Global Sales Manager – Groups, MICE

Role Overview

• Manage and nurture relationships with existing customers to identify opportunities for growth and expand account revenue
• Maintain a deep understanding of customer needs; ensure satisfaction with Choice Hotels solutions and services
• Monitor account performance, analyze customer trends and feedback, and develop strategies to maximize room‑night revenue
• Lead customer retention efforts, including proactive communication, renewals, contract negotiation, and issue resolution
• Conduct recurring business meetings, presentations, and planning discussions with customers to identify new value opportunities
• Stay informed of industry and competitive trends to support account growth strategy
• Identify and research prospective customers through industry analysis, networking, and lead-generation channels
• Generate and qualify new business opportunities by assessing customer needs and positioning Choice’s brands and solutions accordingly
• Cultivate and nurture leads throughout the sales cycle to convert high‑potential prospects into revenue‑producing accounts
• Initiate contact with key decision makers via industry events, relationship networks, and outbound outreach
• Conduct market research to understand customer industry dynamics, competitive threats, and emerging trends, using insights to refine sales strategy
• Educate prospective customers on Choice Hotels’ brands and offerings, demonstrating value and solving customer challenges
• Convert prospects into active, high‑performing accounts to expand the corporate customer base
• Maintain accurate and up‑to‑date customer information within CRM systems (e.g., Salesforce), including contacts, history, activities, contracts, and interactions
• Evaluate and report on account performance trends; provide proactive recommendations to ensure continued growth
• Draft sales proposals, manage contract renewals, and support negotiation efforts for new or existing agreements
• Conduct account planning: customer analysis, needs assessments, and relationship mapping with key decision makers and influencers
• Define and document account strategy, action plans, and activities aimed at increasing room‑night revenue and market share
• Prepare and deliver customer Quarterly Business Reviews (QBRs) and strategic planning sessions

Requirements

• 5+ years of experience in sales, hospitality, travel, or related fields
• Proficient with sales and analysis tools such as Salesforce CRM and (optional) TravelClick reporting systems
• Bachelor’s degree or an equivalent combination of education and relevant work experience
• Ability to travel 25–50% depending on business needs
• Must reside within 30 miles of a major airport

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