Job Information
Choice Hotels Senior Director, Sales Planning & Analytics in Rockville, Maryland
In the hospitality industry, people matter.
Choice Hotels International, Inc. (NYSE: CHH) is one of the largest lodging franchisors in the world. Choice currently franchises more than 7,100 hotels, representing nearly 600,000 rooms, in more than 40 countries and territories. Ranging from limited service to full-service hotels in the upscale, midscale, extended-stay and economy segments, the Choice family of hotel brands provides business and leisure travelers with a range of high-quality lodging options throughout the United States and internationally.
At Choice Hotels, we welcome and respect your voice while fostering a culture that empowers you to learn, grow, and make an impact. We are at an exciting intersection of the hospitality and franchising sectors, fueled by the power of technology.
For more information on Choice Hotels, visit the company’s website: www.choicehotels.com.
Senior Director, Sales Planning & Analytics
The Senior Director, Sales Planning and Analytics position plays a pivotal role in the evolution of Choice’s Global Sales Strategy and Operations (SS&O) organization. He/she will be responsible for leading all sales planning activities, including but not limited to sales forecasting, goal setting, and operational enablement and optimization. With the latter, he/she will establish new standard operating processes including reporting performance metrics with salesforce expansion/optimization. Additionally, the role will drive continuous process improvements to eliminate frictions in the sales lifecycle. Lastly, he/she will be responsible for establishing the sales analytics and reporting competencies in supporting Global Sales efforts. He/she will drive ad-hoc business analysis around performance trends to provide sales/performance insights and drive relevant conversations to determine necessary course corrections. The role will also be responsible for maturing Global Sales reporting and partner with Business Intelligence and the Technology team to maintain data integrity and management. He/she will also serve as the key storyteller in reporting out Global Sales performance metrics to the executive team, Board, and partners.
This is a leadership position with up to 6 direct reports. Key partners will include Compensation, Business Intelligence, Technology team, GS Sales leadership, Sales Administration, Sales Strategy and Enablement, and Inside Sales and RFP.
Primary Duties and Responsibilities
Sales Planning:
Establish annual performance targets and quotas and cascading those topline numbers down to sales leadership and sellers
Work with Compensation team to establish annual compensation plans that create the right goals and corresponding incentive structure and actively participating in compensation reviews
Drive budget planning and reforecasting
Drive regular performance review conversations with the Sales Leadership to assess performance and course corrections; cadence to be determined
Establish appropriate SoPs on sales crediting, account swapping, etc.; These will be operationalized in partnership with the Sales Administration team
Lead operational enablement in establishing the processes/SoPs, performance metrics, and technology support as Global Sales expand and partnering with Sales Administration to operationalize this
Drive continuous process improvements to reduce frictions in the sales lifecycle
Sales Analytics:
Partner with Technology, Business Intelligence, and Sales Administration to establish/enhance the necessary data structure and reporting platform that would enable ad-hoc sales analytics and reporting of performance trends; Work with them to resolve any data discrepancies
Leverage first and third-party data to identify potential growth opportunities and work with Sales Strategy to lay out the necessary strategy and tactics to capture those opportunities
Provide ad-hoc business analysis to better understand performance trends and the underlying root cause behind any performance anomalies
Support Cambria sales analytics needs given the importance of Cambria performance
Mature the report out of Global Sales performance reporting to ensure comprehensive and accurate depiction of Choice’s midweek performance against fair share; This includes owning the definition of revenue source categorization, such as groups.
Serve as the main storyteller of Choice’s Global Sales performance to leadership, Board, and partners; This includes creating and delivering effective presentations to leadership team.
Improves internal monitoring and assessment activities to better track the sales process across global sales teams and to enable sales teams to more easily progress through the sales process.
Talent Development & Management:
Recruit, develop/coach talent to nurture professional growth and to fulfill department’s responsibilities and deliverables.
Dedicate time for new employee ramp and training and establish a following with subordinates.
Qualifications
BA/BS degree required; MBA from top business school strongly desired.
15+ years of successful B2B sales strategy, planning, and analytics experience preferred.
Experience in driving operational enablement/rollout and optimization
Experience in driving sales performance reviews and holding the salesforce accountable to sales targets
Experience with business analytics tools, such as Tableau, SAS, and Python desired
Experience using Salesforce or other competitive CRM solution in managing the sales lifecycle.
Significant track record of successfully leading a team and coaching direct reports.
Ability to travel up to 15%
The Person
Strategic thinking and problem solving with attention to details
Ability to take high-level directions from leaders and work independently as well as collaboratively to drive business results
Self-driven with minimal oversight necessary
Ability to influence, negotiate and effectively drive consensus amongst business and IT stakeholders across the organization
Demonstrated results in working in a matrixed environment
Ability to effectively craft and deliver high-impact presentations to upper management
Ability to effectively listen to key stakeholders and ask insightful questions
Ability to multi-task on numerous high priority tasks simultaneously
Ability to model Choice’s Cultural Values: Welcome and Respect Everyone, Be Bold, Be Quick, Listen, Be Curious and Show Integrity.
CONNECT THE WORLD THROUGH THE POWER OF HOSPITALITY
We bring together the people, brand and technology that enable the success of others – welcoming every guest, every partner, everywhere their journey takes them.
Visit http://careers.choicehotels.com to learn more.