Commercial Franchise Sales Director

Key Responsibilities 

Strategic Partnership & Performance 

• Serve as the primary commercial point of contact for key ownership groups and assigned franchise hotels, providing consultative guidance across sales and revenue channels. 

• Analyze property-level and market performance (STR, Agency 360, RFP activity, lead conversion, GSO production, and channel mix) to identify opportunities and develop tailored action plans for hotels. 

• Act as the driver between Global Sales and other parts of the commercial engine in support of franchise hotels and brands. 

• Co-Facilitate quarterly or bi-annual performance reviews with large ownership groups, aligning revenue goals and success metrics. 

• Partner with Revenue Management, Distribution, Effectiveness, Marketing, Loyalty, and Brand teams to address performance gaps and implement revenue optimization strategies. 

Franchise Engagement & Enablement 

• Increase hotel engagement with brand tools, programs, and initiatives (e.g., Customer Connection Week, TravelPass Planner Perks, Government Ready, Business Case initiatives, lead response). 

• Coach hotels on best practices for local market selling, lead response, and proactive business development. 

• Support hotels in leveraging available marketing and distribution platforms to improve visibility and conversion. 

• Assist hotels in closing business where applicable for both local and GSO sales accounts. 

Cross-Functional Collaboration 

• Act as a connector between franchise hotels and corporate functional teams, escalating needs and sharing insights from the field. 

• Contribute to the development of brand-level tools, templates, and playbooks that simplify commercial execution for owners and hotel teams. 

• Participate in cross-functional initiatives to pilot and scale commercial programs that drive incremental revenue. 

Reporting & Accountability 

• Track and report on follow through portfolio performance metrics, engagement levels, and action plan outcomes. 

• Maintain accurate records of property interactions, opportunities, and initiatives through the CRM and internal tracking systems. 

• Support corporate reporting by providing data-driven insights and success stories from the field. 

• Document key takeaways and actionable items from property visits that will be communicated to franchise operations and other key stakeholders. 

Qualifications 

• Bachelor's degree in business, Hospitality, or related field preferred. 

• Minimum 5–7 years of experience in hotel sales, revenue management, or commercial strategy, ideally within a multi-unit or franchise environment. 

• Experience in working with and managing large ownership groups 

• Strong analytical, consultative selling, and presentation skills. 

• Demonstrated ability to influence without authority and build trusted relationships with diverse ownership groups. 

• Ability to travel up to 30% to support assigned hotels and attend corporate or brand events. 

• Ability to multi-task and manage a high volume of demand in a fast-paced environment. 

• Ability to pivot and focus on prioritization of tasks and initiatives. 

Success Measures 

• Year-over-year growth in revenue and market share across assigned portfolios. 

• Increased participation in brand programs and initiatives. 

• Improved owner engagement and satisfaction. 

• Effective cross-functional collaboration and measurable impact on commercial performance.