Vice President, Franchise Sales Development

Choice Hotels International

. Set the strategic direction for the assigned Extended Stay sales organization .

Posted 10/23/2026full-timeRemote • United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates strong leadership in franchise sales and development, with a focus on strategic business planning, financial analysis, and relationship management. Proven ability to drive growth through effective sales strategies and team development within the hospitality industry.

Highest-signal resume keywords

Franchise Sales DevelopmentStrategic Business PlanningConsultative SellingFinancial AnalysisExecutive Communication

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentMarket AnalysisNegotiation SkillsFinancial AcumenSales Pipeline Management

Soft Skills

LeadershipRelationship BuildingCoachingInfluencingCollaboration

Tools & Technologies

Microsoft OutlookMicrosoft WordMicrosoft PowerPointMicrosoft ExcelCRM Applications

Industry Keywords

HospitalityHotel FranchisingFranchise DevelopmentMarket InsightsCompetitive Intelligence

About the role

Key responsibilities & impact

Set the strategic direction for the assigned Extended Stay sales organization
Develop and execute Market Area Strategic Business Plans using market insights, detailed modeling, financial analysis, and competitive intelligence
Drive growth through hotel conversions to Suburban Studios and MainStay Suites and new construction opportunities for WoodSpring Suites and Everhome Suites
Lead, coach, and develop six Regional Vice Presidents
Ensure consistent communication of the Choice Hotels and Extended Stay value proposition to prospective franchisees
Guide franchisees and development partners on financial programs, site-selection resources, and partnership opportunities
Partner with Real Estate, Franchise Performance, Franchise Administration, brand leadership, operations, and other stakeholders to advance franchise development opportunities
Oversee deal flow and contract and approval processes
Identify opportunities to upgrade or replace underperforming hotel inventory and support brand identity standards
Build relationships with developers, franchisees, lenders, financial partners, construction professionals, and other industry stakeholders
Monitor industry developments, competitive activity, economic conditions, and market trends
Lead competitive and SWOT analyses and translate insights into development strategies
Represent Choice Hotels at franchise development events, trade shows, industry meetings, and external forums
Travel throughout the assigned division to develop relationships and advance franchise opportunities
Attract, develop, engage, and retain high-performing franchise sales talent
Establish goals and quotas, provide coaching and performance management, and support career development for direct reports
Develop workforce and talent strategies and partner with Human Resources on recruiting and onboarding

Requirements

What you’ll need

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
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
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
Candidates must currently reside in the Eastern United States or be willing to relocate to the region

Benefits

Comp & perks

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
Home office work arrangement for designated Field/Remote roles
Virtual connection with Choice team members and leadership on Zoom
Possible required travel depending on the role