JOB SUMMARY
The Global Sales Manager – Oil & Gas is a client-facing role responsible for the strategic management and growth of a portfolio of key enterprise corporate accounts within an assigned vertical/industry. This role is focused on driving material incremental YOY revenue and share-of-wallet by strengthening executive-level relationships, leading complex negotiations and renewals, optimizing program performance, and delivering measurable ROI to customers. Individuals in this role will partner cross-functionally to ensure seamless delivery, lead Quarterly Business Reviews, mentor junior sellers, and represent Choice as the primary point of contact for strategic accounts.
RESPONSIBILITIES
Account Management
- Manage Choice relationships with approximately 30-35 large enterprise accounts within an assigned vertical/industry
- Lead preferred travel program negotiations and bids for groups, event and project RFPs
- Utilize a data driven approach, grow Choice’s share through hotel inclusion in assigned accounts preferred hotel program inclusion
- Lead the volume growth strategy and tactics for delivering hotel revenue from assigned accounts
- Develop account plans aligned with client goals and Choice’s corporate strategy
- Conduct executive-level Quarterly Business Reviews and strategic planning sessions that demonstrate business performance, pipeline opportunities, and incremental revenue strategies
Portfolio Planning & Administration
- Maintain accurate account and pipeline data in Salesforce; produce reliable forecasts and provide weekly/monthly revenue updates to leadership
- Account mapping for assigned accounts
- Participate in sales, brand, product and system training
- Develop and document account strategy, detailed action plan and specific activities
- Mentor, coach and provide development feedback to more junior members of the corporate sales team; share best practices and contribute to team capability building
Strategic Business Development
- Support targeted pursuit efforts for strategic, large-scale net-new accounts and enterprise RFP responses when required
- Collaborate with Corporate Sales Executives and other teams to transition new or growing accounts into managed portfolios
QUALIFICATIONS
Employment Experience
- 5+ years of B2B sales and strategic account management experience, preferably in the hospitality, travel or related services industry
- Demonstrable experience owning large enterprise accounts
- Proven track record of meeting or exceeding quota on large revenue targets
Technical Skills
- Proficiency working in a CRM, preferably Salesforce
- Familiarity with Microsoft Office products (eg. PowerPoint, Word, Excel)
- Comfortable analyzing account and market data in platforms like Tableau to create actionable insights and recommendations
Additional Skills & Competencies
- Ability to travel up to 40–60% as required to meet with enterprise customers and attend industry conferences and events
- Location near a major city – within 30 miles of a major airport
- Executive presence, polished presentation and negotiation skills, and the ability to engage at C-suite and procurement levels
- Strong written and verbal communication skills and comfort building and presenting customer-facing proposals and program ROI analyses
Education Requirements
- Bachelor’s Degree in business administration, marketing, sales or related field preferred
SALARY RANGE
The salary range for this position is $82,500 to $110,000 annually plus commission via participation in Choice’s Global Sales Incentive Plan.
BENEFITS
- 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