Vice President, Franchise Sales Development - Extended Stay

Job description

Vice President, Franchise Sales Development - Extended Stay Locatio n: This position is open to candidates currently residing in the Eastern United States or those willing to relocate to the region. JOB SUMMARY The Vice President, Franchise Sales & Development - Extended Stay provides strategic leadership to drive franchise growth across Choice Hotels’ Extended Stay portfolio. The role leads the development and execution of Market Area Strategic Business Plans aligned with the broader Franchise Sales strategy and corporate business objectives and is accountable for achieving growth goals through hotel conversions and new construction. This leader manages six Regional Vice Presidents supporting either the East or West Division, providing direction, coaching, and accountability to achieve and exceed sales goals and quotas. The Vice President builds and leverages relationships with developers, franchisees, industry partners, and internal stakeholders to strengthen the development pipeline and advance high-quality franchise opportunities. The role also serves as a senior representative of Choice Hotels within the hotel development community. RESPONSIBILITIES Sales Strategy & Execution Set the strategic direction for the assigned Extended Stay sales organization, establishing objectives aligned with Franchise Sales strategy and broader corporate business priorities. Lead the development and execution of Market Area Strategic Business Plans using market insights, detailed modeling, financial analysis, and competitive intelligence. Drive achievement of Extended Stay growth goals through conversions of existing hotels to Suburban Studios and MainStay Suites and new construction opportunities for WoodSpring Suites and Everhome Suites. Lead, coach, and develop six Regional Vice Presidents, establishing clear goals and accountability for execution of business plans and achievement of sales quotas. Ensure consistent and compelling communication of the Choice Hotels and Extended Stay value proposition to prospective franchisees. Guide franchisees and development partners in identifying financial programs, site-selection resources, and potential partnership opportunities. Partner with Real Estate, Franchise Performance, Franchise Administration, brand leadership, operations, and other internal stakeholders to advance franchise development opportunities and improve the quality of deals entering the pipeline. Oversee deal flow and the contract and approval process, facilitating coordination across internal functions to support timely information flow and application processing. Partner across the organization to identify opportunities to upgrade or replace underperforming hotel inventory and support brand identity standards. Build collaborative relationships across organizational lines to identify and execute growth opportunities for Extended Stay brands and Choice Hotels. Industry & Market Strategy Develop and maintain a strong pipeline of franchise development opportunities by effectively leveraging sales, market, and resource tools. Build and maintain senior-level relationships with franchisees, developers, lenders, financial partners, construction professionals, hotel-development organizations, and other industry stakeholders. Monitor industry developments, competitive activity, economic conditions, and market trends to identify opportunities and risks affecting Extended Stay development. Lead competitive and SWOT analyses across assigned markets and translate insights into actionable development strategies. Represent Choice Hotels at franchise development events, trade shows, industry meetings, and other external forums. Actively participate in relevant professional and industry organizations, strengthening Choice Hotels’ visibility and relationships within the development community. Establish credibility as an internal and external subject-matter leader in Extended Stay franchise development. Travel throughout the assigned division to develop relationships, advance franchise opportunities, and maintain a strong understanding of local markets. Talent Management Attract, develop, engage, and retain high-performing franchise sales talent capable of delivering current and future growth objectives. Establish clear, measurable goals and quotas for Regional Vice Presidents and maintain accountability for results. Provide regular coaching, feedback, recognition, and performance management to strengthen individual and team effectiveness. Develop workforce and talent strategies that ensure the organization has the capabilities and capacity needed to achieve growth objectives. Partner with Human Resources and leadership in recruiting, interviewing, selecting, and onboarding Franchise Sales talent. Support the professional growth and career development of direct reports through ongoing coaching and development planning. Foster a performance-oriented, collaborative environment that encourages accountability, sound decision-making, and cross-functional partnership. QUALIFICATIONS Employment Experience Significant progressive experience in franchise sales, development, sales management, or a related field, with demonstrated leadership of sales professionals and accountability for business growth. Demonstrated success developing and executing sales strategies and consistently achieving or exceeding growth goals and quotas. Business-to-business sales and development experience within hospitality, hotel franchising, hotel development, or a closely related industry strongly preferred. Experience leading and developing senior sales professionals or sales leaders across multiple markets or territories. Demonstrated experience in consultative and value-based selling, complex negotiations, and relationship-driven business development. Hotel operations or property-level hotel sales experience preferred. Strong knowledge of the hotel industry, competitive brands, franchise development, and sales practices. Technical Skills Proficiency with Microsoft Outlook, Word, PowerPoint, and Excel. Experience using CRM applications and sales pipeline management tools. Strong financial and analytical capabilities, including experience applying market and financial data to business and development decisions. Additional Skills & Competencies Executive-level leadership presence with the ability to establish vision, direction, accountability, and performance expectations. Exceptional negotiation, influencing, relationship-building, and consultative selling skills. Strong business and financial acumen with the ability to evaluate complex franchise development opportunities. Excellent executive communication, presentation, and interpersonal skills. Demonstrated ability to collaborate effectively across functions and influence business outcomes without relying solely on direct authority. Strong market awareness and ability to translate industry, competitive, and customer insights into actionable sales strategies. Ability to travel up to 75% of the time. SALARY RANGE Total Target Cash (TTC) for this position is $485,000 at 100% of target performance and includes base salary plus target incentive compensation. Actual incentive earnings may vary based upon performance. 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