Director, Strategic Accounts and Distribution

Choice Hotels International Inc   •  

Phoenix, AZ

Industry: Manufacturing


5 - 7 years

Posted 29 days ago

In the hospitality industry, people matter.
That's why here at Choice we're always looking for exceptional people - people who will challenge us, make our team stronger, smarter and more complete. People who know how to roll up their sleeves and tackle the job at hand; who go the extra mile to get the job done - and done well.

At Choice we are looking for employees to connect the world through the power of hospitality - and we offer support, training and a collaborative workplace atmosphere that makes us a great place to bring together people, brands, and technology that enable success.

Who are we looking for? Maybe it's you.

The role…

The Director, Strategic Accounts and Distribution (internal title – Director, 3rd Party Distribution) is responsible for managing the operational and business performance of Choice’s strategic OTA, GDS, connectivity distribution partnerships. It requires the ability to strategically prioritize third party business opportunities, manage third partner connectivity enhancements or new connectivity (OTA, GDS, meta search partners) with partner and internal IT organization, effectively manage multiple projects and global connectivity rollouts, and work with global organizations.

Key areas of strategic focus will be in increasing incremental 3rd Party Distribution strategic business opportunities, , and focusing on improvements to Choice Hotels connectivity in these channels, including Direct Connections when appropriate. This role works with both internal and external partner teams to ensure health of the partnership and the connectivity and to resolve any significant challenges in each, in a timely manner, to minimize impacts to Choice Hotels and its franchisees.

This Director is also responsible for directly developing, managing and leading a team of 6-8 associates, comprised of Third Party Account Managers and a Connectivity Manager and work with them to identify new and innovative ways to take advantage of the benefits of our partnerships. The Director, Strategic Accounts and Distribution must ensure partner account strategies align with the overall company strategies for growth and provide optimal distribution opportunities for our franchisees.

This leader will also be responsible for optimizing processes as well as producing and analyzing the metrics required to understand performance of the distribution channels, effectively managing each partner’s performance, and assisting in optimizing cross-functional operational processes that impact the connectivity and business performance.

What you will do...

  • Optimization of Distribution products and connectivity
    • In collaboration with IT and partners, identify, prioritize and manage requirements to support either new connectivity or enhancements to increase revenue production through OTA, GDS, and meta search channels.
    • Evaluate the right type of connectivity (direct connect, switch, API) for new opportunities.
  • Oversight of Distribution Operations
    • Manage, lead and focus on optimizing operational efficiencies and effectiveness in managing third party partnerships and connectivity to increase revenue production and improve franchisee satisfaction.
    • Work with distribution partners and internal IT to resolve and remedy issues between third party connectivity and Choice systems in a timely fashion to ensure optimal flow.
    • Support Choice’s Internet Distribution Policy and rate parity agreements with partners and franchisees.
  • Oversight of all Strategic Account Management
    • Lead Account Management team in efforts to continually measure, monitor and analyze revenue performance; track progress and performance; and optimize opportunities for Choice 3rd party distribution partners and markets.
    • Identify performance trends and opportunities with new prospective partner programs and/or new partners in order to further expand and grow business.
  • Staff Management and Talent Development
    • Develops and leads high-performing team of Third Party Account Managers to expand and/or maintain Choice’s Third-Party Distribution channels.
    • Provide sufficient coaching, mentoring and training for new employees to quickly ramp up on Choice’s values, culture, and distribution systems.

Skills you have..

  • Bachelor’s degree or 8-10 years related experience in travel-related space preferred but not required
  • Minimum of 5 years of experience with solid knowledge of the digital travel distribution ecosystem, GDSs and/or third-party partnership experience management preferred but not required
  • Experience with account and/or vendor management of a large company
  • Minimum of 5 years experience managing, coaching, developing, and leading teams
  • Knowledge of Agile development methodology and product management; understanding of APIs.
  • Experience in project management
  • Experience and knowledge of Revenue Management principles and philosophies