Choice Hotels International
Regional Vice President, Franchise Sales Development
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JOB SUMMARY
The Regional Vice President, Franchise Development is responsible for driving hotel portfolio growth across an assigned territory through the conversion of existing hotels and the sourcing of new construction opportunities for Choice Hotels brands, including Econo Lodge, Rodeway Inn, and Park Inn by Radisson. This role develops and executes a strategic market growth plan, builds and manages a robust pipeline of prospective franchisees, and cultivates relationships with hotel owners, developers, brokers, lenders, management companies, and other industry stakeholders. The position serves as a consultative sales professional who communicates the Choice Hotels value proposition, negotiates franchise agreements, and collaborates cross-functionally to achieve territory growth objectives and exceed development goals. The role operates with a high degree of autonomy and is accountable for delivering measurable franchise development results within the assigned market area.
LOCATION: Washington, Oregon, Arkansas, Wyoming, Idaho, or Montana
RESPONSIBILITIES
Franchise Development & Sales Execution
- Develop and execute a territory-based strategic business plan focused on increasing hotel growth through franchise conversions and new construction opportunities.
- Build, manage, and maintain a strong pipeline of prospective franchisees to meet or exceed assigned development goals and performance targets.
- Identify, evaluate, and pursue qualified hotel conversion and new construction opportunities throughout the assigned territory.
- Communicate and demonstrate the value proposition, brand benefits, and growth opportunities associated with Choice Hotels brands.
- Conduct consultative, value-based sales discussions with hotel owners, developers, investors, and management companies.
- Negotiate franchise agreements and business terms that align with company objectives while creating value for prospective franchisees.
- Lead opportunities through the development lifecycle, ensuring timely completion of approvals, contracts, and onboarding requirements.
- Partner with Franchise Administration and other internal stakeholders to facilitate efficient application processing and contract execution.
- Leverage CRM systems, market intelligence, and sales tools to identify opportunities, manage pipeline activity, and support sales forecasting.
- Assist prospective franchisees in identifying available financing programs, site selection resources, and partnership opportunities.
- Collaborate with Franchise Performance, Operations, and Brand teams to support portfolio optimization, inventory upgrades, and brand compliance initiatives.
- Partner with brand leadership and operations teams to improve both the quality and long-term performance of hotels entering the development pipeline.
- Travel extensively throughout the assigned territory to develop relationships, evaluate opportunities, and represent Choice Hotels in the marketplace.
Market Strategy & Industry Engagement
- Conduct ongoing market assessments, competitive analyses, and SWOT evaluations to identify growth opportunities and market trends.
- Monitor industry developments, hospitality trends, and competitive activity to inform territory strategies and business planning.
- Develop and maintain relationships with developers, hotel ownership groups, lenders, brokers, consultants, architects, and construction professionals.
- Represent Choice Hotels at industry conferences, trade associations, franchise development events, and networking opportunities.
- Serve as a knowledgeable market expert and trusted advisor to prospective franchisees and industry stakeholders.
- Provide feedback and market intelligence to leadership to support strategic planning and territory optimization efforts.
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QUALIFICATIONS
Employment Experience
- 5+ years of progressive sales, business development, franchise development, hospitality, or related commercial experience required.
- Demonstrated success in consultative, relationship-based, and value-oriented sales environments.
- Experience meeting or exceeding revenue, growth, or development goals in a quota-driven environment.
- Business-to-business sales experience within hospitality, franchising, real estate development, lodging, or related industries preferred.
- Hotel operations, hotel sales, franchise development, or hospitality industry experience preferred.
- Experience managing complex sales cycles and negotiating business agreements with senior decision-makers preferred.
Technical Skills
- Proficiency with Microsoft Office applications, including Outlook, Word, Excel, and PowerPoint.
- Experience utilizing CRM platforms, pipeline management tools, and sales tracking systems.
- Ability to analyze market data, financial information, and business opportunities to support informed decision-making.
- Skilled in presentation development, territory planning, and sales forecasting.
Additional Skills & Competencies
- Strong consultative selling and business development skills.
- Excellent negotiation, influencing, and persuasion capabilities.
- Exceptional verbal, written, and presentation communication skills.
- Strong relationship-building and networking abilities.
- Demonstrated strategic thinking and business acumen.
- Ability to work independently while effectively collaborating across functions.
- Strong analytical and problem-solving skills.
- Ability to manage multiple opportunities and priorities simultaneously in a fast-paced environment.
- Knowledge of the hotel industry, competitive lodging brands, franchise business models, and hospitality market trends preferred.
Education Requirements
- Bachelor's degree in Business, Marketing, Hospitality Management, Real Estate, or a related field or an equivalent combination of education and relevant work experience required.
- Advanced degree or industry-specific certifications are a plus.
Additional Requirements
- Ability to travel up to 75% of the time.
- Valid driver's license and ability to travel throughout the assigned market area.
- Ability to attend industry events, conferences, and customer meetings as needed.
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SALARY RANGE
Earnings potential for this role is up to or above $400,000 in total cash compensation. This includes both sales commission and annual base salary for the role. Sales commissions are variable based on performance.
Choice Benefits
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
About Choice
Choice Hotels International, Inc. (NYSE: CHH), is one of the largest lodging franchisors in the world. With 7,500 hotels in 45+ countries and territories, we offer a range of high-quality lodging options in the upper upscale, upper midscale, midscale, extended stay, and economy segments. We’re the hotel company for those who choose to bet on themselves — the striver, 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, Maryland, at our technology center in Scottsdale, Arizona, 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 thousands of franchise owners, which propels us forward — giving our work at Choice a purpose larger than our business.
Our Corporate Office Locations
North Bethesda, MD — Located at Pike & Rose, our worldwide headquarters is less than 15 miles from Washington, D.C., one block away from the North Bethesda Metro station, with easy access to I-495, complimentary parking, electronic charging stations, restaurants and retail.
Scottsdale, AZ — Located at the northwest corner of Loop 101, the Scottsdale office is home to our technology, eCommerce and customer service organizations, with easy access to complimentary parking, electronic charging stations, restaurants and retail.
Minneapolis, MN — Select roles are based in our Minneapolis office on Highway 394, near the intersection with Highway 100, only five minutes from downtown.
Field/Remote — Select roles designated as field/remote will require associates to work from a home office, connecting virtually with Choice team members and leadership on Zoom, with possible required travel depending on the role.
Choice’s Cultural Values
- Welcome and Respect Everyone
- Be Bold
- Be Quick
- Listen
- Be Curious
- Show Integrity
Choice’s Leadership Principles
- Act with Intention
- Lead with Authenticity
- Grow & Deliver
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