TMC Sales Manager

Choice Hotels International; Washington; Remote; USD 89,000 - 109,000; Full time

Job summary

Join a leading hospitality company as a TMC Sales Manager. You will manage a portfolio of $100M across accounts while focusing on revenue growth and fostering relationships with travel management companies. This remote position allows for flexible work arrangements and requires some travel.

Benefits

Competitive compensation and benefits

Paid time-off and holidays

Financial benefits for retirement and health savings

Employee recognition programs

Discounts at Choice hotels worldwide

Qualifications

• 3-5 years of successful outside B2B sales experience.
• Travel Industry experience preferred.
• Ability to travel at least 20% of the time.

Responsibilities

• Strengthen relationships with TMCs and negotiate contracts.
• Understand competitive landscape and implement strategies to shift share.
• Deliver customer presentations that demonstrate Choice's value proposition.

Skills

Customer Relations

Communication

Negotiation

Time Management

Data Analysis

Education

BA/BS degree

Tools

Microsoft Suite

Job description

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Who are we looking for?

Who are we looking for?

Choice Hotels, one of the world’s largest lodging franchisors, has an exciting opportunity for a TMC Sales Manager to join our dynamic TMC Sales team supporting the Global Sales organization. The Global Sales Division is responsible for developing strong business relationships with companies and organizations across various industries to help deliver room nights and revenue to our Franchisees. As a key member of this team, you will play a critical role in growing business with Travel Management Companies and Consortia. You will oversee a ~$100M portfolio of 10-15 accounts, with a focus on driving RN revenue and RN revenue growth of 10-15% per year. The position will involve identifying, evaluating, and engaging with new TMCs that have not been previously served, and growing pull-through from the respective account portfolio.

Are you a results-driven sales professional who possesses exceptional customer relations, communication, time management, and negotiation skills? We invite you to apply today for our Manager, Travel Industry Sales role and #MakeItYourChoice.

Your Responsibilities

• Strengthen relationships with TMCs and collaborate to identify ways in which Choice can better engage with travel consultants, Supplier Relations, and other personnel and leadership.
• Understand the competitive landscape and Choice’s position within the TMC space and implement tactics to shift share.
• Partner and communicate with corporate sellers to capitalize on opportunities.
• Negotiate contract terms with TMCs and Consortiums to create a mutually beneficial agreement.
• Maintain a strong grasp of customers’ purchasing processes and key success criteria, and tailor the offering to meet these needs.
• Create and deliver compelling customer presentations to effectively demonstrate the Choice value proposition and its benefits.
• Collaborate with the Choice B2B Marketing and TMC to develop and implement marketing plans to drive performance through the incremental PFP model.
• Delegate and channel customer service and billing issues to the relevant teams within Choice while ensuring issues are resolved in a satisfactory manner.
• Engage and communicate with internal stakeholders as necessary in the implementation of programs.
• Utilize multiple data sources to analyze opportunities within brands and develop action plans based on findings.
• Tracks trends; identifies year-over-year and month-over-month variances and implements an action plan to address negative variances or capitalize on positive variances through repeatable modeling.
  
  

Your Experience, Skills & Competencies

• BA/BS degree is desired
• Travel Industry experience preferred
• 3-5 years of successful outside B2B sales experience and/or industry-related experience
• Ability to travel at least 20% of the time
• Proficient in the Microsoft suite of products
• Excellent verbal and written communication skills
• Demonstrates key competencies to include: Drives Results, Action Oriented, Ensures Accountability
  
  

Salary Range

The salary range for this position is $89,357 to $108,750 annually, plus commission via participation in Choice’s Global Sales Incentive Plan.

The pay ranges listed are for this position and are what Choice Hotels reasonably expects to pay. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee’s pay position within the pay range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, and business or organizational needs.

Choice prioritizes our associate well-being by offering a comprehensive benefits program that is both competitive and flexible to help you achieve your well-being 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
  
  

Your Work Location

As our TMC Sales Manager, you will be a remote based associate, working from your home. You will be required to connect virtually with Choice team members and leadership on video via Zoom, with possible periodic travel in-person to our beautiful, state-of-the-art worldwide offices in North Bethesda, MD or Scottsdale, AZ. Frequent nationwide travel will be required up to 20% of the time to visit conventions, franchisees, etc.

We provide flexibility and encourage ongoing communication with your leadership to establish expectations about your unique needs.

About Choice

Choice Hotels International, Inc. (NYSE: CHH) is one of the largest lodging franchisors in the world. With nearly 7,500 hotels, representing nearly 630,000 rooms, in 46 countries and territories, with a range of high-quality lodging options from limited service to full-service hotels in the upper upscale, upper mid-scale, midscale, extended-stay, and economy segments. We’re the hotel company for those who choose to bet on themselves – the underdog, 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, MD and St. Louis Park, MN as well as our technology center in Scottsdale, AZ, 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 more than 18,000 franchise owners, which propels us forward – giving our work at Choice a purpose larger than our business.

About Choice Hotels Financial Performance

Please click here to review the highlights of our latest financial results.

• This role is not eligible for sponsorship ***
  
  

Ability to model Choice’s Cultural Values: Welcome and Respect Everyone, Be Bold, Be Quick, Listen, Be Curious and Show Integrity.

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Business Development

• Industries

  Hospitality

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