Regional Vice President, Franchise Sales Development

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

Job Summary

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

Choice Hotels

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Regional Vice President, Franchise Sales Development