JOB SUMMARY
The Director is responsible for the complete oversight and accountability of all deliverables associated with the growth of the RFP Response program, as well as Rate Enablement and Visibility, specifically targeting corporate transient accounts. This role is dedicated to enhancing current processes and driving performance improvements, with an emphasis on adopting and sharing best practices that contribute to the successful acceptance of RFPs. A key aspect of this position is supporting Choice Hotels’ revenue growth objectives by actively collaborating with Global Sales, Pricing and Rate Strategy, and Revenue Management teams. The primary focus is on increasing the adoption of the RFP Response program and the acceptance rate of RFPs, thereby supporting the company’s overall revenue generation efforts.
RESPONSIBILITIES
- Define the strategy, operational direction, and the annual roadmap for central RFP Response and rate load submissions. This includes oversight and growth of the RFP Response program and all associated backend processes to ensure seamless execution and alignment with organizational goals.
- Effective resource management and seasonal planning, ensuring that the team is adequately staffed and prepared to drive positive response, bid, and acceptance rates throughout the year.
- As a strategic partner to the Global Sales team, play a key role in increasing the company’s presence within corporate travel programs through active participation in RFPs.
- Establish key performance indicators (KPIs) and success metrics, closely monitoring corporate RFP performance and making course corrections to ensure objectives are met and outcomes are optimized.
- Develop and build dashboards to be shared with internal teams, including leadership, and proactively identify gaps and areas for optimization.
- Lead and coach a team of associates, including managers, with a focus on executing coordinated RFP and Rate Enablement activities.
- Resource planning and vendor management for offshore resources, ensuring optimal allocation and utilization to support business needs. Establish vendor relationships to oversee contractual obligations, including the financials and establish SLAs for performance monitoring.
- Identify, drive, and implement continuous improvement initiatives to enhance processes and deliver greater efficiency.
- Develop communication and training strategies and initiatives essential for driving successful outcomes with multiple internal and external stakeholders involved in the RFP and Rate Enablement programs.
QUALIFICATIONS
- Minimum of eight years of successful experience in process administration and/or operations management, including overseeing internal and outsourced talent and managing diverse teams and complex workflows.
- Prior experience in the hotel industry, travel management companies (TMC), or similar sectors is highly desirable.
- Working knowledge of RFP platforms and technologies such as Cvent/Lanyon, ReadyBid, Salesforce, etc.
- Proficiency in MS Office applications—including Outlook, Word, PowerPoint, and Excel.
- Broad understanding of various sales strategies and strong business acumen.
- Excellent analytical, communication, and presentation skills.
- Ability to drive cross‑functional collaboration and coordinate with a variety of functional areas.
- Track record of leading teams and coaching direct reports.
- Ability to allocate organizational resources efficiently and manage multiple projects.
- BA/BS degree required; advanced business degree preferred.
- PMP or similar certification preferred.
SALARY RANGE
The salary range for this position is $163,544 to $190,000 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).
BENEFITS
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