About Choice Hotels

Choice Hotels International, Inc. is a leading hospitality company with a portfolio of world-renowned brands including Comfort Inn, Quality Inn, Radisson, Clarion, Cambria Hotels, and more. With over 7,500 hotels spanning 40 countries and territories, Choice Hotels empowers franchisees to deliver exceptional guest experiences while driving revenue growth through innovative sales strategies. As a remote-first employer, Choice Hotels offers flexible career opportunities for top talent to shape the future of the hotel industry.

Role Overview

The Senior Manager, SMB Sales Programs is a pivotal operational leadership role reporting to the Director, SMB & Local Markets. This position oversees the day-to-day management, performance, and continuous improvement of outsourced and remote sales teams targeting small and medium businesses (SMBs) on behalf of Choice Hotels franchisees. Blending people leadership, vendor management, program operations, and analytics, you'll drive predictable, high-volume SMB demand and measurable revenue growth for brands like Comfort Inn, Quality Inn, and Radisson.

This fully remote role in the United States offers up to 10-20% travel for leadership offsites, sales kick-offs, and planning sessions. With a salary range of $142,212 - $167,309 annually plus an annual bonus through the Management Incentive Plan (MIP), it's an ideal opportunity for seasoned sales operations professionals in hospitality.

Key Responsibilities

Program & Vendor Management

Own the end-to-end management of outsourced and remote sales vendors delivering inbound and outbound SMB sales. Lead vendor selection, contracting with SOWs, SLAs, and KPIs, onboarding, and performance governance via scorecards. Define commercial arrangements including budgeting, cost per lead, and performance guarantees in partnership with Procurement and Finance.

Franchisee-Facing Local Sales Offers

Design scalable, subscription-based local sales offers for franchisees, specifying scope, pricing, SLAs, reporting, and onboarding. Develop enablement materials like program guides, CRM workflows, and templates that integrate seamlessly with franchisee systems and Choice platforms. Serve as the primary operational contact for franchisee onboarding, queries, and escalations.

Business Development & Performance Tracking

Drive sales vendors toward key goals like customer acquisition and revenue growth. Monitor leading indicators such as lead volume, conversion rates, pipeline health, and ROI to shape program roadmaps and expansion strategies.

Operational Leadership & Workforce Management

Build workforce plans covering capacity, scheduling, shrinkage, and coverage. Oversee quality assurance, call monitoring, coaching, and agent certification. Maintain playbooks, scripts, objection handling guides, and escalation workflows for consistent sales execution.

Customer Experience & Incident Management

Uphold customer experience metrics like NPS for SMB and local customers. Lead incident resolution for issues like rate visibility or service complaints, performing root-cause analysis and remediation with partners. Ensure smooth handoffs between remote teams, franchisees, and hotel operations.

Qualifications & Requirements

To succeed in this role, candidates need 5+ years of experience managing sales teams or outsourced sales programs, preferably in hospitality, travel, franchising, or services industries. Experience designing subscription offers for franchisees and managing vendor performance in revenue-generating contexts is highly desirable.

Technical proficiency in Salesforce (or equivalent CRM), advanced Excel for modeling and scenario analysis, BI tools like Tableau or Power BI, and SQL for dashboards, reconciliations, and A/B testing is essential. Strong vendor negotiation, contract management, financial acumen, communication, and coaching skills are required. A Bachelor’s Degree in business administration, marketing, sales, or a related field is preferred. Willingness to travel up to 10-20% is necessary.

Benefits & Perks

Choice Hotels prioritizes associate wellbeing with a competitive and flexible benefits program. Enjoy a base salary of $142,212 - $167,309, plus eligibility for an annual bonus under the Management Incentive Plan (MIP). Comprehensive coverage includes medical, dental, and vision insurance. Additional perks feature hotel employee discounts across Comfort Inn, Quality Inn, Radisson, and other brands, enabling affordable stays for you and your loved ones. Flexible options help you achieve personal and professional wellbeing goals.

Career Growth

At Choice Hotels, career advancement is driven by performance and innovation. This Senior Manager role positions you for progression into director-level opportunities within SMB sales, franchise operations, or revenue management. Access leadership development programs, cross-functional projects, and exposure to senior stakeholders. With a focus on analytics and scalable programs, you'll build transferable skills for hospitality leadership.

Why Join Choice Hotels

Choice Hotels stands out in the hospitality sector by combining franchisee empowerment with cutting-edge sales programs. Work remotely while impacting iconic brands like Comfort Inn, Quality Inn, and Radisson. Benefit from a supportive culture, comprehensive wellbeing programs, and hotel discounts that make travel accessible. Join a team dedicated to predictable revenue growth and exceptional customer experiences in a thriving industry.

Role FAQs

Is this role remote?

Yes, this is a fully remote position in the United States, with up to 10-20% travel for offsites and planning.

What is the salary range?

The salary range is $142,212 - $167,309 annually, plus an annual bonus via the MIP.

Does Choice Hotels offer hotel discounts?

Absolutely—enjoy employee discounts at Comfort Inn, Quality Inn, Radisson, and other Choice brands worldwide.

What tools will I use?

Key tools include Salesforce CRM, Excel, Tableau/Power BI, and SQL for analytics and performance tracking.

Who does this role report to?

This role reports to the Director, SMB & Local Markets.