Regional Director of Sales, Franchise

 

POSITION PURPOSE AND SUMMARY

 

The Regional Director of Sales, Franchise, is responsible for driving revenue growth for participating franchise owners who have elected enhanced sales support services. This role blends proactive business development with strategic field level sales execution to identify, qualify, and win new 7+ night business opportunities. The Regional Director of Sales, Franchise acts as a dedicated B2B partner to franchise owners & operators--building relationships, generating leads, following up on all revenue producing opportunities, and developing market specific strategies to increase share and occupancy. The position requires strong consultative selling skills, disciplined pipeline management, and the ability to collaborate effectively with franchise owners, operations teams, and centralized ESA sales resources. The Regional Director of Sales, Franchise provides visibility, alignment, and a measurable revenue impact across their assigned franchise portfolio.

 

MAJOR / KEY JOB DUTIES

 

Business Development & Lead Qualification

• Identifies and qualifies 7+ night opportunities from high‑value targets using all available tools and internal lead sources.
• Assess business potential and customer needs in alignment with franchise hotel capabilities.
• Conducts proactive outreach to generate new opportunities and expands the sales pipeline.
• Maintains disciplined pipeline management to prioritize high‑value and time‑sensitive opportunities.

Field Sales & Account Growth

• Develop and executes market‑specific sales strategies for assigned franchise hotels.
• Builds and maintains relationships with local accounts and local contacts within national accounts.
• Follow up promptly on all inbound leads with revenue potential for franchise hotels.
• Identifies incremental revenue opportunities in the local market and pursue them using a consultative selling approach.
• Participate in team‑selling efforts with ESA's centralized sales teams when accounts overlap or require coordinated engagement.

Franchise Support & Collaboration

• Serves as a dedicated sales resource for participating franchise owners, providing visibility into opportunities, progress, and results.
• Coordinates handoffs between Regional Director of Field Sales, franchise owners, and ESA account managers as appropriate.
• Partners with operations, revenue management, reservations, and other internal teams to maximize revenue outcomes.
• Supports franchise owners in understanding market trends, need periods, and competitive opportunities.

Sales Activities & Reporting

• Schedules and facilitates client appointments, including property tours and virtual meetings.
• Documents all sales activities, opportunities, and revenue production in CRM daily.
• Utilizes sales technology, reporting tools, and performance metrics to guide strategy and decision‑making.
• Performs other duties as assigned.

Qualifications

 

KNOWLEDGE, SKILLS, ABILITIES & COMPETENCIES

 

Selling & Industry Expertise

• Strong B2B sales skills including prospecting, qualifying, consultative selling, and negotiation.
• Ability to sell effectively across multiple platforms (phone, virtual, in‑person).
• Knowledge of the hotel industry; extended stay experiences preferred.

Communication & Relationship Skills

• Excellent verbal and written communication skills.
• Strong interpersonal skills with the ability to build trust quickly.
• Effective presentation skills in one‑on‑one and small group settings.

Analytical & Technical Skills

• Ability to analyze market data, client information, and performance metrics to create targeted action plans.
• Proficiency in Microsoft Office (Word, Excel, PowerPoint) and CRM systems.
• Ability to conduct research and leverage data tools to uncover new opportunities.

Personal Attributes