Global Sales Manager – Groups, MICE
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Job Description
Global Sales Manager responsible for driving revenue growth through strategic customer relationships at Choice Hotels. Cultivating account revenue and executing tailored sales strategies.
Responsibilities:
- 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
- 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
- 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
- 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
Requirements:
- 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
- Bachelor’s degree or an equivalent combination of education and relevant work experience
- Ability to travel 25–50% depending on business needs
- Must reside within 30 miles of a major airport
Benefits:
- 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
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