Regional Vice President, Franchise Sales Development

JOB SUMMARY

The Regional Vice President, Franchise Development is responsible for driving hotel portfolio growth across an assigned territory through the conversion of existing hotels and the sourcing of new construction opportunities for Choice Hotels brands, including Econo Lodge, Rodeway Inn, and Park Inn by Radisson. This role develops and executes a strategic market growth plan, builds and manages a robust pipeline of prospective franchisees, and cultivates relationships with hotel owners, developers, brokers, lenders, management companies, and other industry stakeholders. The position serves as a consultative sales professional who communicates the Choice Hotels value proposition, negotiates franchise agreements, and collaborates cross-functionally to achieve territory growth objectives and exceed development goals. The role operates with a high degree of autonomy and is accountable for delivering measurable franchise development results within the assigned market area

LOCATION: Washington, Oregon, Arkansas, Wyoming, Idaho, or Montana

RESPONSIBILITIES

Franchise Development & Sales Execution

• Develop and execute a territory-based strategic business plan focused on increasing hotel growth through franchise conversions and new construction opportunities.

• Build, manage, and maintain a strong pipeline of prospective franchisees to meet or exceed assigned development goals and performance targets.

• Identify, evaluate, and pursue qualified hotel conversion and new construction opportunities throughout the assigned territory.

• Communicate and demonstrate the value proposition, brand benefits, and growth opportunities associated with Choice Hotels brands.

• Conduct consultative, value-based sales discussions with hotel owners, developers, investors, and management companies.

• Negotiate franchise agreements and business terms that align with company objectives while creating value for prospective franchisees.

• Lead opportunities through the development lifecycle, ensuring timely completion of approvals, contracts, and onboarding requirements.

• Partner with Franchise Administration and other internal stakeholders to facilitate efficient application processing and contract execution.

• Leverage CRM systems, market intelligence, and sales tools to identify opportunities, manage pipeline activity, and support sales forecasting.

• Assist prospective franchisees in identifying available financing programs, site selection resources, and partnership opportunities.

• Collaborate with Franchise Performance, Operations, and Brand teams to support portfolio optimization, inventory upgrades, and brand compliance initiatives.

• Partner with brand leadership and operations teams to improve both the quality and long-term performance of hotels entering the development pipeline.

• Travel extensively throughout the assigned territory to develop relationships, evaluate opportunities, and represent Choice Hotels in the marketplace.

Market Strategy & Industry Engagement

• Conduct ongoing market assessments, competitive analyses, and SWOT evaluations to identify growth opportunities and market trends.

• Monitor industry developments, hospitality trends, and competitive activity to inform territory strategies and business planning.

• Develop and maintain relationships with developers, hotel ownership groups, lenders, brokers, consultants, architects, and construction professionals.

• Represent Choice Hotels at industry conferences, trade associations, franchise development events, and networking opportunities.

• Serve as a knowledgeable market expert and trusted advisor to prospective franchisees and industry stakeholders.

• Provide feedback and market intelligence to leadership to support strategic planning and territory optimization efforts.

QUALIFICATIONS

Employment Experience

• 5+ years of progressive sales, business development, franchise development, hospitality, or related commercial experience required.

• Demonstrated success in consultative, relationship-based, and value-oriented sales environments.

• Experience meeting or exceeding revenue, growth, or development goals in a quota-driven environment.

• Business-to-business sales experience within hospitality, franchising, real estate development, lodging, or related industries preferred.

• Hotel operations, hotel sales, franchise development, or hospitality industry experience preferred.

• Experience managing complex sales cycles and negotiating business agreements with senior decision-makers preferred.

Technical Skills

• Proficiency with Microsoft Office applications, including Outlook, Word, Excel, and PowerPoint.

• Experience utilizing CRM platforms, pipeline management tools, and sales tracking systems.

• Ability to analyze market data, financial information, and business opportunities to support informed decision-making.

• Skilled in presentation development, territory planning, and sales forecasting.

Additional Skills & Competencies

• Strong consultative selling and business development skills.

• Excellent negotiation, influencing, and persuasion capabilities.

• Exceptional verbal, written, and presentation communication skills.

• Strong relationship-building and networking abilities.

• Demonstrated strategic thinking and business acumen.

• Ability to work independently while effectively collaborating across functions.

• Strong analytical and problem-solving skills.

• Ability to manage multiple opportunities and priorities simultaneously in a fast-paced environment.

• Knowledge of the hotel industry, competitive lodging brands, franchise business models, and hospitality market trends preferred.

Education Requirements

• Bachelor's degree in Business, Marketing, Hospitality Management, Real Estate, or a related field or an equivalent combination of education and relevant work experience required.

• Advanced degree or industry-specific certifications are a plus

Additional Requirements

• Ability to travel up to 75% of the time.

• Valid driver's license and ability to travel throughout the assigned market area.

• Ability to attend industry events, conferences, and customer meetings as needed

SALARY RANGE

Earnings potential for this role is up to or above $400,000 in total cash compensation. This includes both sales commission and annual base salary for the role. Sales commissions are variable based on performance.