Global Sales Manager - Groups & MICE

Job Summary

The Global Sales Manager – Groups & MICE is responsible for driving industry‑leading revenue growth across an account portfolio of approximately $10M+. This role focuses on cultivating strategic customer relationships, expanding market share, and executing tailored sales strategies that promote long‑term value and loyalty. As a key contributor within the Global Sales Organization, this individual proactively identifies growth opportunities, negotiates contracts, leverages industry insights, and collaborates cross‑functionally to increase room‑night revenue and strengthen Choice Hotels’ competitive position.

Key Responsibilities

Account Management

• Manage and nurture relationships with existing customers to identify opportunities for growth and expand account revenue.

• Maintain a deep understanding of customer needs; ensure satisfaction with Choice Hotels solutions and services.

• Monitor account performance, analyze customer trends and feedback, and develop strategies to maximize room‑night revenue.

• Lead customer retention efforts, including proactive communication, renewals, contract negotiation, and issue resolution.

• Conduct recurring business meetings, presentations, and planning discussions with customers to identify new value opportunities.

• Stay informed of industry and competitive trends to support account growth strategy.

Business Development

• Identify and research prospective customers through industry analysis, networking, and lead‑generation channels.

• Generate and qualify new business opportunities by assessing customer needs and positioning Choice’s brands and solutions accordingly.

• Cultivate and nurture leads throughout the sales cycle to convert high‑potential prospects into revenue‑producing accounts.

• Initiate contact with key decision makers via industry events, relationship networks, and outbound outreach.

• Conduct market research to understand customer industry dynamics, competitive threats, and emerging trends, using insights to refine sales strategy.

• Educate prospective customers on Choice Hotels’ brands and offerings, demonstrating value and solving customer challenges.

• Convert prospects into active, high‑performing accounts to expand the corporate customer base.

Account Administration

• Maintain accurate and up‑to‑date customer information within CRM systems (e.g., Salesforce), including contacts, history, activities, contracts, and interactions.

• Evaluate and report on account performance trends; provide proactive recommendations to ensure continued growth.

• Draft sales proposals, manage contract renewals, and support negotiation efforts for new or existing agreements.

• Participate in ongoing training across sales enablement, brand, product, systems, and processes.

• Conduct account planning: customer analysis, needs assessments, and relationship mapping with key decision makers and influencers.

• Define and document account strategy, action plans, and activities aimed at increasing room‑night revenue and market share.

• Prepare and deliver customer Quarterly Business Reviews (QBRs) and strategic planning sessions.

Qualifications

Experience & Skills

• Ability to travel 25–50% depending on business needs.

• Must reside within 30 miles of a major airport.

• Bachelor’s degree or an equivalent combination of education and relevant work experience.

• 5+ years of experience in sales, hospitality, travel, or related fields.

• Proficient with sales and analysis tools such as Salesforce CRM and (optional) TravelClick reporting systems.

• Demonstrated ability to independently manage a sales territory, prioritize multiple business needs, and drive toward revenue goals (aligned with Sales IC expectations for autonomy and pipeline ownership).

• Strong relationship‑building skills with a proven record of influencing customer decisions and growing account portfolios.

• Ability to interpret data, identify trends, and adjust strategies to meet or exceed targets.

• Excellent communication, negotiation, and presentation skills.

• Results‑driven mindset with strong initiative and self‑motivation.

• Strategic thinking and problem‑solving skills that support long‑term customer success.

• Customer‑centric orientation with the ability to build trust and maintain loyalty.

• Ability to collaborate cross‑functionally and operate effectively in a fast‑p