Senior Sales Analytics Manager

Choice Hotels International • Maryland, MD

11d • $115,000 - $135,000

About The Position

The Senior Sales Analytics Manager is a senior individual contributor who performs analytical work to help Choice Hotels' Global Sales organization understand performance, anticipate future results, and make informed sales planning decisions. The role develops scalable analytical methodologies for sales performance reporting, forecasting and scenario modeling, territory and vertical design, account coverage, capacity planning, and quota and goal setting. It translates complex business questions into analytical approaches and recommendations that inform resource allocation and sales strategy, partnering closely with Sales Operations and senior stakeholders to define requirements, validate methodologies, interpret results, and develop actionable recommendations. This position has no direct reports.

Requirements

• At least 8 years of experience in Sales Analytics, Sales Planning Analytics, Business Analytics, Forecasting, Strategic Finance, Consulting, or a related analytical field.
• Demonstrated experience developing complex performance reporting, forecasting methodologies, scenario models, and decision-support analyses.
• Experience supporting territory design, vertical or account segmentation, coverage and capacity planning, and quota or goal setting.
• Ability to independently lead complex analytical workstreams from problem definition and methodology development through validation, interpretation, and recommendation.
• Experience translating complex analytical findings into recommendations for senior business stakeholders.
• Advanced Excel skills, including forecasting, financial or business modeling, sensitivity analysis, and scenario modeling.
• Strong SQL skills and demonstrated experience analyzing large, complex datasets.
• Experience with Tableau, Power BI, or comparable business intelligence and visualization platforms.
• Experience with Salesforce reporting, CRM analytics, and sales performance measurement.
• Demonstrated ability to develop repeatable analytical methodologies and translate ambiguous business questions into structured analyses.
• Advanced analytical and problem-solving skills for evaluating complex or ambiguous business issues.
• Strong business acumen and ability to connect analytical findings to sales strategy, resource allocation, and business outcomes.
• Ability to influence decisions through fact-based recommendations without direct authority.
• Strong written and verbal communication skills, including explaining complex analytical concepts to senior business stakeholders.
• Ability to work independently while building effective cross-functional partnerships.
• Bachelor's degree in Business, Finance, Economics, Statistics, Mathematics, Analytics, or a related field, or an equivalent combination of education and work experience.

Nice To Haves

• Experience with sales planning and territory/quota management platforms, such as Anaplan, supporting territory design, capacity planning, goal setting, or resource allocation.
• An advanced degree in a related field may be preferred.

Responsibilities

• Lead development and continuous improvement of analytical reporting that provides visibility into Global Sales performance.
• Analyze results across sellers, accounts, territories, verticals, segments, and channels to identify performance drivers, risks, and opportunities.
• Establish consistent measures, calculation methodologies, and analytical standards for reliable and usable sales performance reporting.
• Synthesize complex analyses into concise insights and recommendations for business reviews and senior stakeholder decisions.
• Identify and implement ways to make performance analytics more scalable, timely, and actionable.
• Develop forecasting methodologies and outlook models to estimate future sales performance and identify risks and opportunities.
• Build scenario models to quantify the effects of changes in assumptions, market conditions, account movement, resource allocation, or sales strategy.
• Evaluate forecast accuracy, explain outlook changes, and refine analytical methodologies as information becomes available.
• Integrate historical performance, current business trends, and stakeholder inputs into forward-looking insights.
• Recommend actions based on expected outcomes and explain tradeoffs among alternative scenarios.
• Lead analytical development for territory and vertical definition, account assignment, sales coverage, capacity, and portfolio design.
• Develop fact-based methodologies that balance business opportunity, workload, historical performance, strategic priorities, and available sales capacity.
• Develop quota and goal-setting methodologies that translate organizational objectives into supported targets across teams, sellers, territories, and accounts.
• Model sales planning scenarios, quantify business impacts, and recommend resource allocation and planning decisions.
• Validate planning outputs and document assumptions, calculations, methodologies, and analytical rationale.
• Partner with Sales Operations to translate business requirements and planning decisions into defined analytical workstreams, deliverables, and review points.
• Provide methodological guidance and quality review across reporting, forecasting, and planning as a sales analytics subject matter resource.
• Independently determine analytical approaches for complex business questions and present recommendations to senior stakeholders.
• Communicate analytical concepts in practical business terms, distinguishing facts, assumptions, implications, risks, and recommendations.
• Share expertise across cross-functional teams and promote analytical rigor, consistency, and continuous improvement across Sales Planning & Analytics.

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 eligibility under the terms of Choice's Management Incentive Plan (MIP).

What This Job Offers

• Job Type: Full-time
• Career Level: Senior