Director, Corporate Accounts

JOB SUMMARY:

Directly manages a team of industry-based Corporate Sales Managers and Corporate Sales Executives responsible for growing Choice’s business-to-business corporate client base.  Exceptional mentor and coach for selling team identifying and leveraging room night growth in existing accounts, uncovers new opportunities, expert in selling through a structured sales process and responsible for delivering annual team room night targets.  Promotes adoption of an insights-based selling approach that balances relationship and value-based techniques, including effective leveraging of our systems and data sources (e.g., Tableau and Salesforce). Facilitates achievement of sales production, pipeline, and budgetary objectives through effective utilization of sales-related resources, including Sales Strategy and Operations, Inside Sales Support, Key Account and Marketing Programs, and international sales resources. 

RESPONSIBILITIES:

Strategic Sales Leadership

• Provide exceptional business leadership to drive superior results and exceed annual room night production goals

• Develop and oversee implementation of portfolio-based sales plans and strategies to bolster current account penetration and secure new business

• Coordinate deployment of Choice’s Corporate Sales Manager/Executive resources to achieve room night, revenue, and share shift objectives; regularly review priorities and adjust as required

• Support a disciplined cadence across the organization, including a consistent focus on the pipeline and proactive thinking; track, manage and achieve room night and pipeline objectives

• Focus sellers on the strongest potential and growth accounts; coach team to develop deeper relationships and networking opportunities

• Champion business transformation and change efforts in support of Sales and Marketing strategies

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 seller to foster individual growth and engagement; work to evolve seller 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

QUALIFICATIONS:

Employment Experience

• 5-7 years of sales management experience, preferably in the hospitality, travel or related services industry

• Demonstrable experience leading sellers responsible for large enterprise accounts

• Familiarity with a vertical/industry-oriented sales structure strongly preferred

• Proven track record of meeting or exceeding quota on large revenue targets

Technical Skills

• Proficiency working in a CRM, preferably Salesforce

• Familiarity with Microsoft Office products (e.g. PowerPoint, Word, Excel)

• Comfortable analyzing account and market data in platforms like Tableau to create actionable insights and recommendations

Additional Skills & Competencies

• Ability to travel up to 40–60% as required to meet with enterprise customers and attend industry conferences and events

• Location near a major city – within 30 miles of a major airport

• Exceptional leadership skills, including the ability to create a compelling vision, demonstrate flexibility in approach, define/lead change, and motivate others to achieve desired results

• Executive presence, polished presentation and negotiation skills, and the ability to engage at C-suite and procurement levels

Education Requirements