Director, RFP Management – Rate Enablement

Responsibilities

• The Director is responsible for the complete oversight and accountability of all deliverables associated with the growth of the RFP Response program, as well as Rate Enablement and Visibility, specifically targeting corporate transient accounts.
• This role is dedicated to enhancing current processes and driving performance improvements, with an emphasis on adopting and sharing best practices that contribute to the successful acceptance of RFPs.
• A key aspect of this position is supporting Choice Hotels’ revenue growth objectives by actively collaborating with Global Sales, Pricing and Rate Strategy, and Revenue Management teams.
• The Director’s primary focus is on increasing the adoption of the RFP Response program as well as acceptance rate of RFPs, thereby supporting the company’s overall revenue generation efforts.
• Define the strategy, operational direction, and the annual roadmap for central RFP Response and rate load submissions.
• Effective resource management and seasonal planning and ensuring that the team is adequately staffed and prepared to drive positive response, bid, and acceptance rates throughout the year.
• Establish key performance indicators (KPIs) and success metrics, closely monitoring corporate RFP performance.
• Develop and build dashboards to be shared with internal teams including leadership and proactively identify gaps and areas for optimization.
• Lead and coach a team of associates, including managers, with a focus on executing coordinated RFP and Rate Enablement activities.
• Resource planning and vendor management for offshore resources, ensuring optimal allocation and utilization to support business needs.
• Establish vendor relationships to oversee contractual obligations, including the financials and establish SLAs for performance monitoring.
• Identify, drive, and implement continuous improvement initiatives to enhance processes and deliver greater efficiency.
• Develop communication and training strategies and initiatives essential for driving successful outcomes with multiple internal and external stakeholders involved in the RFP and Rate Enablement programs.

Requirements

• A minimum of eight years of successful experience in process administration and/or operations management is strongly preferred.
• Prior experience in the hotel industry, travel management companies (TMC), or similar sectors is highly desirable.
• Working knowledge of RFP platforms and technologies such as Cvent/Lanyon, Ready Bid, Salesforce, etc. is necessary.
• Proficiency in MS Office applications—including Outlook, Word, Power Point, and Excel—is required.
• Candidates must demonstrate expertise across multiple areas of business operations.
• Excellent analytical, communication, and presentation skills are essential.
• The ability to drive cross-functional collaboration is crucial.
• A significant track record of leading teams and coaching direct reports is expected.
• Candidates must possess a BA/BS degree, which is required for this role. An advanced business degree is preferred. PMP or similar is preferred.
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