What are the responsibilities and job description for the Group Lead Management Coordinator position at Choice Hotels International?
Job Summary
The Inside Sales team manages a portfolio of corporate, government, and group‑specific accounts to drive incremental room nights and revenue across the Choice Hotels portfolio. The Group Lead Management Coordinator, Inside Sales is responsible for sourcing, qualifying, and responding to group RFPs (leads) on behalf of franchisees. These opportunities typically include bookings of ten (10) or more rooms or extended‑stay projects. The role leverages multiple distribution channels and partners closely with Global Sales, hotel operators, and internal stakeholders to deliver timely, accurate, and competitive proposals that align with client needs, brand standards, and revenue goals.
Key Responsibilities
Pipeline Management
Education & Experience
The salary range for this position is $49,677 to $58,444 annually.
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 Inside Sales team manages a portfolio of corporate, government, and group‑specific accounts to drive incremental room nights and revenue across the Choice Hotels portfolio. The Group Lead Management Coordinator, Inside Sales is responsible for sourcing, qualifying, and responding to group RFPs (leads) on behalf of franchisees. These opportunities typically include bookings of ten (10) or more rooms or extended‑stay projects. The role leverages multiple distribution channels and partners closely with Global Sales, hotel operators, and internal stakeholders to deliver timely, accurate, and competitive proposals that align with client needs, brand standards, and revenue goals.
Key Responsibilities
Pipeline Management
- Independently manage a pipeline of incoming group leads for an assigned client base.
- Qualify, prioritize, and progress opportunities received through direct, indirect, and third‑party channels.
- Accurately track activities, communications, and outcomes in Salesforce.
- Ensure timely follow‑up throughout the sales cycle to maximize conversion and revenue.
- Consistently meet or exceed established KPIs and performance targets.
- Develop, negotiate, and close group sales while achieving assigned revenue and conversion goals.
- Clearly articulate Choice Hotels’ value proposition to key decision‑makers and planners.
- Negotiate rates, amenities, and contractual terms aligned with client needs and hotel availability.
- Deliver persuasive, competitive proposals and finalize agreements to secure group business.
- Coordinate rates and availability with hotels and communicate details effectively to planners.
- Identify suitable hotel options that align with client requirements and brand strategies.
- Utilize multiple data sources to match opportunities with Choice Hotels brands and locations.
- Research availability and craft compelling, competitive proposals.
- Manage inbound and outbound communications via phone and written platforms, including Salesforce.
- Actively cross‑sell additional hotels within the local market to maximize client value.
- Provide high‑quality support to Global Sales and assigned Choice account portfolios.
- Partner with field sellers on account strategy and complex, multi‑venue or multi‑region opportunities.
- Build and maintain strong relationships with internal and external stakeholders.
- Educate clients on brand offerings, programs, and value propositions.
- Maintain accuracy, quality, and urgency in daily operations, documenting all activities in Salesforce.
- Communicate account updates and deliver customized client reports as needed.
- Provide seasonal disaster response support for corporate clients.
- Develop and maintain procedural documentation and support materials.
- Assist with onboarding and training initiatives as needed.
- Support continuous improvement efforts, best practices, and service quality enhancements.
- Participate in ad hoc projects and cross‑functional initiatives.
Education & Experience
- Bachelor’s degree preferred or an equivalent combination of education and relevant work experience.
- Minimum of two (2) years of experience in sales or customer service required.
- Prior experience in hotel, hospitality, or a related industry is highly desirable.
- Proven ability to prioritize tasks and act with urgency in a sales‑driven environment.
- Excellent verbal, written, and active listening skills.
- Strong interpersonal presence with a professional and approachable demeanor.
- Exceptional problem‑solving skills with strong attention to detail and quality.
- Results‑driven, goal‑oriented, and highly self‑motivated.
- Ability to work independently in a fast‑paced, remote environment.
- Skilled in negotiation and influencing to achieve positive outcomes.
- Proficient in Microsoft Office (Outlook, Word, PowerPoint, Excel).
- Effective at managing multiple competing priorities and shifting demands.
- Adept at building and maintaining strong internal and external relationships.
- Demonstrated commitment to Choice Hotels’ Values: Be Bold, Be Quick, Be Curious, Show Integrity, and Listen.
The salary range for this position is $49,677 to $58,444 annually.
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 : $49,677 - $58,444