• The Commercial Strategy Manager partners with Choice’s channel sales, finance and analytics teams to develop rigorous commercial models, cost-of-sale analyses, market intelligence, and performance-tracking frameworks that inform multi-year contract negotiations with large travel partners (TMCs, workforce lodging intermediaries, etc.) • Provides deal economics, scenario modeling, and strategic counsel that help channel sellers evaluate pay-for-performance agreements, revenue-share structures, co-marketing awards, and other complex commercial levers • Leads market sensing and competitive analysis of the travel intermediary/partner sector — assessing market share dynamics, emerging players, distribution models and partner economics — to help prioritize target partners and shape go-to-partner strategies • Instrumental in building sales portfolios/territories and recommending quotas for sellers based on historical performance and market upside • Builds robust, repeatable financial models for partner deal evaluation (multi-year P&L, cash flow, payback, NPV, IRR and sensitivity analyses) • Models cost-of-sale, channel economics, rebate and incentive scenarios, and incremental margin impacts for a variety of contractual structures (revenue share, fixed-fee, CPA, hybrid models) • Develops standard deal templates and model libraries to accelerate evaluation and ensure consistency across negotiations • Proposes seller territories/portfolios for Choice’s Channel Partners organization, based on partner revenue history, growth prospects, and market upside • Recommends sales quotas and goals for assigned accounts within Channel Partners • Owns market sensing for the travel intermediary/partner sector: maps market share, partner footprints, channel reach, distribution models (GDS, direct connect, aggregators), and commercial practices across TMCs, workforce lodging intermediaries, government travel partners and large aggregators • Identifies emerging players, consolidation trends, and shifts in partner economics or customer access that could create new opportunities or risks • Translates market insights into prioritized partner targeting recommendations and recommended commercial constructs that reflect where partners deliver unique market access • Maintains a library of partner profiles, benchmarking data and competitive intelligence to inform negotiation strategy and long-term partner portfolio decisions • Designs and maintains partner performance dashboards and scorecards that track realized vs. modeled outcomes (bookings, revenue allocation, conversion, cost per booking, ROI) • Leads post-mortem analyses on closed deals to refine assumptions, improve models and capture learnings for future negotiations • Establish and monitor KPIs and triggers for contract review, escalation and renegotiation