Job Summary
The Franchise Sales Associate is an entry-level, quota-carrying sales role responsible for learning and executing the full franchise development lifecycle within an assigned Geographical Market Area (GMA). Under the guidance of a Regional Vice President - Coach, this role supports the growth of Choice Hotels' portfolio by identifying prospects, conducting outreach, evaluating franchise opportunities, and advancing deals through the approval and contracting process. This position requires extensive travel (up to 75%) and a willingness to relocate as needed. As part of Choice Hotels' Sales career track, this role builds foundational skills in pipeline development, relationship building, deal qualification, and brand value articulation while partnering with cross-functional teams to ensure high-quality franchise growth.
Key Responsibilities
Sales Training & Development
Participate in structured training on industry fundamentals, Choice tools, brand portfolio knowledge, and the full sales lifecycle, delivered both onsite and via virtual learning.
Engage in ride-alongs with Regional Vice Presidents and senior sales team members to observe and practice each stage of the franchise sales process.
Receive ongoing coaching on prospecting techniques, CRM usage, opportunity qualification, and deal advancement aligned to Sales Level 1-2 expectations.
Prospecting & Pipeline Generation
Develop a strong understanding of assigned markets and receive direction on where to focus prospecting activity.
Identify potential franchisees through market research, networking, and attending industry events.
Conduct initial outreach via phone, email, and in-person meetings to assess alignment with Choice Hotels' brand standards and development strategy.
Sales Lifecycle Execution
Understand prospective franchisees' financial qualifications, operating experience, and business objectives to assess fit and present the Choice Hotels value proposition.
Manage early-stage deal flow, including documentation, information gathering, and collaboration with Franchise Administration.
Support negotiation of franchise agreement terms under the direction of more senior sales leaders.
Learn to independently manage the end-to-end deal process, including adaptive reuse, conversions, and new construction opportunities.
Cross-Functional Collaboration
Work with brand and operations teams to ensure deals meet quality and performance expectations and align to market-level strategy.
Build relationships with developers, brokers, lenders, and third-party management companies to expand network and increase lead flow.
Contribute to the development and execution of Market Area Strategic Business Plans.
Travel
Travel up to 75% throughout assigned GMAs, including overnight travel. #LI-REMOTE
Relocate as needed based on business requirements.
Qualifications
Education
Required: High School Diploma or GED.
Preferred: Bachelor's degree in Business, Marketing, Hospitality, or a related field or equivalent combination of education and work experience.
Experience
Preferred:
Business-to-business sales experience, ideally within hospitality, franchising, or real estate.
On-property hotel experience in operations or sales.
Demonstrated ability to meet or exceed performance goals, consistent with expectations of early-career Sales levels.
Knowledge, Skills & Competencies
Strong interpersonal, communication, and presentation skills.
Ability to influence, negotiate, and guide prospective franchisees toward mutually beneficial outcomes.
Analytical skills to assess market conditions, property opportunities, and franchisee readiness.
Knowledge of hotel industry dynamics, competitive landscape, and Choice Hotels brands (preferred).
Proficiency in MS Office applications; CRM experience desirable.
Self-motivated with strong initiative, curiosity, and eagerness to grow within the Sales organization.
Salary
The salary for this position is $70,000 annually, with additional earning potential based upon executed deals.
Choice prioritizes our associate wellbeing by offering a comprehensive benefits program that is both competitive and flexible to help you achieve your wellbeing goals - here are just a few:
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
About Choice
Choice Hotels International, Inc. (NYSE: CHH), is one of the largest lodging franchisors in the world. With 7,500 hotels in 45+ countries and territories, we offer a range of high-quality lodging options in the upper upscale, upper midscale, midscale, extended stay, and economy segments. We're the hotel company for those who choose to bet on themselves - the striver, the dreamer, the entrepreneur - because that's who we are, too.
At Choice, we are united by the simple belief that tomorrow will be even better than today - for associates, our company, and our franchisees. At our worldwide corporate headquarters in North Bethesda, Maryland, at our technology center in Scottsdale, Arizona, and through our associates around the globe, every voice is heard and every idea is listened to, no matter what area of the company they come from. We are united in supporting the entrepreneurial dreams of our thousands of franchise owners, which propels us forward - giving our work at Choice a purpose larger than our business.
Our corporate office locations:
North Bethesda, MD - Located at Pike & Rose (https://pikeandrose.com/) , our worldwide headquarters is less than 15 miles from Washington, D.C., one block away from the North Bethesda Metro station, with easy access to I-495, complimentary parking, electronic charging stations, restaurants and retail.
Scottsdale, AZ - Located at the northwest corner of Loop 101, the Scottsdale office is home to our technology, eCommerce and customer service organizations, with easy access to complimentary parking, electronic charging stations, restaurants and retail.
Minneapolis, MN - Select roles are based in our Minneapolis office on Highway 394, near the intersection with Highway 100, only five minutes from downtown.
Field/Remote - Select roles designated as field/remote will require associates to work from a home office, connecting virtually with Choice team members and leadership on Zoom, with possible required travel depending on the role.
Choice's Cultural Values
Welcome and Respect Everyone | Be Bold | Be Quick | Listen | Be Curious | Show Integrity
Choice's Leadership Principles
Act with Intention | Lead with Authenticity | Grow & Deliver
