What are the responsibilities and job description for the Director, Strategic and Specialist Sales position at Choice Hotels International?
Job Summary
The Director, Strategic & Specialty Sales leads a team of Strategic Sales Directors managing Choice’s largest corporate clients and hotel segment specialists focused on Upscale and Extended Stay properties. This role drives revenue growth through structured sales processes, insights-based selling, and effective use of data tools such as Tableau and Salesforce. The position ensures the achievement of annual room-night targets, pipeline objectives, and budgetary goals while fostering a culture of coaching, talent development, and strategic account penetration.
Responsibilities
Strategic Sales Leadership
Employment Experience
The salary range for this position is $116,345 - $139,379 annually, plus commission via participation in Choice’s Global Sales Incentive Plan.
Choice prioritizes our associate wellbeing by offering a comprehensive benefits program that is both competitive and flexible to help you achieve your wellbeing goals - here are just a few:
Choice Hotels International, Inc. (NYSE: CHH), is one of the largest lodging franchisors in the world. With 7,500 hotels in 45 countries and territories, we offer a range of high-quality lodging options in the upper upscale, upper midscale, midscale, extended stay, and economy segments. We’re the hotel company for those who choose to bet on themselves — the striver, the dreamer, the entrepreneur — because that’s who we are, too.
At Choice, we are united by the simple belief that tomorrow will be even better than today — for associates, our company, and our franchisees. At our worldwide corporate headquarters in North Bethesda, Maryland, at our technology center in Scottsdale, Arizona, and through our associates around the globe, every voice is heard and every idea is listened to, no matter what area of the company they come from. We are united in supporting the entrepreneurial dreams of our thousands of franchise owners, which propels us forward — giving our work at Choice a purpose larger than our business.
Our corporate office locations:
North Bethesda, MD — Located at Pike & Rose, our worldwide headquarters is less than 15 miles from Washington, D.C., one block away from the North Bethesda Metro station, with easy access to I-495, complimentary parking, electronic charging stations, restaurants and retail.
Scottsdale, AZ — Located at the northwest corner of Loop 101, the Scottsdale office is home to our technology, eCommerce and customer service organizations, with easy access to complimentary parking, electronic charging stations, restaurants and retail.
Minneapolis, MN — Select roles are based in our Minneapolis office on Highway 394, near the intersection with Highway 100, only five minutes from downtown.
Field/Remote — Select roles designated as field/remote will require associates to work from a home office, connecting virtually with Choice team members and leadership on Zoom, with possible required travel depending on the role.
Choice’s Cultural Values
Welcome and Respect Everyone | Be Bold | Be Quick | Listen | Be Curious | Show Integrity
Choice’s Leadership Principles
Act with Intention | Lead with Authenticity | Grow & Deliver
The Director, Strategic & Specialty Sales leads a team of Strategic Sales Directors managing Choice’s largest corporate clients and hotel segment specialists focused on Upscale and Extended Stay properties. This role drives revenue growth through structured sales processes, insights-based selling, and effective use of data tools such as Tableau and Salesforce. The position ensures the achievement of annual room-night targets, pipeline objectives, and budgetary goals while fostering a culture of coaching, talent development, and strategic account penetration.
Responsibilities
Strategic Sales Leadership
- Deliver superior business results and exceed annual room night production goals.
- Develop and implement portfolio-based sales strategies to grow existing accounts and secure new business.
- Coordinate deployment of Corporate Sales Director resources to meet revenue and share shift objectives.
- Maintain disciplined pipeline management and proactive forecasting.
- Coach the team to deepen relationships and identify growth opportunities.
- Champion business transformation and storytelling practices to enhance sales effectiveness.
- Stay current on sales best practices and competitive positioning; provide thought leadership on deal structuring.
- Participate in industry associations to promote Choice Hotels and generate leads.
- Support strategic initiatives and special projects as needed.
- Demonstrate expertise in Strategic Meetings Management and leverage industry networks to elevate Choice’s B2B value proposition.
- Hire, retain, and develop diverse, high-performing talent.
- Set clear goals and manage performance against accountability standards.
- Create development plans for team members and foster engagement.
- Build succession plans and talent pipelines aligned with Global Sales career pathing.
- Guide sellers through operational challenges and evolving systems.
Employment Experience
- Minimum 7 years of sales management experience, preferably in hospitality, travel, or related services.
- Proven success leading teams managing large enterprise accounts and meeting/exceeding revenue targets.
- Expert knowledge of the franchise hotel model.
- Proficiency in CRM systems (Salesforce preferred).
- Strong Microsoft Office skills (PowerPoint, Word, Excel).
- Ability to analyze data in platforms like Tableau to generate actionable insights.
- Ability to travel 40–60% for client meetings and industry events.
- Reside within 30 miles of a major airport.
- Exceptional leadership, executive presence, and negotiation skills; ability to engage at C-suite level.
- Bachelor’s degree in business administration, marketing, sales, or related field or equivalent combination of education and work experience.
The salary range for this position is $116,345 - $139,379 annually, plus commission via participation in Choice’s Global Sales Incentive Plan.
Choice prioritizes our associate wellbeing by offering a comprehensive benefits program that is both competitive and flexible to help you achieve your wellbeing goals - here are just a few:
- 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
Choice Hotels International, Inc. (NYSE: CHH), is one of the largest lodging franchisors in the world. With 7,500 hotels in 45 countries and territories, we offer a range of high-quality lodging options in the upper upscale, upper midscale, midscale, extended stay, and economy segments. We’re the hotel company for those who choose to bet on themselves — the striver, the dreamer, the entrepreneur — because that’s who we are, too.
At Choice, we are united by the simple belief that tomorrow will be even better than today — for associates, our company, and our franchisees. At our worldwide corporate headquarters in North Bethesda, Maryland, at our technology center in Scottsdale, Arizona, and through our associates around the globe, every voice is heard and every idea is listened to, no matter what area of the company they come from. We are united in supporting the entrepreneurial dreams of our thousands of franchise owners, which propels us forward — giving our work at Choice a purpose larger than our business.
Our corporate office locations:
North Bethesda, MD — Located at Pike & Rose, our worldwide headquarters is less than 15 miles from Washington, D.C., one block away from the North Bethesda Metro station, with easy access to I-495, complimentary parking, electronic charging stations, restaurants and retail.
Scottsdale, AZ — Located at the northwest corner of Loop 101, the Scottsdale office is home to our technology, eCommerce and customer service organizations, with easy access to complimentary parking, electronic charging stations, restaurants and retail.
Minneapolis, MN — Select roles are based in our Minneapolis office on Highway 394, near the intersection with Highway 100, only five minutes from downtown.
Field/Remote — Select roles designated as field/remote will require associates to work from a home office, connecting virtually with Choice team members and leadership on Zoom, with possible required travel depending on the role.
Choice’s Cultural Values
Welcome and Respect Everyone | Be Bold | Be Quick | Listen | Be Curious | Show Integrity
Choice’s Leadership Principles
Act with Intention | Lead with Authenticity | Grow & Deliver
Salary : $116,345 - $139,379