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