Vice President, Franchise Sales Development

Vice President, Franchise Sales Development
- Extended Stay### Vice President, Franchise Sales Development
- Extended StayApply: Field/Remote: Full time: Posted Yesterday: R22624Vice President, Franchise Sales Development
- Extended Stay Location: This position is open to candidates currently residing in the Eastern United States or those willing to relocate to the region. JOB SUMMARY The Vice President, Franchise Sales & Development
- Extended Stay provides strategic leadership to drive franchise growth across Choice Hotels’ Extended Stay portfolio. The role leads the development and execution of Market Area Strategic Business Plans aligned with the broader Franchise Sales strategy and corporate business objectives and is accountable for achieving growth goals through hotel conversions and new construction. This leader manages six Regional Vice Presidents supporting either the East or West Division, providing direction, coaching, and accountability to achieve and exceed sales goals and quotas. The Vice President builds and leverages relationships with developers, franchisees, industry partners, and internal stakeholders to strengthen the development pipeline and advance high-quality franchise opportunities. The role also serves as a senior representative of Choice Hotels within the hotel development community. RESPONSIBILITIES *Sales Strategy & Execution*
* Set the strategic direction for the assigned Extended Stay sales organization, establishing objectives aligned with Franchise Sales strategy and broader corporate business priorities.
* Lead the development and execution of Market Area Strategic Business Plans using market insights, detailed modeling, financial analysis, and competitive intelligence.
* Drive achievement of Extended Stay growth goals through conversions of existing hotels to Suburban Studios and MainStay Suites and new construction opportunities for WoodSpring Suites and Everhome Suites.
* Lead, coach, and develop six Regional Vice Presidents, establishing clear goals and accountability for execution of business plans and achievement of sales quotas.
* Ensure consistent and compelling communication of the Choice Hotels and Extended Stay value proposition to prospective franchisees.
* Guide franchisees and development partners in identifying financial programs, site-selection resources, and potential partnership opportunities.
* Partner with Real Estate, Franchise Performance, Franchise Administration, brand leadership, operations, and other internal stakeholders to advance franchise development opportunities and improve the quality of deals entering the pipeline.
* Oversee deal flow and the contract and approval process, facilitating coordination across internal functions to support timely information flow and application processing.
* Partner across the organization to identify opportunities to upgrade or replace underperforming hotel inventory and support brand identity standards.
* Build collaborative relationships across organizational lines to identify and execute growth opportunities for Extended Stay brands and Choice Hotels. *Industry & Market Strategy*
* Develop and maintain a strong pipeline of franchise development opportunities by effectively leveraging sales, market, and resource tools.
* Build and maintain senior-level relationships with franchisees, developers, lenders, financial partners, construction professionals, hotel-development organizations, and other industry stakeholders.
* Monitor industry developments, competitive activity, economic conditions, and market trends to identify opportunities and risks affecting Extended Stay development.
* Lead competitive and SWOT analyses across assigned markets and translate insights into actionable development strategies.
* Represent Choice Hotels at franchise development events, trade shows, industry meetings, and other external forums.
* Actively participate in relevant professional and industry organizations, strengthening Choice Hotels’ visibility and relationships within the development community.
* Establish credibility as an internal and external subject-matter leader in Extended Stay franchise development.
* Travel throughout the assigned division to develop relationships, advance franchise opportunities, and maintain a strong understanding of local markets. *Talent Management*
* Attract, develop, engage, and retain high-performing franchise sales talent capable of delivering current and future growth objectives.
* Establish clear, measurable goals and quotas for Regional Vice Presidents and maintain accountability for results.
* Provide regular coaching, feedback, recognition, and performance management to strengthen individual and team effectiveness.
* Develop workforce and talent strategies that ensure the organization has the capabilities and capacity needed to achieve growth objectives.
* Partner with Human Resources and leadership in recruiting, interviewing, selecting, and onboarding Franchise Sale