Vice President, Franchise Sales Development - Extended Stay

Choice Hotels International • Maryland, MD

2d

About The Position

The Vice President, Franchise Sales & Development - Extended Stay provides strategic leadership to drive franchise growth across Choice Hotels’ Extended Stay portfolio. The role leads the development and execution of Market Area Strategic Business Plans aligned with Franchise Sales strategy and corporate objectives, and is accountable for growth through hotel conversions and new construction. The position manages six Regional Vice Presidents supporting either the East or West Division, providing direction, coaching, and accountability to achieve sales goals and quotas. The Vice President builds relationships with developers, franchisees, industry partners, and internal stakeholders to strengthen the development pipeline and advance high-quality franchise opportunities, and serves as a senior Choice Hotels representative within the hotel development community.

The position directs sales strategy and execution, develops market plans using market insights, modeling, financial analysis, and competitive intelligence, and drives conversions to Suburban Studios and MainStay Suites and new construction for WoodSpring Suites and Everhome Suites. It partners across internal functions to advance opportunities, oversee deal flow and contract and approval processes, and improve the quality of pipeline deals. The role also builds industry relationships, monitors market and competitive developments, represents Choice Hotels at industry events, and travels throughout the assigned division. It attracts, develops, engages, and retains franchise sales talent and establishes goals, coaching, and performance accountability for the team.

Candidates must reside in the Eastern United States or be willing to relocate to the region. Travel may be up to 75% of the time. Total Target Cash is $485,000 at 100% of target performance, including base salary and target incentive compensation; actual incentive earnings may vary based on performance.

Requirements

• Significant progressive experience in franchise sales, development, sales management, or a related field, including leadership of sales professionals and accountability for business growth.
• Demonstrated success developing and executing sales strategies and consistently achieving or exceeding growth goals and quotas.
• Experience leading and developing senior sales professionals or sales leaders across multiple markets or territories.
• Experience in consultative and value-based selling, complex negotiations, and relationship-driven business development.
• Proficiency with Microsoft Outlook, Word, PowerPoint, and Excel.
• Experience using CRM applications and sales pipeline management tools.
• Strong financial and analytical capabilities, including applying market and financial data to business and development decisions.
• Executive-level leadership presence and ability to establish vision, direction, accountability, and performance expectations.
• Exceptional negotiation, influencing, relationship-building, and consultative selling skills.
• Strong business and financial acumen and ability to evaluate complex franchise development opportunities.
• Excellent executive communication, presentation, and interpersonal skills.
• Ability to collaborate across functions and influence business outcomes without relying solely on direct authority.
• Strong market awareness and ability to turn industry, competitive, and customer insights into actionable sales strategies.
• Ability to travel up to 75% of the time.
• Must reside in the Eastern United States or be willing to relocate to the region.

Nice To Haves

• Business-to-business sales and development experience within hospitality, hotel franchising, hotel development, or a closely related industry.
• Hotel operations or property-level hotel sales experience.
• Strong knowledge of the hotel industry, competitive brands, franchise development, and sales practices.

Responsibilities

• Set strategic direction and objectives for the assigned Extended Stay sales organization, aligned with Franchise Sales strategy and corporate priorities.
• Lead development and execution of Market Area Strategic Business Plans using market insights, modeling, financial analysis, and competitive intelligence.
• Drive growth through conversions of existing hotels to Suburban Studios and MainStay Suites and new construction opportunities for WoodSpring Suites and Everhome Suites.
• Lead, coach, and develop six Regional Vice Presidents, setting goals and accountability for business plans and sales quotas.
• Communicate the Choice Hotels and Extended Stay value proposition to prospective franchisees.
• Guide franchisees and development partners in identifying financial programs, site-selection resources, and potential partnerships.
• Partner with Real Estate, Franchise Performance, Franchise Administration, brand leadership, operations, and other stakeholders to advance development opportunities and improve pipeline deal quality.
• Oversee deal flow and the contract and approval process, coordinating across internal functions to support timely information flow and application processing.
• Identify opportunities to upgrade or replace underperforming hotel inventory and support brand identity standards.
• Build cross-organizational relationships to identify and execute growth opportunities for Extended Stay brands and Choice Hotels.
• Develop and maintain a pipeline of franchise development opportunities using sales, market, and resource tools.
• Build and maintain senior-level relationships with franchisees, developers, lenders, financial partners, construction professionals, hotel-development organizations, and other industry stakeholders.
• Monitor industry developments, competitive activity, economic conditions, and market trends to identify development opportunities and risks.
• Lead competitive and SWOT analyses across assigned markets and turn insights into actionable development strategies.
• Represent Choice Hotels at franchise development events, trade shows, industry meetings, and other external forums.
• Participate in relevant professional and industry organizations to strengthen Choice Hotels’ visibility and relationships.
• Serve as an internal and external subject-matter leader in Extended Stay franchise development.
• Travel throughout the assigned division to develop relationships, advance opportunities, and understand local markets.
• Attract, develop, engage, and retain high-performing franchise sales talent.
• Set measurable goals and quotas for Regional Vice Presidents and maintain accountability for results.
• Provide coaching, feedback, recognition, and performance management to improve individual and team effectiveness.
• Develop workforce and talent strategies to ensure the organization has the capabilities and capacity to achieve growth objectives.
• Partner with Human Resources and leadership to recruit, interview, select, and onboard Franchise Sales talent.
• Support direct reports’ professional growth and career development through coaching and development planning.
• Foster a performance-oriented, collaborative environment that promotes accountability, sound decision-making, and cross-functional partnership.

Benefits

• Medical, dental, and vision coverage.
• Paid leave and 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.
• Competitive compensation and benefits.

What This Job Offers

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