JOB SUMMARY:
Lead as the commercial business owner for Choice Hotels' international qualified vendor and procurement partnership portfolio, driving franchisee value, supplier growth, and procurement-related revenue across global markets. This role manages strategic vendor relationships, supports international contract negotiation and administration in partnership with the U.S. contracting team, commercializes monetizable technology opportunities, and aligns vendor programs with regional business priorities.
KEY RESPONSIBILITIES:
Account Management & Vendor Relationships
Own and grow a portfolio of international vendor partnerships that generate procurement-related revenue, serving as the primary business relationship owner for account strategy, performance management, issue resolution, and value delivery.
Identify, recruit, and onboard new vendor partners that can scale with Choice’s international growth, expand franchisee value, and support consistent product and service delivery across markets.
Act as an escalation point for vendor issues, ensuring timely resolution and a strong customer experience.
Contract Negotiation & Management
Negotiate and manage complex international contracts, ensuring favorable commercial terms, scalability, and protection of Choice's brand and revenue.
Draft, review, and maintain contract documentation; track renewal dates, deliverables, and compliance obligations across the vendor portfolio.
Serve as the primary point of contact for contract-related questions, amendments, and disputes with vendors and internal stakeholders.
Leverage Choice's scale to secure favorable contract terms while maintaining a diversified vendor base to reduce single-source risk.
Cross-Functional Leadership
Partner with Regional Leadership and International Operations to align vendor programs, roadmaps, and value-realization plans with local market needs, while contributing commercial and account-level insights to broader strategic planning.
Coordinate with Brand, Franchise Development, Operations, Legal, Finance, and other internal stakeholders to ensure vendor programs meet brand, operational, financial, and compliance standards.
Financial Tracking & Revenue Assurance
Track and report international vendor revenue streams, including licensing income, procurement fees, rebates, and monetized technology revenue, maintaining accurate and timely portfolio records.
Monitor vendor financial performance and contract compliance; flag irregularities or revenue leakage and implement corrective actions.
Partner with Finance on pricing and commissioning structures, and support forecasting and business case development for new vendor programs.
Support revenue assurance and audit readiness by partnering with Finance and internal stakeholders on billing operations, revenue validation, compliance oversight, and financial controls.
QUALIFICATIONS:
Employment Experience
At least 10 years of experience in strategic partnership management, contract negotiation, vendor management, business development, or revenue-generating commercial programs in an international, hotel franchise, or multi-market environment.
Technical Skills
Excellent contracting, contract administration, and vendor portfolio management skills.
Ability to leverage AI-enabled tools and technologies to improve operational efficiency, decision-making, business processes, and vendor/account insights.
Proficient in Microsoft Word, Excel, and PowerPoint; experience with financial tracking, reporting, CRM, contract management, or project management tools preferred.
Strong analytical, organizational, and project management skills, with the ability to manage multiple vendor relationships, priorities, and deadlines.
Additional Skills & Competencies
Proven account management ability, including building and maintaining trusted, long-term vendor relationships.
Detail-oriented with a revenue assurance mindset, including tracking financial performance and catching discrepancies early.
Demonstrated ability to influence and coordinate across regional leaders, International Operations, brand teams, master franchisors, and internal Centers of Excellence.
Ability to identify growth opportunities and build actionable plans that expand vendor participation, increase franchisee value, and grow procurement-related revenue.
Excellent communication and stakeholder management skills; comfortable navigating cross-cultural business practices.
Experience conducting business across multiple countries, cultures, and regulatory environments preferred.
Education Requirements
SALARY RANGE:
The salary range for this position is $132,143 - $155,000 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).
WORK LOCATION:
This position is based at Choice Hotels’ North Bethesda, Maryland office. The selected candidate must be able to commit to this location requirement and adhere to the company’s hybrid work schedule, which consists of four days onsite and one day remote per week.
The pay range listed is for this position and is what Choice Hotels reasonably expects to pay. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee’s pay position within the pay range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, and business or organizational needs.
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:
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Competitive compensation and benefits, including medical, dental, and vision coverage
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Leave and paid time-off for holidays, vacation, personal, family, volunteer, sick, jury duty, bereavement, military, and religious observance
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Financial benefits for retirement and health savings
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Employee recognition programs
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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
