Regional Vice President, Franchise Sales Development

Regional Vice President, Franchise Sales Development

Location: Must live in Ohio, Indiana, West Virginia, Michigan, or Kentucky

Choice Hotels, one of the world's largest lodging franchisors, is seeking a Regional Vice President, Franchise Sales Development to join the Franchise Sales – Signature team. This role is responsible for meeting and exceeding growth objectives through the conversion of existing hotels and sourcing new construction projects for the Country Inn & Suites, Comfort, and Sleep Inn brand families within the geographical market area of the Midwest (OH, IN, WV, MI, KY). The Regional Vice President plays a critical role in developing and executing the Market Area Strategic Business Plan by identifying, qualifying, and closing complex franchise development opportunities. This position requires deep expertise in consultative, value-based sales, real estate feasibility, and hotel development, along with strong relationship-building skills across the developer, lender, broker, and third-party management communities.

Key Responsibilities

Sales Execution

• Contribute to the development of the Market Area Strategic Business Plan and execute against defined growth strategies to meet or exceed conversion and new construction goals.
• Build, manage, and maintain a robust pipeline of qualified franchise prospects within the assigned geographic market.
• Lead complex, multi-stakeholder sales processes from initial prospecting through contract execution and approval.
• Partner closely with Area Directors and internal stakeholders to identify and advance growth opportunities across Choice Hotels' brand portfolio.
• Manage the franchise application and approval process in collaboration with Franchise Administration and other internal partners to ensure timely and accurate information flow.
• Support prospective and existing franchisees by identifying financial programs, site selection opportunities, and potential partnership funding.
• Collaborate with Franchise Services and brand leadership to upgrade or replace existing inventory in alignment with brand standards and Market Area plans.
• Work cross-functionally with brand, operations, and sales leadership to improve deal quality, pipeline health, and long-term brand performance.

Industry, Market Strategy & Representation

• Conduct competitive landscape and SWOT analyses for the assigned Market Area to inform strategic decisions.
• Monitor industry trends, development activity, and economic conditions, adjusting sales strategies in partnership with leadership as needed.
• Build and maintain strong relationships within finance, construction, hotel development, brokerage, and third-party management communities.
• Actively participate in professional and industry organizations recognized internally by Choice Hotels and externally within the hospitality industry.
• Represent Choice Hotels at franchise sales events, trade shows, conferences, and other industry forums.

Qualifications

Experience

• Bachelor's degree in Business, Marketing, or a related field or an equivalent combination of education and relevant work experience.
• 3–5 years of successful hospitality franchise sales and/or hotel development or real estate transaction experience within the assigned geographic market; or
• Demonstrated history of highly successful business-to-business sales experience involving high-value, multi-million-dollar transactions through complex, consultative sales processes.
• Proven track record of meeting or exceeding sales goals and quotas.

Skills & Competencies

• Advanced consultative and value-based selling capabilities.
• Strong negotiation, influencing, and deal-structuring skills.
• Excellent written, verbal, and presentation communication skills.
• High level of business acumen with the ability to collaborate effectively across organizational lines.
• Strong analytical and financial evaluation skills, including feasibility and market analysis.
• Demonstrated knowledge of the hotel industry, competitive landscape, and Choice Hotels' brands, sales strategies, and service offerings.
• Proficiency with Microsoft Office applications (Outlook, Word, PowerPoint, Excel); CRM experience preferred.
• Ability to travel up to 75% of the time.

Salary Range

Earnings potential for this role is up to or above $430,000 in total cash compensation. This includes both sales commission and annual base salary for the role. Sales commissions are variable based on performance.

Choice 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