JOB SUMMARY
The Senior Sales Analytics Manager is a senior individual contributor responsible for analytical work that helps Choice Hotels' Global Sales organization understand performance, anticipate future results, and make informed sales planning decisions. The role develops scalable analytical methodologies across sales performance reporting, forecasting and scenario modeling, territory and vertical design, account coverage, capacity planning, and quota and goal setting. This position translates complex business questions into analytical approaches and recommendations that inform resource allocation and sales strategy. The role partners closely with Sales Operations and senior business stakeholders to define analytical requirements, validate methodologies, interpret results, and translate findings into actionable recommendations. This position has no direct reports.
RESPONSIBILITIES
Sales Performance Reporting & Analytics
- Lead the development and continuous improvement of analytical reporting that provides clear visibility into Global Sales performance.
- Analyze results across sellers, accounts, territories, verticals, segments, and channels to identify performance drivers, emerging risks, and opportunities.
- Establish consistent measures, calculation methodologies, and analytical standards that improve the reliability and usability of sales performance reporting.
- Synthesize complex analyses into concise insights and recommendations for business reviews and senior stakeholder decision-making.
- Identify and implement opportunities to make performance analytics more scalable, timely, and actionable.
Forecasting Insights & Scenario Modeling
- Develop forecasting methodologies and outlook models to estimate future sales performance and identify potential risks and opportunities.
- Build scenario models that quantify the implications of changes in business assumptions, market conditions, account movement, resource allocation, or sales strategy.
- Evaluate forecast accuracy, explain changes in outlook, and refine analytical methodologies as new information becomes available.
- Integrate historical performance, current business trends, and stakeholder inputs into forward-looking insights.
- Recommend actions based on expected outcomes and clearly articulate tradeoffs across alternative scenarios.
Sales Planning Analytics
- Lead analytical development supporting territory and vertical definition, account assignment, sales coverage, capacity, and portfolio design.
- Develop fact-based methodologies that balance business opportunity, workload, historical performance, strategic priorities, and available sales capacity.
- Develop quota and goal-setting methodologies that translate organizational objectives into appropriately supported targets across teams, sellers, territories, and accounts.
- Model alternative sales planning scenarios, quantify business impacts, and provide recommendations to support resource allocation and planning decisions.
- Validate planning outputs and maintain clear documentation of assumptions, calculations, methodologies, and analytical rationale.
Analytical Partnership & Functional Leadership
- Partner with Sales Operations to translate business requirements and planning decisions into defined analytical workstreams, deliverables, and review points.
- Serve as a subject matter resource for sales analytics, providing methodological guidance and quality review across reporting, forecasting, and planning work.
- Independently determine analytical approaches and solutions for complex business questions and present recommendations to senior stakeholders.
- Communicate analytical concepts in practical business terms, clearly distinguishing facts, assumptions, implications, risks, and recommendations.
- Share expertise across cross-functional teams and promote analytical rigor, consistency, and continuous improvement across Sales Planning & Analytics.
QUALIFICATIONS
Employment Experience
- 8+ years of experience in Sales Analytics, Sales Planning Analytics, Business Analytics, Forecasting, Strategic Finance, Consulting, or a related analytical field.
- Demonstrated experience developing complex performance reporting, forecasting methodologies, scenario models, and decision-support analyses.
- Experience supporting territory design, vertical or account segmentation, coverage and capacity planning, and quota or goal setting.
- Demonstrated ability to independently lead complex analytical workstreams from problem definition and methodology development through validation, interpretation, and recommendation.
- Experience translating complex analytical findings into recommendations for senior business stakeholders.
Technical Skills
- Advanced Excel skills, including forecasting, financial or business modeling, sensitivity analysis, and scenario modeling.
- Strong SQL skills with demonstrated experience analyzing large, complex datasets.
- Experience with Tableau, Power BI, or comparable business intelligence and visualization platforms.
- Experience with Salesforce reporting, CRM analytics, and sales performance measurement.
- Experience with sales planning and territory/quota management platforms, such as Anaplan, supporting territory design, capacity planning, goal setting, or resource allocation.
- Demonstrated ability to develop repeatable analytical methodologies and translate ambiguous business questions into structured analyses.
Additional Skills & Competencies
- Advanced analytical and problem-solving skills with the ability to evaluate complex or ambiguous business issues.
- Strong business acumen and the ability to connect analytical findings to sales strategy, resource allocation, and business outcomes.
- Ability to influence decisions through fact-based recommendations without direct authority.
- Strong written and verbal communication skills, including the ability to make complex analytical concepts understandable to senior business stakeholders.
- Demonstrated ability to work independently while building effective cross-functional partnerships.
Education Requirements
- Bachelor's degree in Business, Finance, Economics, Statistics, Mathematics, Analytics, or a related field, or equivalent combination of education and work experience.
- Advanced degree in a related field may be preferred.
SALARY RANGE
The salary range for this position is $115,000 - $135,000. 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
