What are the responsibilities and job description for the Leisure Sales Director position at Choice Hotels International?
Job Summary
The Leisure Sales Director is responsible for driving the comprehensive Leisure vertical with a focus on the Americas region. This role leverages segment knowledge, distribution, and connectivity to execute commercial arrangements and partnerships, along with hotel-level tactics to meet the unique needs of key leisure destinations. The position promotes an insights-based selling approach that balances relationship and value-based techniques, utilizing systems and data sources such as Tableau and Salesforce. The Director facilitates achievement of sales production, pipeline, and budgetary objectives through effective use of sales-related resources, including Sales Strategy and Operations, Inside Sales Support, Key Account and Marketing Programs, and international sales resources.
Responsibilities
Strategic Sales Leadership
Employment Experience
The salary range for this position is $102,345 - $124,207 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 Leisure Sales Director is responsible for driving the comprehensive Leisure vertical with a focus on the Americas region. This role leverages segment knowledge, distribution, and connectivity to execute commercial arrangements and partnerships, along with hotel-level tactics to meet the unique needs of key leisure destinations. The position promotes an insights-based selling approach that balances relationship and value-based techniques, utilizing systems and data sources such as Tableau and Salesforce. The Director facilitates achievement of sales production, pipeline, and budgetary objectives through effective use of sales-related resources, including Sales Strategy and Operations, Inside Sales Support, Key Account and Marketing Programs, and international sales resources.
Responsibilities
Strategic Sales Leadership
- Drive superior results and exceed annual room night production goals.
- Develop and implement portfolio-based sales plans and strategies to increase account penetration and secure new business.
- Coordinate deployment of Choice resources to achieve room night, revenue, and share shift objectives; review priorities regularly and adjust as needed.
- Maintain a disciplined cadence across the organization, with a consistent focus on pipeline and proactive thinking; track and manage room-night and pipeline objectives.
- Focus on high-potential growth accounts and develop deeper relationships and networking opportunities.
- Champion business transformation and change efforts in support of Sales and Marketing strategies.
- Stay current on sales effectiveness best practices and competitive positioning; provide thought leadership on deal structuring and resource utilization.
- Identify ways to break down selling barriers to increase Choice share.
- Participate in industry associations, preferably in a leadership role, to foster awareness of Choice and cultivate lead opportunities.
- Support special projects and strategic initiatives as required.
- Create personal development plans with each seller to foster individual growth and engagement.
- Work to evolve seller skills to fit Choice’s sales model and focus going forward (value and acquisition-oriented; ability to balance analytical and relationship skills).
- Leverage Global Sales career pathing guidelines to maintain succession plans and develop a pipeline of talent for key positions.
Employment Experience
- 5–7 years of sales management experience, preferably in hospitality, travel, or related services industry.
- Demonstrated experience leading sellers responsible for large enterprise accounts.
- Familiarity with vertical/industry-oriented sales structure strongly preferred.
- Proven track record of meeting or exceeding quota on large revenue targets.
- Proficiency working in a CRM, preferably Salesforce.
- Familiarity with Microsoft Office products (PowerPoint, Word, Excel).
- Comfortable analyzing account and market data in platforms like Tableau to create actionable insights and recommendations.
- Ability to travel up to 40–60% to meet with enterprise customers and attend industry conferences and events.
- Location near a major city – within 30 miles of a major airport.
- Exceptional leadership skills, including the ability to create a compelling vision, demonstrate flexibility, define/lead change, and motivate others to achieve results.
- Executive presence, polished presentation and negotiation skills, and ability to engage at C-suite and procurement levels.
- Bachelor’s Degree in business administration, marketing, sales, or related field preferred, or equivalent combination of education and work experience.
The salary range for this position is $102,345 - $124,207 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 : $102,345 - $124,207