Director, Corporate Accounts - Jobs in New Jersey

Job Description

Director, Corporate Accounts (Remote; North East and Mid-Atlantic Region)Who are we looking forChoice Hotels, one of the world #39;s largest lodging franchisors, has an exciting new opportunity as our Director, Corporate Accounts to join our Global Sales Organization team. In this pivotal role, A key member of the Global Sales leadership team responsible for managing and developing Choice #39;s sales organization.Directly manages a team of territory-based Corporate Sales Managers responsible for growing Choice #39;s business-to-business corporate client base. Exceptional mentor and coach for selling team identifying and leveraging room night growth in existing accounts, uncovers new opportunities, expert in selling through a structured sales process and responsible for delivering annual team room night targets. Promotes adoption of an insights-based selling approach that balances relationship and value-based techniques, including effective leveraging of our systems and data sources (e.g., Tableau and SalesForce.com). Facilitates achievement of sales production, pipeline, and budgetary objectives through effective utilization of sales-related resources, including Sales Strategy and Operations, Inside Sales Support, Key Account and Marketing Programs, and international sales resources, including Choice #39;s GSA network.Are you a dynamic and results-driven hospitality leader We invite you to apply today for our Director, Corporate Accounts role today and #MakeItYourChoice.Your Responsibilities

• Provide exceptional business leadership to drive superior results and exceed annual room night production goals
• Develop and oversee implementation of territory-based sales plans and strategies to bolster current account penetration and secure new business
• Coordinate deployment of Choice #39;s Corporate Sales Manager resources to achieve room night, revenue, and share shift objectives; regularly review priorities and adjust as required
• Support a disciplined cadence across the organization, including a consistent focus on the pipeline and proactive thinking; track, manage and achieve room night and pipeline objectives
• Focus Corporate Sales Managers on the strongest potential and growth accounts; coach team to develop deeper relationships and networking opportunities
• Champion business transformation and change efforts in support of Sales and Marketing strategies
• Collaborate with Sales Strategy and Operations to establish and maintain Corporate Sales empowerment standards to streamline acquisition and approval of Sales preferred agreements; promote compliance with program review standards and processes
• With Sales Strategy, operationalize and maintain an analytics-based targeting process (e.g., look-alike profiles, low margin businesses, etc.) to leverage the Choice value proposition more aggressively
• Collaborate with Insides Sales to fully leverage Choice #39;s Client Service Support organization; develop and implement techniques to decrease Corporate Sales Manager #39;s time spent on service-related tasks, and increase time spent on high value/customer facing activities (including sales calls/presentations and related follow-ups/debriefs, sales call strategy and planning time, lead identification and qualification, and pipeline management)
• Work cross-functionally across Choice to help drive corporate sales program results; focus on removing barriers while consistently monitoring corporate activities for potential leads
• Aggressively promote Tableau and Salesforce.com utilization to foster a consultative and insights-based selling approach
• Collaborate with Marketing Programs and Sales Strategy to ensure the Corporate Sales team is equipped with the right messaging, tools, and knowledge to be successful
• Collaborate with Global Sales leadership to periodically review/refine sales territories and key account assignments
• Conduct frequent joint sales calls with new and existing Corporate Sales Managers to determine areas for development and replicable best practices
• Hire, retain and continually develop diverse, high caliber talent who can contribute positively to the organization
• Develop clear and measurable goals; manage relative to shared accountability standards; address performance issues promptly and consistently
• Motivate associates and utilize Choice engagement results to measure effectiveness
• Create personal development plans with each Corporate Sales Manager to foster individual growth and engagement; work to evolve Corporate Sales Manager skills to fit Choice #39;s sales model and focus going forward (i.e., value and acquisition oriented; ability to balance analytical and relationship skills)
• Leverage Global Sales career pathing guidelines to create and maintain succession plans; develop a pipeline of talent for key positions

Your Experience, Skillsamp; Competencies

• Bachelor #39;s degree or equivalent required
• 5-7 years sales management experience preferred
• Ability to demonstrate progressive career growth and a pattern of exceptional performance
• Hospitality experience a plus but not required
• Must have in-depth knowledge of sales techniques and broad base business acumen, including robust analytical, communication and presentation skills
• Must have exceptional leadership skills. Includes ability to create a compelling vision, demonstrate flexibility in approach, define/lead change, influence and motivate others to achieve desired results
• Ability to evaluate business trends and develop successful solutions that enhance business performance
• Ability to build, actively develop, and effectively manage diverse, geographically dispersed teams
• Strong consultative skills and the ability to achieve corporate business objectives across functional boundaries
• An energized initiative-taker who can work independently; ability to lead and direct multiple projects simultaneously
• Salesforce.com and/or CRM productivity systems experience highly desired
• Must be willing to frequently travel throughout the U.S. monthly
• Must be able to uphold Choice #39;s Valuesamp; Performance Principles of collaboration, performance excellence, sense of urgency, openness to new ideas, inclusionamp; diversity, integrity, customer focus, and respect.

Your Work LocationAs our Director, Corporate Accounts , you will be a remote based associate, working from your home. You will be required to connect virtually with Choice team members and leadership on video via Zoom and/or Microsoft Teams, with possible periodic travel in-person to our beautiful, state-of-the-art worldwide offices in Rockville, MD or Scottsdale, AZ. Frequent nationwide travel will be required.About ChoiceChoice Hotels International, Inc. (NYSE: CHH) is one of the largest lodging franchisors in the world. With more than 7,100 hotels, representing over 600,000 rooms, in nearly 40 countries and territories as of December 31, 2021, the Choice family of hotel brands provide business and leisure travelers with a range of high-quality lodging options from limited service to full-service hotels in the upscale, midscale, extended-stay and economy segments. The award-winning Choice Privileges loyalty program offers members benefits ranging from everyday rewards to exceptional experiences.At our worldwide corporate headquarters in Rockville, Maryland, and technology center in Scottsdale, Arizona, and through our associates around the globe, we keep Choice hotels thriving by serving as a champion for our franchisees and providing cutting-edge technology.About Choice Hotels Financial PerformanceRecord total revenues grew 10% to $1.5 billion for full-year 2023 compared to the same period of 2022. Adjusted EBITDA for fourth quarter 2023 increased 11% to $125 million from the same period of 2022. Fourth quarter 2023 adjusted diluted EPS increased 14% to $1.44 compared to the same period of 2022. Please click here to review highlights of our Fourth Quarter and Full-Year 2023 Results.

• This role is not eligible for sponsorship *

Ability to model Choice #39;s Cultural Values: Welcome and Respect Everyone, Be Bold, Be Quick, Listen, Be Curious and Show Integrity.Ability to model Choice #39;s Cultural Values: Welcome and Respect Everyone, Be Bold, Be Quick, Listen, Be Curious and Show Integrity.