Job Description
JOB SUMMARY:Â
The Strategic Sales Director is an executive-level, client-facing leader responsible for the strategic stewardship, growth and profitability of Choice’s largest enterprise customer relationships. The Strategic Sales Director will manage a concentrated portfolio of ~8–10 of Choice’s highest-value accounts (across industries), acting as the primary point of contact and accountable for maximizing revenue, margin and long-term strategic value. This role is focused on account management, governance, executive sponsorship, complex negotiations and cross-functional delivery.
RESPONSIBILITIES:
Strategic Account Leadership
•   Own end-to-end relationship and commercial performance for a designated portfolio of 8–10 of Choice’s largest enterprise customers
•   Lead preferred travel program negotiations and bids for groups, event and project RFPs
•   Develop account plans aligned with client goals and Choice’s corporate strategyÂ
•   Conduct executive-level Quarterly Business Reviews and strategic planning sessions that demonstrate business performance, pipeline opportunities, and incremental revenue strategies
•   Ability to work at the highest level in customer organizations with a clear understanding of the decision matrix
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Customer Advocacy & Thought Leadership
•   Maintain deep familiarity with enterprise travel trends, competitive dynamics, and macro forces that impact large corporate programs
•   Represent Choice Global Sales at key external events, including conferences and tradeshows
•   Act as a senior mentor to account teams; model executive engagement best practices and drive a culture of customer obsession
Cross-Functional Coordination & Delivery
•   Coordinate with partner organizations and sales teams (including hotel segments, revenue management, specialist sales and more) to develop revenue acceleration and gap closure plans
•   Partner with finance and distribution to negotiate large, multi-year agreements with large corporate customers, frequently with novel commercial termsÂ
•   Influence product and operational roadmaps based on strategic customer needs; translate customer feedback into prioritized actions and enterprise solutions
•   Deep understanding of account agency of record model, working closely with the Channel Partner team to leverage the triangular impact
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QUALIFICATIONS:
Employment Experience
•   7+ years of B2B sales and strategic account management experience, with some or all in the hospitality, travel or related services industry
•   Demonstrable experience managing large enterprise accountsÂ
•   Proven track record of meeting or exceeding quota on large revenue targetsÂ
Technical Skills
•   Proficiency working in a CRM, preferably Salesforce
•   Skilled in account mapping
•   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 & CompetenciesÂ
•   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
•   Strategic thinker with strong commercial acumen, problem-solving skills, and a bias for driving measurable outcomes.
•   Demonstrated leadership and coaching skills; ability to influence without direct authority.
•   SAMA Certification desired or equivalent strategic account management coursework
Education Requirements
•   Bachelor’s Degree in business administration, marketing, sales or related field preferred
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.
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- 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
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