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