JOB SUMMARY The Director, SMB and Local Markets will own a center of excellence (COE) focused on building programs, platforms and offers that help Choice Hotels and its franchisees sell to small and medium businesses (SMBs). Key responsibilities will include the design of direct-to-market digital storefronts for customers, new business intelligence and prospecting tools for franchisees, and the management of outsourced remote sales teams. The director will lead a team of 5-7 employees in addition to multiple vendor resources, and will be responsible for overseeing double-digit revenue growth targets on an annual base of ~$60M. RESPONSIBILITIES: COE Leadership & Strategy + Establish and lead the SMB & Local Markets COE: set vision, operating model, roadmaps and success metrics to scale SMB programs across Choice and franchisees. + Define multi-year strategies to drive double-digit revenue growth, expand SMB wallet share and increase franchisee-led sales effectiveness. + Works across Marketing, Distribution, and Advanced Analytics to assess market opportunities within SMB as well as competitive challenges and advantages. + Provides formal and informal coaching, mentorship, and performance management to drive operational excellence and career growth for 5-7 COE employees. Commercialization & Financial Accountability + Own P&L-relevant outcomes for the COE: revenue growth, unit economics, CAC, conversion, retention and margin on SMB programs. + Develop monetization strategies for key franchisee-facing tools and platforms. + Partner with Finance to build and maintain financial models, forecasts and scenario plans supporting program investments and vendor economics. + Present regular performance reports and strategic updates to senior leadership, including growth opportunities and risk mitigation plans. Platform Development & Management + Own the design, delivery and continual improvement of direct-to-market digital storefronts that make it easy for SMB customers to discover, book and manage stays. + Partner with Product, Engineering, UX and Distribution to define platform requirements, prioritize features, and drive agile releases. + Develop business intelligence, prospecting and outreach tools that empower franchisees to identify, target and convert SMB customers (e.g., lead lists, firmographic/behavioral scoring, outreach templates, CRM workflows). Outsourced Remote Sales Management + Own the strategy, vendor selection, onboarding and performance management of outsourced remote sales teams that execute high-volume SMB outreach and conversion. + Define KPIs, SLAs, scripting, training and QA processes for remote teams; monitor performance and drive continuous improvement through coaching and process changes. + Ensure seamless handoffs between remote teams, franchisees and Choice operations to optimize customer experience. QUALIFICATIONS: Employment Experience + 7+ years of progressive experience in product, channel, or commercial leadership with a significant focus the SMB segment, ideally within the travel or technology sectors + Experience managing outsourced/remote sales functions and operating in a franchise or multi-owner environment strongly preferred Technical Skills + Strong product and technical acumen: experience with e-commerce platforms, reservation systems, payment gateways, and CRM integrations (Salesforce preferred). + Advanced Excel skills and comfort with analytics tools (Tableau, Power BI, SQL). + Familiarity with marketing automation and lead-generation platforms preferred. Additional Skills & Competencies + Ability to travel up to 10-20% to support franchise programs, vendor management, and market rollouts. #LI-REMOTE + Strategic leader with strong commercial judgment, data-driven decision making, and an operator’s bias for execution. + Excellent stakeholder management, written and verbal communication skills; comfortable briefing senior leaders and franchisee executive audiences. + Strong project management abilities: able to run concurrent complex initiatives and manage cross-functional timelines and dependencies. + Franchisee-centric mindset and collaborative approach to working with multi-party ecosystems. Education Requirements + Bachelor’s Degree in business administration, marketing, sales or related field preferred Salary Range The salary range for this position is $ 163,544 - $192,405 annually. In addition to the annual salary, this role is eligible for an annual bonus based on the terms of Choice's Management Incentive Plan (MIP). Choice prioritizes our associate wellbeing by offering a comprehensive benefits program that is both competitive and flexible to help you achieve your wellbeing goals - here are just a few: + Competitive compensation and benefits, including medical, dental, and vision coverage + Leave and paid time-off for holidays, vacation, personal, family, volunteer, sick, jury duty, bereavement, military, and religious observance + Financial benefits for retirement and health savings + Employee recognition programs + Discounts at Choice hotels worldwide About Choice Choice Hotels International, Inc. (NYSE: CHH), is one of the largest lodging franchisors in the world. With 7,500 hotels in 45+ countries and territories, we offer a range of high-quality lodging options in the upper upscale, upper midscale, midscale, extended stay, and economy segments. We’re the hotel company for those who choose to bet on themselves — the striver, the dreamer, the entrepreneur — because that’s who we are, too. At Choice, we are united by the simple belief that tomorrow will be even better than today — for associates, our company, and our franchisees. At our worldwide corporate headquarters in North Bethesda, Maryland, at our technology center in Scottsdale, Arizona, and through our associates around the globe, every voice is heard and every idea is listened to, no matter what area of the company they come from. We are united in supporting the entrepreneurial dreams of our thousands of franchise owners, which propels us forward — giving our work at Choice a purpose larger than our business. Our corporate office locations: North Bethesda, MD — Located at Pike & Rose (https://pikeandrose.com/) , our worldwide headquarters is less than 15 miles from Washington, D.C., one block away from the North Bethesda Metro station, with easy access to I-495, complimentary parking, electronic charging stations, restaurants and retail. Scottsdale, AZ — Located at the northwest corner of Loop 101, the Scottsdale office is home to our technology, eCommerce and customer service organizations, with easy access to complimentary parking, electronic charging stations, restaurants and retail. Minneapolis, MN — Select roles are based in our Minneapolis office on Highway 394, near the intersection with Highway 100, only five minutes from downtown. Field/Remote — Select roles designated as field/remote will require associates to work from a home office, connecting virtually with Choice team members and leadership on Zoom, with possible required travel depending on the role. Choice’s Cultural Values Welcome and Respect Everyone | Be Bold | Be Quick | Listen | Be Curious | Show Integrity Choice’s Leadership Principles Act with Intention | Lead with Authenticity | Grow & Deliver