Vice President, Franchise Sales Development – Cambria (Remote) | Choice Hotels

February 21, 2024

Job Description


Who are we looking for?

Choice Hotels, one of the world’s largest lodging franchisors, has an exciting new opportunity as our Vice President, Franchise Sales Development – Cambria on the Franchise Sales – Upscale team. This team is responsible for meeting and exceeding growth goals through primarily new construction projects as well as adaptive reuse of existing buildings and sourcing new construction projects within the US and Canada for Cambria Hotels. As a leader of this team, you will contribute to the development and growth of the Market Area Strategic Business Plan and execute against the plan by managing, coaching, and mentoring a team in sourcing franchisees, developing relationships and networking with developers, third party management companies, lenders, brokers, and industry groups, etc.

Are you experienced in consultative and value-based sales (President’s Award winners, a plus)? Do you have exceptional leadership skills and acumen in hospitality feasibility strategy and hospitality real estate development? We invite you to apply today for our Vice President, Franchise Sales Development – Cambria role today and #MakeItYourChoice.

Your Responsibilities


  • Understand the role of the department in the overall corporate strategy and set objectives that are aligned with this role. Assist in determining overall strategic direction and business contribution of the department.

  • Communicate the Choice Hotels value proposition to prospective franchisees.

  • Lead the development of Market Area Strategic Business Plans.

  • Manage, guide, and coach a team of Regional Vice Presidents on implementing and executing plans to achieve and exceed goals/quotas in their respective Market Areas.

  • Assist franchisees with identifying financial programs and site selection.

  • Ensure effective collaboration and facilitation with the Franchise Performance Department, Franchise Administration, and other internal groups.

  • Communicate and manage internal relations with Area Directors and other internal departments to foster growth opportunities for the assigned brand and Choice Hotels overall.

  • Manage the deal flow and contract/approval process while collaborating with Franchise Administration and other internal resources to ensure timely information flow and application processing.

  • Work and collaborate with the brand leaders and operations team to ensure the quality of the deals brought into the pipeline.


  • Ability to use sales and resource tools to develop appropriate pipeline opportunities.

  • Travel to meet and network with key clients.

  • Monitor direction and growth of the business, industry developments and market trends.

  • Build relationships in Finance, Construction, Hotel Development, and other related communities. 

  • Actively participates in professional and industry groups and is recognized internally with Choice Hotels and externally in the marketplace as an “expert”.

  • Represent Choice Hotels at franchise-related events, trade shows, etc.


  • In collaboration with senior leadership and Human Resources, develop and execute a plan for attracting, retaining, training, and developing top industry talent to meet current and future business objectives.

  • Actively participate in the interviewing and hiring process for Franchise Sales positions; supports successful functional on-boarding of new associates.

  • Develop clear and measurable goals for direct reports; manages achievement of goals/quotas; provides regular coaching and feedback; rewards strong performance and addresses performance issues promptly and consistently.

  • Collaborate with direct reports on their professional development and growth.

Your Experience, Skills & Competencies

  • Minimum of 4 years of sales team management experience required after minimum of 8-10 years of hospitality franchise sales and development experience.

  • Prior business-to-business sales experience in the hotel industry, hospitality, franchising, or related field preferred.

  • On property “hotel” experience in operations or sales is a preferred.

  • Bachelor’s Degree in Business, Marketing, or related field is preferred.

  • Demonstrated success in meeting or exceeding goals/quotas and driving business results. 

  • Broad based business acumen and ability to collaborate with business leaders across organizational lines.

  • Executive presence with strong leadership skills

  • Excellent communication, presentation, and interpersonal skills.

  • Strong negotiation and influencing skills.

  • Strong analytical skills.

  • Demonstrated knowledge of hotel Industry and competitive brands, as well as Choice Hotels’ brands, sales and marketing strategies and service offerings.

  • Proficient in the use of MS Office applications such as Outlook, Word, PowerPoint, and Excel. Prior experience using CRM applications is desirable.

  • Ability to travel throughout the US and Canada up to 75% of the time.

Your Team

This is a leadership role that will report to the Senior Vice President, Franchise Sales Development – Cambria. You will have 7 direct reports and collaborate with cross functional departments on a regular basis.

Your Work Location

As our Vice President, Franchise Sales Development – Cambria Brand, you will be a remote-based associate, working from your home office. You will be required to connect virtually with Choice team members and leadership on video via Zoom, with possible periodic travel in-person to our beautiful, state-of-the-art worldwide offices in North Bethesda, MD, Scottsdale, AZ, or St. Louis Park, MN. Frequent nationwide travel will be required 75% of the time to represent Choice Hotels at industry group events, franchise-related events, trade shows, etc.

About Choice

Choice Hotels International, Inc. (NYSE: CHH) is one of the largest lodging franchisors in the world. With nearly 7,500 hotels, representing nearly 630,000 rooms, in 46 countries and territories as of September 30, 2022, the Choice® family of hotel brands provides business and leisure travelers with a range of high-quality lodging options from limited service to full-service hotels in the upper upscale, upper mid-scale, midscale, extended-stay, and economy segments. The award-winning Choice Privileges® loyalty program offers members a faster way to rewards, with personalized benefits starting on day one. For more information, visit

At our worldwide corporate headquarters in North Bethesda, MD and St. Louis Park, MN as well as our technology center in Scottsdale, AZ, and through our associates around the globe, we keep Choice Hotels thriving by serving as a champion for our franchisees and providing cutting-edge technology.

About Choice Hotels Financial Performance

Record total revenues grew 10% to $1.5 billion for full-year 2023 compared to the same period of 2022. Adjusted EBITDA for fourth quarter 2023 increased 11% to $125 million from the same period of 2022. Fourth quarter 2023 adjusted diluted EPS increased 14% to $1.44 compared to the same period of 2022. Please click here to review highlights of our Fourth Quarter and Full-Year 2023 Results.

*** PLEASE NOTE: This role is not eligible for sponsorship ***


Ability to model Choice’s Cultural Values: Welcome and Respect Everyone, Be Bold, Be Quick, Listen, Be Curious and Show Integrity.