, pricing optimization, and rate management technologies.
• Establish and prioritize product roadmaps for pricing and analytics capabilities with Technology teams.
• Ensure data infrastructure provides reliable, detailed pricing and demand information across brands, regions, and properties.
• Lead development and adoption of generative AI-enabled tools to standardize and automate revenue tracking and reporting.
• Identify, pilot, and scale technology use cases that improve pricing, forecasting, reporting, and decision-making.
• Manage third-party revenue management and data-service provider relationships, contracts, product use, and performance.
• Partner with Finance to evaluate competitive pricing for systems and services and manage associated profit-and-loss responsibilities.
• Lead, coach, and develop a team responsible for pricing analytics, forecasting, and revenue management technology.
• Set team priorities, workforce plans, operating objectives, and performance expectations aligned with departmental and enterprise goals.
• Build an effective team structure and ensure capabilities and resources are available to deliver planned results.
• Provide management guidance and functional expertise to direct reports, cross-functional partners, and adjacent teams.
• Build collaborative relationships across Brand, Corporate Strategy, Advanced Analytics, Technology, Finance, Revenue Management, Marketing, and Sales.
• Anticipate complex operational and financial challenges, determine appropriate actions, and prepare the function for emerging business needs.
• Contribute to department strategy and operating plans with the Vice President and senior leadership stakeholders.

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: Senior