Commercial Strategy Manager

Role Overview

• The Commercial Strategy Manager partners with Choice’s channel sales, finance and analytics teams to develop rigorous commercial models, cost-of-sale analyses, market intelligence, and performance-tracking frameworks that inform multi-year contract negotiations with large travel partners (TMCs, workforce lodging intermediaries, etc.)
• Provides deal economics, scenario modeling, and strategic counsel that help channel sellers evaluate pay-for-performance agreements, revenue-share structures, co-marketing awards, and other complex commercial levers
• Leads market sensing and competitive analysis of the travel intermediary/partner sector — assessing market share dynamics, emerging players, distribution models and partner economics — to help prioritize target partners and shape go-to-partner strategies
• Instrumental in building sales portfolios/territories and recommending quotas for sellers based on historical performance and market upside
• Builds robust, repeatable financial models for partner deal evaluation (multi-year P&L, cash flow, payback, NPV, IRR and sensitivity analyses)
• Models cost-of-sale, channel economics, rebate and incentive scenarios, and incremental margin impacts for a variety of contractual structures (revenue share, fixed-fee, CPA, hybrid models)
• Develops standard deal templates and model libraries to accelerate evaluation and ensure consistency across negotiations
• Proposes seller territories/portfolios for Choice’s Channel Partners organization, based on partner revenue history, growth prospects, and market upside
• Recommends sales quotas and goals for assigned accounts within Channel Partners
• Owns market sensing for the travel intermediary/partner sector: maps market share, partner footprints, channel reach, distribution models (GDS, direct connect, aggregators), and commercial practices across TMCs, workforce lodging intermediaries, government travel partners and large aggregators
• Identifies emerging players, consolidation trends, and shifts in partner economics or customer access that could create new opportunities or risks
• Translates market insights into prioritized partner targeting recommendations and recommended commercial constructs that reflect where partners deliver unique market access
• Maintains a library of partner profiles, benchmarking data and competitive intelligence to inform negotiation strategy and long-term partner portfolio decisions
• Designs and maintains partner performance dashboards and scorecards that track realized vs. modeled outcomes (bookings, revenue allocation, conversion, cost per booking, ROI)
• Leads post-mortem analyses on closed deals to refine assumptions, improve models and capture learnings for future negotiations
• Establish and monitor KPIs and triggers for contract review, escalation and renegotiation

Requirements

• 5+ years of experience in channel sales, sales analytics, or consulting, ideally with experience in travel/hospitality, distribution, or related industries
• Proven experience building models for multi-year commercial agreements and advising sales/negotiation teams on deal structure
• Demonstrated experience conducting market research and competitive analysis in B2B sectors (ideally travel intermediaries/travel partners), and using those insights to shape commercial strategies
• Expert-level Excel skills (advanced modeling, VBA or macros a plus) and strong proficiency with scenario analysis and sensitivity testing
• Comfortable with relational databases and experienced using BI/reporting tools (Tableau, Power BI, Looker) to surface partner performance and market insights
• Familiarity with Salesforce or CRM data models and with basic statistical techniques used in forecasting and uplift analysis
• Basic experience with financial valuation concepts (NPV, IRR, payback) and P&L analysis
• Ability to travel up to 10-20% for leadership off-sites, sales kick-offs, and cross-functional planning sessions

Tech Stack

• Tableau
• VBA

Benefits

• 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