Director, RFP Management and Rate Enablement

JOB SUMMARY:

The Director is responsible for the complete oversight and accountability of all deliverables associated with the growth of the RFP Response program, as well as Rate Enablement and Visibility, specifically targeting corporate transient accounts. This role is dedicated to enhancing current processes and driving performance improvements, with an emphasis on adopting and sharing best practices that contribute to the successful acceptance of RFPs.

A key aspect of this position is supporting Choice Hotels’ revenue growth objectives by actively collaborating with Global Sales, Pricing and Rate Strategy, and Revenue Management teams. The Director’s primary focus is on increasing the adoption of the RFP Response program as well as acceptance rate of RFPs, thereby supporting the company’s overall revenue generation efforts.

• Define the strategy, operational direction, and the annual roadmap for central RFP Response and rate load submissions, overseeing and growing the RFP Response program and all associated backend processes to ensure seamless execution and alignment with organizational goals.
• Effective resource management and seasonal planning, ensuring the team is adequately staffed and prepared to drive positive response, bid, and acceptance rates throughout the year.
• Act as a strategic partner to the Global Sales team, playing a key role in increasing the company’s presence within corporate travel programs through active participation in RFPs.
• Establish key performance indicators (KPIs) and success metrics, closely monitor corporate RFP performance, and make course corrections to ensure objectives are met and outcomes are optimized.
• Develop and build dashboards to be shared with internal teams, including leadership, and proactively identify gaps and areas for optimization.
• Lead and coach a team of associates, including managers, focused on executing coordinated RFP and Rate Enablement activities.
• Plan resources and manage vendors for offshore resources, ensuring optimal allocation and utilization to support business needs.
• Establish vendor relationships to oversee contractual obligations, including financials, and establish SLAs for performance monitoring.
• Identify, drive, and implement continuous improvement initiatives to enhance processes and deliver greater efficiency.
• Develop communication and training strategies and initiatives essential for driving successful outcomes with multiple internal and external stakeholders involved in the RFP and Rate Enablement programs.

• Minimum of eight years of successful experience in process administration and/or operations management.
• Experience overseeing internal and outsourced talent, managing diverse teams and complex workflows.
• Prior experience in the hotel industry, travel management companies (TMC), or similar sectors is highly desirable.
• Working knowledge of RFP platforms and technologies such as Cvent/Lanyon, Ready Bid, Salesforce, etc.
• Proficiency in MS Office applications—including Outlook, Word, PowerPoint, and Excel.
• Broad understanding of various sales strategies and a strong base of business acumen.
• Excellent analytical, communication, and presentation skills, with the ability to interpret complex data, present findings clearly, and communicate effectively with stakeholders.
• Ability to drive cross‑functional collaboration, coordinating with a variety of functional areas to enhance performance.
• Track record of leading teams and coaching direct reports, developing talent and fostering team success.
• Ability to allocate organizational resources efficiently, managing multiple projects and prioritizing time effectively to achieve optimal results.
• BA/BS degree required; advanced business degree preferred.
• PMP or similar certification preferred.

$163,544 to $190,000 annually.

• 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.

• North Bethesda, MD – located at Pike & Rose, less than 15 miles from Washington, D.C., near the North Bethesda Metro station.
• Scottsdale, AZ – located at the northwest corner of Loop 101, with easy access to parking, electronic charging stations, restaurants and retail.
• Minneapolis, MN – select roles based on Highway 394, near the intersection with Highway 100.
• Field/Remote – select roles designated as field/remote will require working from a home office and possible travel.