JOB SUMMARY:
The Global Sales Manager - Oil & Gas is a client-facing role responsible for the strategic management and growth of a portfolio of key enterprise corporate accounts within an assigned vertical/industry. This role is focused on driving material incremental YOY revenue and share-of-wallet by strengthening executive-level relationships, leading complex negotiations and renewals, optimizing program performance, and delivering measurable ROI to customers. Individuals in this role will partner cross-functionally to ensure seamless delivery, lead Quarterly Business Reviews, mentor junior sellers, and represent Choice as the primary point of contact for strategic accounts.
RESPONSIBILITIES:
Account Management
Manage Choice relationships with approximately 30-35 large enterprise accounts within an assigned vertical/industry
Lead preferred travel program negotiations and bids for groups, event and project RFPs
Utilizing a data driven approach, grow Choice's share through hotel inclusion in assigned accounts preferred hotel program inclusion
Lead the volume growth strategy and tactics for delivering hotel revenue from assigned accounts
Develop account plans aligned with client goals and Choice's corporate strategy
Conduct executive-level Quarterly Business Reviews and strategic planning sessions that demonstrate business performance, pipeline opportunities, and incremental revenue strategies
Portfolio Planning & Administration
Maintain accurate account and pipeline data in Salesforce; produce reliable forecasts and provide weekly/monthly revenue updates to leadership
Account mapping for assigned accounts
Participate in sales, brand, product and system training
Develop and document account strategy, detailed action plan and specific activities
Mentor, coach and provide development feedback to more junior members of the corporate sales team; share best practices and contribute to team capability building
Strategic Business Development
Support targeted pursuit efforts for strategic, large-scale net-new accounts and enterprise RFP responses when required
Collaborate with Corporate Sales Executives and other teams to transition new or growing accounts into managed portfolios
QUALIFICATIONS:
Employment Experience
5+ years of B2B sales and strategic account management experience, preferably in the hospitality, travel or related services industry
Demonstrable experience owning large enterprise accounts.
Proven track record of meeting or exceeding quota on large revenue targets
Technical Skills
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
Additional Skills & Competencies
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
Executive presence, polished presentation and negotiation skills, and the ability to engage at C-suite and procurement levels
Strong written and verbal communication skills and comfort building and presenting customer-facing proposals and program ROI analyses
Education Requirements
Bachelor's Degree in business administration, marketing, sales or related field preferred
SALARY RANGE
The salary range for this position is $82,500 to $110,000 annually plus commission via participation in Choice's Global Sales Incentive Plan.
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
