Job Description
Who are we looking for?
The Senior Direct, Global Sales Strategy Insights, and Performance Management is a vital leadership position charged with crafting and executing an overarching sales strategy across global markets for Choice Hotels International. This role demands a leader capable of synthesizing market insights and operational data to drive sales performance, identify growth opportunities, and govern sales practices. The Senior Director will lead a team of up to 15 professionals, including FTEs and contractors, to foster a culture of excellence, innovation, and strategic governance within the sales organization.
Your Responsibilities
Strategy Development, Implementation and Execution
- Develop and execute a comprehensive global sales strategy, incorporating insights from market analysis and competitive intelligence.
- Lead the strategic planning process, including the development of the Global Sales roadmap, setting clear objectives and key results.
- Monitor progress against the Global Sales roadmap, adjusting strategies as needed to meet evolving market demands and company goals.
- Drive strategic initiatives for market penetration and expansion, focusing on high-growth opportunities and segments.
- Drive territory strategy and planning management to optimize sales coverage and resource allocation across customer segments.
- Oversee account portfolio planning and optimization, ensuring a balanced approach to customer engagement and revenue maximization.
- Utilize analytics and insights to influence sales tactics and identify unmet growth opportunities within existing and potential markets.
- Lead the account review process, evaluating performance and strategizing for improved outcomes.
- Oversee the design, management, and oversight of the sales incentive plan to align with company goals and motivate performance.
- Design and execute comprehensive sales programs, including the identification and development of new sales initiatives.
Operations Management & Governance
- Lead the creation of policies and procedures that govern sales activities, ensuring they align with legal and ethical standards.
- Establish governance and oversight mechanisms, including auditing processes, to ensure adherence to sales policies and best practices.
- Implement operational efficiencies and process improvements within the sales organization to enhance effectiveness and agility.
- Spearhead initiatives to leverage technology and data analytics for sales operations, enhancing decision-making and strategic planning
- Promote a culture of accountability and continuous improvement, setting high standards for performance and ethical conduct.
- Monitor adherence to sales governance policies, conducting regular audits and reviews to enforce compliance and address violations.
- Develop and manage the CRM strategy within Salesforce and oversee Anaplan for strategic sales planning.
- Establish a governance framework for auditing sales processes to uphold policy adherence and operational standards.
- Lead the sales data strategy architecture and maintenance, ensuring integrity and accessibility of sales data.
- Work closely with B2B marketing to develop and refine sales content, ensuring alignment with sales strategies and goals.
- Manage sales communications and change management processes to ensure effective dissemination of sales strategies and initiatives.
- Direct sales training and development strategy, collaborating with internal and external partners to enhance sales capabilities.
Insights & Performance
- Develop and implement key performance indicators (KPIs) and metrics to evaluate sales effectiveness and strategic alignment.
- Analyze sales data and market trends to provide actionable insights and recommendations for tactical adjustments and strategic pivots.
- Present insights and recommendations to senior management, highlighting opportunities for growth and areas of risk.
- Monitor the performance of the sales organization against targets and benchmarks, identifying areas for enhancement and growth
- Engage in deep-dive analysis to uncover root causes of performance issues and develop targeted interventions for improvement.
- Communicate insights and performance outcomes to senior management and stakeholders, driving data-driven decision-making.
- Conduct in-depth market segmentation and analysis to customize sales approaches to different markets and customer groups.
- Spearhead the reporting and analytics strategy, overseeing the maintenance and enhancement of sales reporting tools and dashboards.
Your Work Location
As our Senior Direct, Global Sales Strategy Insights, and Performance Management, you will be based in our beautiful, state-of-the-art worldwide corporate headquarters in North Bethesda, MD. Less than 15 miles from Washington, DC, we’re located one block away from the North Bethesda Metro station, with service on the Red Line and the MARC Brunswick line, easy access to I-270, and plenty of free parking provided by Choice Hotels.
Right now, our associates in corporate headquarters are working in a hybrid environment, up to 4 days per week in the office and virtually from your home office the remaining days. We provide flexibility and encourage ongoing communication with your leadership to establish expectations about your unique needs.
Your Experience & Skills
- Bachelor's degree in Business Administration, Marketing, Finance, or a related field required.
- Master's degree (MBA) or equivalent experience preferred.
- 10-15 years of experience in sales strategy and operations, with significant leadership responsibilities.
- Proven track record in territory management and strategic planning in a global context.
- Previous experience in the hospitality industry or related fields preferred.
- Expertise in global sales strategy, market analysis, and account portfolio management.
- Strong analytical and decision-making abilities.
- Proficient in operational optimization and sales governance.
- Demonstrated leadership and team development capabilities.
- Strategic Sales Management: Proficiency in developing and executing global sales strategies, with a keen focus on data-driven decision-making.
- Leadership and Team Development: Strong leadership skills, with experience in managing diverse teams and fostering a culture of innovation and performance.
- Operational and Governance Expertise: In-depth knowledge of sales operations, governance, and compliance, with experience in CRM and sales planning tools like Salesforce and Anaplan.
- Incentive Plan Design: Experience in designing and managing effective sales incentive plans that drive performance and align with business objectives.
- Data Strategy and Analytics: Expertise in sales data architecture and analytics strategy, with the ability to leverage data for strategic insights.
- Sales Program Management: Skill in implementing, monitoring, and managing sales programs, including developing new initiatives to meet market demands.
- Ability to travel up to 15%
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.
Ability to model Choice’s Cultural Values: Welcome and Respect Everyone, Be Bold, Be Quick, Listen, Be Curious and Show Integrity.
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