Vice President, Franchise Sales Development

This is a fully remote position, open to applicants in United States.

📋 Description

• Establish the strategic vision for the designated Extended Stay sales organization.

• Create and implement Market Area Strategic Business Plans leveraging market insights, comprehensive modeling, financial analysis, and competitive intelligence.

• Propel growth through converting hotels to Suburban Studios and MainStay Suites, as well as pursuing new construction prospects for WoodSpring Suites and Everhome Suites.

• Lead, mentor, and develop six Regional Vice Presidents.

• Ensure a consistent communication of the Choice Hotels and Extended Stay value proposition to potential franchisees.

• Advise franchisees and development partners on financial programs, site-selection resources, and collaboration opportunities.

• Collaborate with Real Estate, Franchise Performance, Franchise Administration, brand leadership, operations, and other stakeholders to promote franchise development opportunities.

• Manage deal flow and oversee contract and approval processes.

• Identify and pursue opportunities to enhance or replace underperforming hotel inventory while upholding brand identity standards.

• Cultivate relationships with developers, franchisees, lenders, financial partners, construction experts, and other industry stakeholders.

• Keep abreast of industry trends, competitive movements, economic conditions, and market dynamics.

• Conduct competitive analyses and SWOT assessments, translating findings into actionable development strategies.

• Represent Choice Hotels at franchise development events, trade shows, industry conferences, and external forums.

• Travel within the assigned division to foster relationships and promote franchise opportunities.

• Attract, nurture, engage, and retain top-tier franchise sales talent.

• Set objectives and quotas, provide mentoring and performance management, and facilitate career growth for direct reports.

• Formulate workforce and talent strategies in partnership with Human Resources for recruitment and onboarding.

⛳️ Requirements

• Substantial progressive experience in franchise sales, development, sales management, or a related discipline, with a proven track record of leading sales professionals and driving business growth.

• Proven success in creating and implementing sales strategies, consistently meeting or surpassing growth targets and quotas.

• Experience in business-to-business sales and development within hospitality, hotel franchising, hotel development, or a closely related sector is highly preferred.

• Experience in leading and mentoring senior sales professionals or sales leaders across various markets or territories.

• Demonstrated ability in consultative and value-based selling, complex negotiations, and relationship-driven business growth.

• Preferred experience in hotel operations or property-level hotel sales.

• Strong understanding of the hotel industry, competitive brands, franchise development, and sales methodologies.

• Proficient in Microsoft Outlook, Word, PowerPoint, and Excel.

• Experience with CRM applications and sales pipeline management tools.

• Strong financial and analytical skills, including the ability to apply market and financial data in making business and development decisions.

• Executive-level leadership presence capable of establishing vision, direction, accountability, and performance expectations.

• Outstanding negotiation, influencing, relationship-building, and consultative selling abilities.

• Strong business and financial insight with the capacity to assess complex franchise development opportunities.

• Excellent executive communication, presentation, and interpersonal skills.

• Proven ability to collaborate effectively across functions and influence business results without relying solely on direct authority.

• Keen market awareness and capability to convert industry, competitive, and customer insights into practical sales strategies.

• Willingness to travel up to 75% of the time.

• Candidates must currently reside in the Eastern United States or be prepared to relocate to the area.

🏝️ Benefits

• Competitive salary and benefits package, including medical, dental, and vision insurance.

• Paid leave and time-off for holidays, vacation, personal, family, volunteer, sick, jury duty, bereavement, military, and religious observances.

• Financial benefits for retirement and health savings.

• Employee recognition initiatives.

• Discounts at Choice hotels globally.

• Home office arrangement for designated Field/Remote positions.

• Virtual connectivity with Choice team members and leadership via Zoom.

• Potential travel requirements depending on the role.