Commercial Strategy Manager

JOB SUMMARY:

The Commercial Strategy Manager partners with Choice’s channel sales, finance and analytics teams to develop rigorous commercial models, cost-of-sale analyses, market intelligence, and performance-tracking frameworks that inform multi-year contract negotiations with large travel partners (TMCs, workforce lodging intermediaries, etc.). This role provides deal economics, scenario modeling, and strategic counsel that help channel sellers evaluate pay-for-performance agreements, revenue-share structures, co-marketing awards, and other complex commercial levers. The Manager leads market sensing and competitive analysis of the travel intermediary/partner sector — assessing market share dynamics, emerging players, distribution models and partner economics — to help prioritize target partners and shape go-to-partner strategies. This Manager will also be instrumental in building sales portfolios/territories and recommending quotas for sellers based on historical performance and market upside.

RESPONSIBILITIES:

Commercial Modeling & Deal Economics

• Build robust, repeatable financial models for partner deal evaluation (multi-year P&L, cash flow, payback, NPV, IRR and sensitivity analyses).

• Model cost-of-sale, channel economics, rebate and incentive scenarios, and incremental margin impacts for a variety of contractual structures (revenue share, fixed-fee, CPA, hybrid models).

• Develop standard deal templates and model libraries to accelerate evaluation and ensure consistency across negotiations.

Territory & Quotas Planning

• Propose seller territories/portfolios for Choice’s Channel Partners organization, based on partner revenue history, growth prospects, and market upside.

• Recommend sales quotas and goals for assigned accounts within Channel Partners.

Market Analysis & Competitive Intelligence

• Own market sensing for the travel intermediary/partner sector: map market share, partner footprints, channel reach, distribution models (GDS, direct connect, aggregators), and commercial practices across TMCs, workforce lodging intermediaries, government travel partners and large aggregators.

• Identify emerging players, consolidation trends, and shifts in partner economics or customer access that could create new opportunities or risks.

• Translate market insights into prioritized partner targeting recommendations and recommended commercial constructs that reflect where partners deliver unique market access

• Maintain a library of partner profiles, benchmarking data and competitive intelligence to inform negotiation strategy and long-term partner portfolio decisions.

Performance Tracking & Post-Deal Analytics

• Design and maintain partner performance dashboards and scorecards that track realized vs. modeled outcomes (bookings, revenue allocation, conversion, cost per booking, ROI).

• Lead post-mortem analyses on closed deals to refine assumptions, improve models and capture learnings for future negotiations.

• Establish and monitor KPIs and triggers for contract review, escalation and renegotiation.

QUALIFICATIONS:
 

Employment Experience

• 5+ years of experience in channel sales, sales analytics, or consulting, ideally with experience in travel/hospitality, distribution, or related industries.

• Proven experience building models for multi-year commercial agreements and advising sales/negotiation teams on deal structure.

• Demonstrated experience conducting market research and competitive analysis in B2B sectors (ideally travel intermediaries/travel partners), and using those insights to shape commercial strategies.

Technical Skills

• Expert-level Excel skills (advanced modeling, VBA or macros a plus) and strong proficiency with scenario analysis and sensitivity testing.

• Comfortable with relational databases and experienced using BI/reporting tools (Tableau, Power BI, Looker) to surface partner performance and market insights.

• Familiarity with Salesforce or CRM data models and with basic statistical techniques used in forecasting and uplift analysis.

• Basic experience with financial valuation concepts (NPV, IRR, payback) and P&L analysis.

Additional Skills & Competencies

• Ability to travel up to 10-20% for leadership off-sites, sales kick-offs, and cross-functional planning sessions. #LI-REMOTE

• Strong commercial judgment, attention to detail and the ability to synthesize complex financial and market information into clear recommendations.

• Excellent stakeholder management and communication skills; proven ability to influence sales leaders and cross-functional partners.

• Comfortable presenting to senior leaders and participating in high-stakes commercial negotiations.

Education Requirements

• Bachelor’s degree in business administration, finance, economics or related field preferred

Salary Range 

The salary range for this position is $99,919 to $117,000 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). 

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

About Choice

Choice Hotels International, Inc. (NYSE: CHH), is one of the largest lodging franchisors in the world. With 7,500 hotels in 45+ countries and territories, we offer a range of high-quality lodging options in the upper upscale, upper midscale, midscale, extended stay, and economy segments. We’re the hotel company for those who choose to bet on themselves — the striver, the dreamer, the entrepreneur — because that’s who we are, too.

At Choice, we are united by the simple belief that tomorrow will be even better than today — for associates, our company, and our franchisees. At our worldwide corporate headquarters in North Bethesda, Maryland, at our technology center in Scottsdale, Arizona, and through our associates around the globe, every voice is heard and every idea is listened to, no matter what area of the company they come from. We are united in supporting the entrepreneurial dreams of our thousands of franchise owners, which propels us forward — giving our work at Choice a purpose larger than our business.

Our corporate office locations:

North Bethesda, MD — Located at Pike & Rose, our worldwide headquarters is less than 15 miles from Washington, D.C., one block away from the North Bethesda Metro station, with easy access to I-495, complimentary parking, electronic charging stations, restaurants and retail.

Scottsdale, AZ — Located at the northwest corner of Loop 101, the Scottsdale office is home to our technology, eCommerce and customer service organizations, with easy access to complimentary parking, electronic charging stations, restaurants and retail.

Minneapolis, MN — Select roles are based in our Minneapolis office on Highway 394, near the intersection with Highway 100, only five minutes from downtown.

Field/Remote — Select roles designated as field/remote will require associates to work from a home office, connecting virtually with Choice team members and leadership on Zoom, with possible required travel depending on the role.  

Choice’s Cultural Values

Welcome and Respect Everyone | Be Bold | Be Quick | Listen | Be Curious | Show Integrity

Choice’s Leadership Principles

Act with Intention | Lead with Authenticity | Grow & Deliver