Senior Director, Field Sales

Job Summary

The Sr. Director, Field Sales is a senior sales leader responsible for building and leading a market-based sales organization that drives revenue growth across Choice Hotels brands. This role establishes market strategy, develops high-performing sales teams, and partners with hotel operators to grow mid-market business. The position plays a critical leadership role in shaping regional sales direction, strengthening brand presence, and expanding share within targeted accounts.

This leader operates with significant autonomy and contributes to the broader sales strategy and organizational performance.

• Develop and execute a comprehensive market sales strategy aligned with brand and company objectives.
• Identify, prioritize, and penetrate key mid‑market segments and accounts to drive revenue growth.
• Build and lead a high‑performing, field‑based sales organization, including hiring, onboarding, and talent development.
• Establish clear performance expectations, accountability standards, and workforce plans to achieve sales targets.
• Lead account planning and ensure disciplined use of CRM tools to drive pipeline development and conversion.
• Build and maintain strategic relationships with corporate, regional, and local decision‑makers.
• Partner closely with hotel General Managers and property teams to align sales priorities and maximize market performance.
• Monitor industry trends, customer needs, and competitor activity to refine strategies and optimize outcomes.
• Manage and report on key performance metrics, including revenue growth, market share, and account development.
• Collaborate cross‑functionally and contribute to broader organizational sales initiatives and strategy.

• Employment
  
  Experience:
  
  7–10+ years of progressive sales experience, preferably within hospitality or a related industry.
• Leadership
  
  Experience:
  
  3–5+ years of leadership experience managing field-based or distributed sales teams; demonstrated success driving revenue growth and executing complex sales strategies.
• Technical
  
  Skills:
  
  Proficiency with CRM tools (e.g., Salesforce) and sales analytics platforms; strong understanding of hotel sales, distribution channels, and market dynamics; experience with pipeline management, forecasting, and data‑driven decision making.
• Additional Skills &
  
  Competencies:
  
  Strategic thinking with strong market insight; proven ability to build, lead, and develop high‑performing teams; relationship‑driven sales leadership and stakeholder management; results‑oriented with strong execution discipline; cross‑functional collaboration and influence.
• Education Requirements: Bachelor’s degree in Business, Hospitality, or related field or equivalent combination of education and work experience; advanced degree preferred.

Salary range: $188,076 to $220,000 annually. In addition to the annual salary, this role is eligible for an annual bonus based on the terms of Choice's Management Incentive Plan (MIP) and annual awards of Choice Hotels International common stock through Choice’s Long‑Term Incentive Plan (LTI Plan).

• 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.