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Senior Manager, Corporate Accounts id-9688

Senior Manager, Corporate Accounts (Illinois)

Who are we looking for?

Choice Hotels, one of the world's largest lodging franchisors, has an exciting new opportunity as our Senior Manager, Corporate Accounts to join our Global Sales team. As a key member of our Global Sales team, you will lead a team of remote Corporate Account Managers focused on mid-market and small enterprise accounts. As a mentor and coach, you will help drive revenue growth by identifying opportunities within existing accounts and exploring new prospects. You will leverage your expertise in structured sales processes to meet and exceed annual revenue targets while promoting an insights-based selling approach that balances relationship-building with value-driven techniques. Utilizing our systems and data sources, such as Tableau and SalesForce.com, you will facilitate the achievement of sales production, pipeline, and budget objectives through effective collaboration with sales support resources, marketing programs, and international sales teams.

Are you a strategic thinker with a proven track record in sales leadership, strong mentorship and coaching skills, and driving revenue growth? We invite you to apply today for our Senior Manager, Corporate Accounts role today and #MakeItYourChoice.

Your Responsibilities

Strategic Sales Leadership:



Sales Processes:

  • 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's Client Service Support organization; develop and implement techniques to decrease Corporate Sales Manager'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



Strategic and Industry Activities:

  • Stay current on sales effectiveness best practices and competitive positioning; provide thought leadership on deal structuring and ways to leverage Choice resources to bolster performance; identify ways to break down selling barriers to increase Choice share
  • Participate in industry associations, preferably in a leadership role, to foster awareness of Choice and cultivate lead opportunities
  • Support special projects and strategic initiatives as required



Talent Management:

  • 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 Account Manager to foster individual growth and engagement; work to evolve Corporate Account Manager skills to fit Choice'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, Skills & Competencies

  • Bachelor's degree or equivalent required
  • 5+ years of sales experience, with at least 1 year of supervisory/management experience
  • Ability to demonstrate progressive career growth and a pattern of exceptional performance
  • Hospitality experience is a plus but not required
  • Knowledge of sales techniques and broad base business acumen, including robust analytical, communication, and presentation skills
  • Ability to evaluate business trends and develop successful solutions that enhance business performance
  • Strong consultative skills and the ability to achieve corporate business objectives across functional boundaries
  • Salesforce.com and/or CRM productivity systems experience highly desired
  • Travel up to 15-20%
  • Upholds Choice Hotels' Values: Be Bold, Be Quick, Listen, Be Curious, and Show Integrity.



Your Team

This is a leadership role that will report to the Director, Corporate Accounts. You will have 3-5 direct reports and collaborate with cross-functional departments on a regular basis.

Your Work Location

As our Senior Manager, 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, with possible periodic travel in-person to our beautiful, state-of-the-art worldwide offices in North Bethesda, MD, or Scottsdale, AZ. Frequent nationwide travel will be required up to 15-20%of the time to visit conventions, franchisees, etc.

Salary Range

The salary range for this position is $102,345 to $124,207 annually. In addition to the annual salary, this role is eligible for an annual bonus based on the terms of Choice's Management Incentive Plan (MIP).

The pay range listed is for this position and is what Choice Hotels reasonably expects to pay. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee's pay position within the pay range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, and business or organizational needs.

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 nearly 7,500 hotels, representing nearly 630,000 rooms, in 46 countries and territories, with a range of high-quality lodging options from limited service to full-service hotels in the upper upscale, upper mid-scale, midscale, extended-stay, and economy segments. We're the hotel company for those who choose to bet on themselves - the underdog, 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, MD and St. Louis Park, MN as well as our technology center in Scottsdale, AZ, 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 more than 18,000 franchise owners, which propels us forward - giving our work at Choice a purpose larger than our business.

About Choice Hotels Financial Performance

Please click here to review the highlights of our latest financial results.

*** PLEASE NOTE: This role is not eligible for sponsorship ***

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

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...

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