Commercial Strategy Manager

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* JOB SUMMARY:

** The Commercial Strategy Manager partners with Choice’s channel sales, finance and analytics teams to develop rigorous commercial models, cost-of-sale analyses, market intelligence, and performance-tracking frameworks that inform multi-year contract negotiations with large travel partners (TMCs, workforce lodging intermediaries, etc.). This role provides deal economics, scenario modeling, and strategic counsel that help channel sellers evaluate pay-for-performance agreements, revenue-share structures, co-marketing awards, and other complex commercial levers.

The Manager leads market sensing and competitive analysis of the travel intermediary/partner sector — assessing market share dynamics, emerging players, distribution models and partner economics — to help prioritize target partners and shape go-to-partner strategies. This Manager will also be instrumental in building sales portfolios/territories and recommending quotas for sellers based on historical performance and market upside.
** RESPONSIBILITIES:
*** Commercial Modeling & Deal Economics
** Build robust, repeatable financial models for partner deal evaluation (multi-year P&L, cash flow, payback, NPV, IRR and sensitivity analyses).
* Model cost-of-sale, channel economics, rebate and incentive scenarios, and incremental margin impacts for a variety of contractual structures (revenue share, fixed-fee, CPA, hybrid models).
* Develop standard deal templates and model libraries to accelerate evaluation and ensure consistency across negotiations.
* Territory & Quotas Planning
** Propose seller territories/portfolios for Choice’s Channel Partners organization, based on partner revenue history, growth prospects, and market upside.
* Recommend sales quotas and goals for assigned accounts within Channel Partners.
* Market Analysis & Competitive Intelligence
** Own market sensing for the travel intermediary/partner sector: map market share, partner footprints, channel reach, distribution models (GDS, direct connect, aggregators), and commercial practices across TMCs, workforce lodging intermediaries, government travel partners and large aggregators.
* Identify emerging players, consolidation trends, and shifts in partner economics or customer access that could create new opportunities or risks.
* Translate market insights into prioritized partner targeting recommendations and recommended commercial constructs that reflect where partners deliver unique market access
* Maintain a library of partner profiles, benchmarking data and competitive intelligence to inform negotiation strategy and long-term partner portfolio decisions.
* Performance Tracking & Post-Deal Analytics
** Design and maintain partner performance dashboards and scorecards that track realized vs. modeled outcomes (bookings, revenue allocation, conversion, cost per booking, ROI).
* Lead post-mortem analyses on closed deals to refine assumptions, improve models and capture learnings for future negotiations.
* Establish and monitor KPIs and triggers for contract review, escalation and renegotiation.
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* QUALIFICATIONS:

*** Employment Experience
** 5+ years of experience in channel sales, sales analytics, or consulting, ideally with experience in travel/hospitality, distribution, or related industries.
* Proven experience building models for multi-year commercial agreements and advising sales/negotiation teams on deal structure.
* Demonstrated experience conducting market research and competitive analysis in B2B sectors (ideally travel intermediaries/travel partners), and using those insights to shape commercial strategies.
* Technical Skills
** Expert-level Excel skills (advanced modeling, VBA or macros a plus) and strong proficiency with scenario analysis and sensitivity testing.
* Comfortable with relational databases and experienced using BI/reporting tools (Tableau, Power BI, Looker) to surface partner performance and market insights.
* Familiarity with Salesforce or CRM data models and with basic statistical techniques used in forecasting and uplift analysis.
* Basic experience with financial valuation concepts (NPV, IRR, payback) and P&L analysis.
* Additional Skills & Competencies
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