Position Summary

The Field Sales Manager is an individual contributor responsible for driving revenue growth within an assigned market by developing, managing, and expanding relationships with key local and regional accounts. This role executes sales strategies to increase brand share, grow mid-market segment production, and deliver measurable revenue results across the Choice Hotels portfolio. The Field Sales Manager partners closely with sales leadership and hotel stakeholders to translate market strategy into actionable account plans and consistent pipeline performance.

Key Responsibilities

Account Management & Development

• Identify, profile, and actively manage a portfolio of assigned accounts aligned with Choice Hotels brands

• Develop and execute strategic account plans to grow share, expand production, and penetrate new opportunities

• Build and maintain strong relationships with key decision-makers across local and regional levels

• Maintain accurate account intelligence, activity tracking, and reporting within CRM systems

Revenue Generation

• Drive mid-market segment business to Choice Hotels properties within the assigned territory

• Generate new business while expanding production within existing accounts

• Manage a robust sales pipeline and ensure timely conversion of opportunities to revenue

• Consistently meet or exceed assigned revenue and growth targets

Market Strategy Execution

• Execute market-level sales strategies defined by Field Sales leadership

• Represent Choice Hotels in the local business community, industry events, and networking forums

• Monitor competitor activity and market trends to identify risks and opportunities for growth

Hotel Partnership & Collaboration

• Partner with General Managers and property-level sales teams to align on account strategy

• Ensure hotels are effectively positioned to capture targeted business opportunities

• Provide actionable market insights and account intelligence to improve property-level performance

Performance & Reporting

• Track and report on sales activity, account performance, and pipeline health

• Analyze data and market insights to continuously refine sales strategies and improve outcomes

• Maintain discipline in forecasting and pipeline management processes

Qualifications

• Bachelor’s degree or an equivalent combination of education and work experience

• 3–6+ years of hotel sales, field sales, or related B2B sales experience

• Demonstrated success driving revenue growth and managing customer accounts

• Strong understanding of local market dynamics, customer segments, and competitive landscape

• Experience working across multiple hotel brands or properties preferred

• Proficiency in CRM systems and sales reporting tools

Salary Range

Earnings potential for this role is up to or above $100,000 in total cash compensation. This includes both the sales incentive plan and the annual base salary for the role. Sales incentives are variable based on performance.