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Choice hotels International - Director, National Sales

A key member of the Global Sales and Cambria leadership teams responsible for defining and executing a local/regional sales program for the Cambria Suites brand.

Location : Rockville, MD


I. Summary Statement

Manages a team of field-based sales professionals responsible for collaborating with and influencing property-led sales efforts, from pre-opening to steady state. Ensures appropriate deployment of sales resources based on property results and engagement; optimally leverages Choice resources to maximize top line hotel performance. Promotes adoption of an insights-based selling approach that balances relationship and value-based techniques, including effective leveraging of our systems and data sources (e.g., TravelClick,, etc.).

II. Organization

Reports to Vice President, Global Sales & Customer Care. Works closely with Senior Vice President, Upscale Brands and Cambria Suites Brand team. Supervises a team of sales professionals including Field Sales Managers and Senior Account Managers.

III. Primary Duties & Accountabilities

Sales Strategy & Execution

  • Develop and oversee implementation of a field sales strategy and deployment plan to achieve Cambria brand sales and RevPAR objectives
  • Support a disciplined cadence across the organization, including a consistent focus on metric performance and proactive thinking/planning; cultivate, track, and manage achievement of sales pipeline objectives
  • Aggressively promote TravelClick and utilization to foster a consultative and insights-based selling approach; actively promote utilization of Choice Way of Sales tools and processes
  • Maintain effective relationships with Global Sales' national sales reps - both GADs and Inside Sales - to support Cambria's GDS revenue, CRS, and RFP objectives
  • Focus associates on the strongest potential accounts; coach team to develop deeper and more productive relationships with both customers and Cambria hotel representatives
  • Conduct ride-alongs and coaching activities with new and existing associates to determine areas for development and promote best practices

Sales Processes & Operations

  • Actively participate in Cambria brand team planning and implementation activities; provide sales insight and contribute to brand and property level improvement initiatives; ensure alignment of sales efforts with and revenue management, marketing, and operations objectives
  • Collaborate with Insides Sales to fully leverage Choice's Client Service Support organization; help cross-train Inside Sales resources to expand Cambria Acquisition Sales capabilities
  • Collaborate with the Cambria brand team, Marketing and Global Sales Marketing Programs to ensure the Cambria Sales team is equipped with the right messaging, tools and knowledge to be successful
  • Coordinate development and delivery of sales effectiveness content for property personnel (GMs, DOSs, Sales Support), including training, webinars, sales tools, etc; leverage Choice Way of Sales content as appropriate
  • Ensure FSMs engage regularly with Cambria BPCs on operational and tactical opportunities identified in the course of doing business

Franchisee & Industry Relations

  • Develop and maintain appropriate Franchisee relationships, leveraging Cambria's BPCs to build support for key sales strategies and initiatives
  • Support Franchisees in their effort to recruit and retain effective DOS and sales support resources
  • Stay current on sales effectiveness best practices and competitive positioning; provide thought leadership on local sales best practices and ways to leverage Choice resources to bolster performance
  • Participate in industry associations, preferably in a leadership role, to foster awareness of Cambria/Choice and cultivate lead opportunities
  • Support special projects and strategic initiatives as required

Talent Management

  • Hire, retain and continually develop diverse, high caliber talent who are able to contribute positively to the organization
  • Develop clear and measureable goals; manage relative to shared accountability standards; address performance issues promptly and consistently
  • Motivate associates and utilize Choice engagement results to measure effectiveness
  • Help create personal development plans for each team member to foster individual growth and engagement; work to evolve sales skills to fit the Choice Way of Sales selling model
  • Leverage Global Sales career pathing guidelines to create and maintain succession plans; develop a pipeline of talent for key positions
  • Work with Sales Planning and HR to evaluate, update and maintain sales compensation plans

IV. Skills, Educational Background & Experience

  • Bachelor degree or equivalent required
  • Minimum 8-10 years hotel sales management experience, demonstrating progressive career growth and a pattern of exceptional performance
  • and/or CRM productivity systems experience highly desired
  • Must have a superior knowledge of sales techniques and broad base business acumen, including excellent analytical, communication and presentation skills
  • Must have exceptional leadership skills. Includes ability to create a compelling vision, demonstrate flexibility in approach, define/lead change, influence and motivate others to achieve desired results
  • Ability to evaluate global business trends and develop successful solutions that enhance business performance
  • Ability to build, actively develop, and effectively manage diverse teams
  • Strong consultative skills and the ability to achieve client business objectives across functional boundaries
  • An energized self-starter who can work independently; ability to lead and direct multiple projects simultaneously
  • Must be willing to travel approximately 40% of the time
  • Must be able to uphold Choice's Values & Performance Principles of collaboration, performance excellence, sense of urgency, openness to new ideas, inclusion & diversity, integrity, customer focus, and respect.

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