About Choice Hotels

Choice Hotels International, Inc. is a leading hospitality company with a portfolio of world-class brands including Comfort Inn, Quality Inn, Radisson, Clarion, Cambria Hotels, and more. With over 7,000 hotels in 46 countries, Choice Hotels powers travel for millions through innovative loyalty programs like Choice Privileges and a commitment to exceptional guest experiences. As a publicly traded company (NYSE: CHH), Choice Hotels offers a dynamic environment for professionals passionate about the hospitality industry. Our Global Sales organization supports Fortune 1000 clients, government agencies, and major travel partners, driving revenue growth across our iconic brands.

Role Overview

The Director, Global Sales Planning & Analytics plays a pivotal role in Choice Hotels' success by partnering with the Global Sales team to optimize performance and revenue. This remote position in the United States oversees territory design, quota methodology, forecasting, CRM governance, performance analytics, and sales enablement. Leading a team of planners, analysts, and operations experts, you'll ensure analytical rigor and operational excellence, delivering insights that enhance go-to-market strategies for brands like Comfort Inn, Quality Inn, and Radisson. With a salary range of $163,544 - $192,405 annually, this role offers premium compensation and the chance to influence enterprise B2B sales in hospitality.

Key Responsibilities

People Leadership & Team Development

Lead, mentor, and develop a high-performing team of sales planners, analysts, and operations professionals. Foster a culture of data-driven decision-making, continuous improvement, and cross-functional collaboration. Serve as a strategic influencer at the Director level, aligning team goals with Choice Hotels' revenue objectives.

Sales Planning & Territory Design

Spearhead annual and mid-year territory design using firmographic analysis, historical data, and propensity scoring. Implement territory sizing, account stratification, and coverage models to optimize sales efficiency across Global Sales teams supporting Comfort Inn, Quality Inn, and Radisson properties.

Quota Setting, Compensation Modeling & Sales Capacity

Own quota-setting methodologies and allocations, partnering with Finance, HR, and Compensation to model incentives and simulate plan impacts. Conduct capacity planning to recommend hiring and resource strategies that meet aggressive revenue targets.

Forecasting & Performance Analytics

Drive monthly and quarterly forecasting with a focus on pipeline hygiene and accuracy. Build executive dashboards tracking bookings, revenue, pipeline coverage, and quota attainment. Perform root-cause analyses to deliver actionable recommendations.

CRM, Data Governance & Sales Enablement

Ensure CRM integrity in Salesforce, integrate external datasets, and standardize KPIs. Develop playbooks, templates, and training to empower sales teams with analytics-driven tools.

Qualifications & Requirements

Candidates need 7+ years of progressive experience in sales planning, operations, or analytics within enterprise B2B environments. Expertise in territory design, forecasting, and compensation modeling is essential, along with proven team leadership. Technical skills include advanced Salesforce proficiency, expert Excel, BI tools like Tableau or Power BI, SQL, and familiarity with tools like Xactly or Anaplan. A Bachelor’s degree in business, marketing, sales, or analytics is required, with strong commercial acumen, executive presence, and up to 10-20% travel. Hospitality experience with brands like Comfort Inn or Radisson is a plus.

Benefits & Perks

Choice Hotels provides a premium total rewards package, including a competitive salary of $163,544 - $192,405, performance-based incentives, and comprehensive health coverage. Enjoy employee discounts at thousands of Comfort Inn, Quality Inn, and Radisson hotels worldwide, plus wellness programs, 401(k) matching, paid time off, and flexible remote work. Our commitment to work-life balance includes parental leave and mental health resources.

Career Growth

At Choice Hotels, career advancement is a priority. This Director role offers visibility to senior leadership and opportunities to shape global sales strategies. Access leadership development programs, mentorship, and cross-functional projects. Many team members progress to VP-level positions, leveraging our growing portfolio and international presence.

Why Join Choice Hotels

Choice Hotels stands out in hospitality with innovative sales strategies supporting beloved brands like Comfort Inn, Quality Inn, and Radisson. Join a collaborative culture focused on data-driven growth, employee well-being, and industry leadership. With remote flexibility and hotel employee discounts, you'll thrive while advancing your career in a Fortune 1000-supported sales ecosystem.

Role FAQs

Q: Is this role remote? Yes, it's fully remote within the United States.

Q: What brands will I support? Global Sales serves clients booking Comfort Inn, Quality Inn, Radisson, and more.

Q: What's the salary range? $163,544 - $192,405 annually, plus incentives.

Q: Are certifications required? Relevant certifications in sales ops or analytics are a plus.

Q: How much travel is involved? Up to 10-20% for key meetings and events.