Directly manages a team of industry-based Corporate Sales Managers and Corporate Sales Executives responsible for growing Choice’s business-to-business corporate client base
Exceptional mentor and coach for selling team identifying and leveraging room night growth in existing accounts, uncovers new opportunities, expert in selling through a structured sales process and responsible for delivering annual team room night targets
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., Tableau and Salesforce)
Facilitates achievement of sales production, pipeline, and budgetary objectives through effective utilization of sales-related resources, including Sales Strategy and Operations, Inside Sales Support, Key Account and Marketing Programs, and international sales resources
Provide exceptional business leadership to drive superior results and exceed annual room night production goals
Develop and oversee implementation of portfolio-based sales plans and strategies to bolster current account penetration and secure new business
Coordinate deployment of Choice’s Corporate Sales Manager/Executive resources to achieve room night, revenue, and share shift objectives; regularly review priorities and adjust as required
Support a disciplined cadence across the organization, including a consistent focus on the pipeline and proactive thinking; track, manage and achieve room night and pipeline objectives
Focus sellers on the strongest potential and growth accounts; coach team to 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 ways to leverage Choice resources to bolster performance; 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
Hire, retain and continually develop diverse, high caliber talent who can contribute positively to the organization
Develop clear and measurable goals; manage relative to shared accountability standards; address performance issues promptly and consistently
Motivate associates and utilize Choice engagement results to measure effectiveness
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 (i.e., value and acquisition oriented; ability to balance analytical and relationship skills)
Leverage Global Sales career pathing guidelines to create and maintain succession plans; develop a pipeline of talent for key positions
Requirements
5-7 years of sales management experience, preferably in the hospitality, travel or related services industry
Demonstrable experience leading sellers responsible for large enterprise accounts
Familiarity with a 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 (e.g. 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% as required 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 in approach, define/lead change, and motivate others to achieve desired results
Executive presence, polished presentation and negotiation skills, and the ability to engage at C-suite and procurement levels
Bachelor’s Degree in business administration, marketing, sales or related field preferred.
Tech Stack
Tableau
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