The Senior Director, Pricing Strategy leads the enterprise pricing analytics, forecasting, and revenue management technology functions to improve revenue performance across brands, regions, and individual properties. This leader establishes pricing strategy and guardrails, translates portfolio-level analysis into actionable property-level decisions, and oversees short-term and long-term revenue forecasting. The role leads the modernization of pricing, forecasting, and reporting capabilities through revenue management systems, analytics tools, and generative artificial intelligence. Working across Brand, Corporate Strategy, Advanced Analytics, Technology, and Finance teams, this position communicates pricing strategy and portfolio performance to executives, franchisees, and other stakeholders.
RESPONSIBILITIES:
Pricing Strategy, Analytics, and Forecasting
- Lead the enterprise pricing analytics function and identify demand, pricing, and revenue opportunities across the hotel portfolio at the brand, regional, and individual-property levels.
- Establish enterprise rate strategy and pricing guardrails by chain scale and brand, partnering with regional revenue management leaders to convert portfolio insights into property-level actions.
- Analyze rate, demand, price elasticity, competitive positioning, and market trends to identify pricing gaps and revenue opportunities.
- Own quarterly revenue forecasts across the enterprise, brands, regions, and properties, and partner with Advanced Analytics and Finance to develop annual forecasts.
- Quantify the effect of revenue-generating programs, commercial initiatives, and changes in market conditions on forecasted and actual performance.
- Build and maintain scorecards, dashboards, and diagnostic tools that provide timely visibility into pricing, demand, and revenue opportunities.
- Communicate pricing strategy, forecasts, portfolio performance, industry trends, and recommended actions to executives, franchisees, and cross-functional stakeholders.
- Apply generative artificial intelligence and modern analytics capabilities to accelerate insight generation, automate recurring analysis, and improve the speed and quality of decision-making.
Revenue Management Technology and Infrastructure
- Serve as the business owner for revenue management, pricing optimization, and rate management technologies.
- Establish and prioritize product roadmaps for new and enhanced pricing and analytics capabilities in partnership with Technology teams.
- Ensure that supporting data infrastructure provides reliable, detailed pricing and demand information across brands, regions, and properties.
- Lead the development and adoption of generative artificial intelligence-enabled tools that standardize and automate revenue tracking and reporting across commercial functions.
- Identify, pilot, and scale technology use cases that improve pricing, forecasting, reporting, and decision-making.
- Manage relationships, contracts, product use, and performance for third-party revenue management and data-service providers.
- Partner with Finance to evaluate competitive pricing for systems and services and manage the associated profit-and-loss responsibilities.
People and Organizational Leadership
- Lead, coach, and develop a team responsible for pricing analytics, forecasting, and revenue management technology.
- Establish team priorities, workforce plans, operating objectives, and performance expectations that support departmental and enterprise goals.
- Build an effective team structure and ensure the capabilities and resources necessary to deliver planned results.
- Provide management guidance and functional expertise to direct reports, cross-functional partners, and adjacent teams.
- Build collaborative relationships across Brand, Corporate Strategy, Advanced Analytics, Technology, Finance, Revenue Management, Marketing, and Sales.
- Anticipate complex operational and financial challenges, determine appropriate actions, and position the function to address emerging business needs.
- Contribute to department strategy and operating plans in partnership with Vice President and senior leadership stakeholders.
QUALIFICATIONS:
Employment Experience
- At least 8 years of progressive experience in revenue management, pricing analytics, forecasting, financial analysis, or a related discipline.
- At least 4 years of experience in performance analytics, strategy, or financial analysis.
- Demonstrated people-leadership experience, including leading, coaching, and developing managers, senior professionals, or analytically focused teams.
- Demonstrated success identifying pricing and demand opportunities across a large, distributed portfolio and translating enterprise-level insights into regional and property-level actions.
- Experience leading complex, ambiguous, and large-scale strategic initiatives involving multiple business functions.
- Hospitality, franchise, or multi-unit portfolio experience strongly preferred.
- Experience managing external vendors, technology partners, contracts, or revenue management support services.
- Experience driving adoption of analytics, artificial intelligence, or technology-enabled changes to team processes and ways of working.
Technical Skills
- Advanced knowledge of revenue management principles, including rate strategy, price elasticity, demand forecasting, segmentation, and brand or chain-scale dynamics.
- Advanced proficiency with Microsoft Excel and data mining, analysis, and visualization techniques.
- Hands-on experience with Tableau or a comparable business intelligence and visualization platform.
- Familiarity with predictive analytics, statistical or econometric forecasting, and test-and-learn methodologies.
- Working knowledge of revenue management systems, pricing optimization tools, data platforms, and data warehouse concepts.
- Experience using generative artificial intelligence and modern analytics tools to improve forecasting, analysis, reporting, or decision-making.
- Ability to define product vision and work with technical and engineering teams to deliver pricing and analytics capabilities.
- Strong business-case development skills, including evaluation of investment return and financial impact.
Additional Skills and Competencies
- Enterprise and systems thinking, with the ability to resolve complex issues involving significant uncertainty, financial impact, or operational implications.
- Strong business acumen and the ability to translate complex analysis into practical commercial recommendations.
- Executive-level oral, written, presentation, and storytelling skills.
- Ability to build trusted relationships and influence executives, franchisees, external partners, and cross-functional stakeholders.
- Strong organizational navigation skills and the ability to mobilize resources in a matrixed environment.
- Sound judgment, adaptability, and a results-oriented approach in ambiguous or high-pressure situations.
- Commitment to collaboration, performance excellence, urgency, openness to new ideas, inclusion, integrity, customer focus, and respect.
Education Requirements
- Bachelor’s degree in business, finance, economics, analytics, hospitality, statistics, or a related field, or an equivalent combination of education and work experience.
- Master’s degree or other relevant postgraduate education, or an equivalent combination of education and work experience, preferred.
SALARY RANGE
The salary range for this position is $188,000 to $221,000 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), as well as annual awards of Choice Hotels International common stock through Choice’s Long-Term Incentive Plan (LTI Plan).
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
