Job Summary
The Corporate Sales Director, Upscale is responsible for driving revenue growth and increasing Revenue Generation Index (RGI) across Choice Hotels' upscale portfolio, including the Cambria® and Radisson® brands. This role serves as a sales specialist and brand expert, managing a portfolio of approximately 30-50 assigned upscale hotels and partnering closely with Global Sales account owners to develop and execute customer-specific penetration and growth strategies.
The position carries an annual revenue responsibility of approximately $40-60 million, with an expected year-over-year topline growth target of 20% or greater. The role operates with a high degree of autonomy and strategic influence, requiring deep customer insight, advanced negotiation capabilities, and strong collaboration with internal stakeholders and hotel owners.
Key Responsibilities
Identify, prioritize, and pursue corporate accounts with the highest likelihood to generate incremental revenue within the assigned upscale hotel portfolio.
Assess customer demand patterns and market dynamics to uncover share-gain opportunities for Choice Hotels' upscale brands.
Serve as a subject matter expert across Global Sales for the Cambria® and Radisson® brands, including brand value propositions, product offerings, and competitive positioning.
Partner with segment leadership to engage upscale hotel owners in strategic discussions, providing consultative guidance to drive revenue growth.
Participate in quarterly business reviews (QBRs), hotel performance reviews, and other owner-facing forums to align on strategy and results.
Advocate on behalf of assigned hotels during corporate account negotiations, including RFP cycles, group business, and project-based opportunities.
Lead and influence complex, multi-stakeholder negotiations, effectively articulating mutual value and securing favorable outcomes beyond price alone.
Apply advanced negotiation strategies to balance customer needs, brand objectives, and hotel owner priorities.
Maintain a strong understanding of customer purchasing processes, decision criteria, and success measures.
Collaborate with Global Sales account owners to develop and deliver compelling customer presentations that clearly articulate the Choice Hotels value proposition.
Align customer solutions to Choice's upscale portfolio capabilities to drive long-term, sustainable revenue growth.
Serve as a senior point of escalation for customer needs, ensuring issues are routed to the appropriate internal teams.
Monitor resolution progress and maintain accountability to ensure outcomes meet customer and brand expectations.
Qualifications
Bachelor's degree required or an equivalent combination of education and relevant work experience.
Advanced business degree preferred.
Demonstrated success in B2B sales roles, preferably within large, complex organizations.
Prior hotel or hospitality sales experience at the individual contributor, leadership, or brand level strongly preferred.
Proven ability to manage significant revenue targets and influence outcomes across multiple stakeholders.
Advanced consultative selling, negotiation, and account planning skills.
Strong financial and commercial acumen with the ability to interpret performance data and market trends.
Ability to operate independently while collaborating effectively across matrixed sales and brand organizations.
Demonstrated alignment with Choice Hotels' Values: Be Bold, Be Quick, Listen, Be Curious, and Show Integrity.
Ability to travel approximately 40-60% of the time to support customer, owner, and internal business needs.
Salary Range:
The salary range for this position is $101,250 - $135,000 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
