Senior Director, Group Sales
Choice Hotels International
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Benefits offered by this job
Job summary
Choice Hotels International in Washington, DC seeks a Senior Director, Group, Meetings & Events to lead strategy, growth and performance of the group sales business. You will manage a team of Group Sales Directors, Managers, and Inside Sales, and partner cross-functionally to drive revenue across group, meetings and event channels.
The role requires strong leadership, strategic thinking, and a track record in executing sales programs, managing key partnerships, and deploying data-driven sales
Qualifications
- 10+ years of progressive sales, business development, or related hospitality experience.
- 7+ years of people leadership including coaching and managing sales teams.
- Experience creating and executing sales strategies that drive revenue and market share.
- Experience managing partnerships, vendor relationships, and cross-functional initiatives.
- Experience with budgeting, forecasting, and operations management.
- Hospitality, lodging, travel, meetings or events industry experience preferred.
Responsibilities
- Lead, develop, and coach a team driving group, meetings, and events revenue growth.
- Set performance expectations, revenue objectives, and pipeline goals.
- Develop and execute sales and marketing strategies to increase revenue and market share.
- Identify new opportunities and strengthen key accounts.
- Drive data-driven selling using CRM, Tableau, and BI tools.
- Build executive relationships with third-party partners and strategic accounts.
- Lead technology integration and connectivity with group platforms.
- Collaborate with Distribution, Marketing, Revenue Management and others to optimize channels.
- Deliver training to hotel operators on group opportunities and revenue optimization.
- Manage budgets, resource allocation, and channel initiatives.
- Analyze market trends and competition to drive performance.
- Contribute to strategic direction of Global Sales.
Skills
Education
Tools
Job description
Choice Hotels is seeking a results-driven Senior Director, Group, Meetings & Events to lead the strategy, growth, and performance of the company’s group sales business. This role leads a team of Group Sales Directors, Managers, and the Inside Sales function and is responsible for developing and executing sales and marketing strategies that increase revenue through group, meetings, and event channels. The position serves as a strategic leader within Global Sales, managing key third-party partnerships, evaluating market opportunities, driving adoption of data-driven sales practices, and supporting hotel engagement across the portfolio. This leader partners cross-functionally to deliver strategic business results, influence organizational priorities, and drive incremental revenue for Choice Hotels. The role functions as part of the leadership team of a sales organization and has significant impact on departmental performance and business outcomes.
- Lead, develop, and coach a team responsible for driving group, meetings, and events revenue growth.
- Establish performance expectations, revenue objectives, pipeline goals, and accountability measures to ensure consistent achievement of business targets.
- Develop and execute comprehensive sales and marketing strategies that increase revenue and market share across group channels and vertical markets.
- Identify and cultivate new business opportunities while strengthening existing customer relationships and strategic accounts.
- Drive adoption of insights-based selling practices leveraging data, analytics, CRM platforms, Tableau, Salesforce, and other business intelligence tools.
- Build and maintain executive-level relationships with key third-party providers and strategic partners that support group and meeting business growth.
- Lead meeting technology integration initiatives and support connectivity with external group and meeting platforms.
- Partner closely with Distribution, Marketing, Revenue Management, Sales Enablement, and other internal stakeholders to optimize channel performance and customer engagement.
- Develop channel-specific business plans and marketing programs designed to increase customer acquisition, retention, and loyalty.
- Deliver communication, education, and training to hotel operators regarding group channel opportunities, platform utilization, and revenue optimization strategies.
- Manage budgets, resource allocation, and operational plans supporting assigned channels and strategic initiatives.
- Analyze business trends, market dynamics, customer insights, and competitive activity to identify opportunities and implement solutions that improve business performance.
- Lead cross-functional initiatives and contribute to the strategic direction of the Global Sales organization.
- 10+ years of progressive sales, business development, account management, hospitality, travel, meetings, events, or related commercial experience.
- 7+ years of people leadership experience, including coaching, developing, and managing high-performing sales teams.
- Demonstrated experience creating and executing sales strategies that drive revenue growth and market share.
- Experience managing strategic partnerships, vendor relationships, and cross-functional business initiatives.
- Experience with budget ownership, business planning, forecasting, and operational management.
- Hospitality, lodging, travel, meetings, or events industry experience preferred.
- Experience leading managers or senior-level sales professionals preferred.
- Advanced proficiency in Microsoft Outlook, Excel, PowerPoint, and Word.
- Experience utilizing Salesforce.com or comparable CRM platforms.
- Experience with Tableau or other business intelligence and reporting tools.
- Strong analytical and data interpretation capabilities.
- Experience with sales pipeline management, forecasting, and reporting systems.
- Familiarity with marketing technology and digital communication platforms preferred.
- Strategic thinking and business acumen.
- Exceptional leadership, coaching, and talent development capabilities.
- Strong communication, presentation, and executive influencing skills.
- Ability to define and lead organizational change initiatives.
- Proven relationship-building and stakeholder management skills.
- Strong problem-solving and decision-making abilities.
- Ability to evaluate market trends and translate insights into business results.
- Demonstrated ability to lead cross-functional partnerships and strategic initiatives.
- Bachelor’s degree in Business, Hospitality Management, Marketing, Sales, Communications, or a related field or equivalent combination of education and work experience.
- Master’s degree in Business Administration, Hospitality Management, Marketing, or a related discipline preferred or equivalent combination of education and work experience.
- Relevant industry certifications are a plus but not required.
The salary range for this position is $140,000 to $185,000 annually, plus variable, performance-based sales commission. In addition to the annual salary and commission, this role is eligible for annual awards of Choice Hotels International common stock through Choice’s Long-Term Incentive Plan (LTI 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
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, 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.
Welcome and Respect Everyone | Be Bold | Be Quick | Listen | Be Curious | Show Integrity
Act with Intention | Lead with Authenticity | Grow & Deliver
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