Senior Sales Lead

Job Overview

At Crowne Plaza we are looking for a self-starter with the initiative to identify opportunities and act on them without constant direction. Individuals in this role should be outgoing and personable with a natural ability to connect and build relationships. The primary responsibility is to drive revenue results for the hotel. To capture fair market share of business demand in the Greater Lansing region.

Duties and Responsibilities

• Responsible for learning IHG Way of Sales, brand standards and strategies.
• Drive customer loyalty in order to grow share of the account by delivering service excellence.
• Knowledge of and experience in hotel group sales. To include prospecting, conducting site tours, sales calls, sales blitzes, networking events, win-win negotiations, competitive analysis, and be able to close business to drive profitability of the hotel.
• Effectively lead, motivate and support a sales team in all the above disciplines.
• Achieve market share or greater per monthly STR Report.
• Responsible for preparation and achievement of annual sales revenue and expense plan.
• Produce monthly sales forecast and reporting to allow operations to effectively plan for business levels.
• Collaborate with Reservations and Revenue Manager to achieve maximum performance with sell out opportunities.
• Train sales associates to ensure they are knowledgeable and current in all IHG Trainings, Sales Tools, and Marketing programs.
• Responsible for performance of sales team members by regular coaching, feedback and monitoring of weekly reports.
• Be a brand ambassador; act as a representative of the brand and provide clients/ guests with relevant information to enhance their experience.
• Develop and maintain relationships with key clients and outside contacts in order to produce group and/or convention business including room and food & beverage sales.
• Identify challenges that may reduce the effectiveness of sales activities. Make necessary adjustments and corrections.
• Coordinate ongoing research of the travel industry to detect market trends. Make recommendations to improve potential from various markets.
• Perform other duties as assigned. Expected to serve as Person in Charge at the Hotel.

Benefits and Discounts provided to full-time company employees:

• Medical/Dental/Vision Insurance
• Vacation time
• Vacation Enhancement
• Personal Day
• Paid Holidays
• Funeral/Bereavement Leave
• Pet Bereavement
• Footwear Reimbursement Policy
• $20,000 Life Insurance Policy
• Holiday Bonus
• Sick time
• Travel Benefits at IHG® Hotels & Resorts Worldwide
• Friends and Family Rate at the Crowne Plaza Lansing
• Retirement Plan with company match

Specific job knowledge, skills, and abilities:

• Ability to communicate, in both oral and written formats, in a polite, clear, concise, and accurate way.
• Strong understanding of revenue management principles.
• Strong understanding of safety and health code standards.
• Proficient in Microsoft Office and sales and booking platforms; preferably Delphi and Opera.
• Problem solving, reasoning, motivating, and training abilities are essential.
• Ability to work a flexible schedule including nights, weekends, and/or holidays.
• Ability to engage with guests and colleagues to foster positive interactions and build strong relationships.

Physical demands:

• Constantly operate a computer or other office productivity machinery, such as a calculator, copy machine, or computer printer.
• Ability to demonstrate well-paced mobility for up to 8 hours in length occasionally.
• Ability to position self to operate office equipment frequently.
• Ability to transport or lift items weighing up to 35 pounds occasionally.
• Ability to perform repetitive motions occasionally.

Hospitality or Business-related degree required. 3+ years of Hotel Sales required; full-service experience preferred. Leadership experience required. Must speak local language(s).

Due to the cyclical nature of the hospitality industry, associates may be required to work varying schedules to reflect the business needs of the hotel. In addition, attendance at all scheduled training sessions and meetings are required.

Upon employment, all associates are required to fully comply with Crowne Plaza Lansing rules and regulations for the safe and effective operations of the Hotel’s facilities. Associates who violate Hotel rules and regulations will be subject to disciplinary action, up to and including, separation from employment.

This is not necessarily an all-inclusive list of job-related responsibilities, duties, skills, efforts, requirements or working conditions. While this is intended to be an accurate reflection of the current job, management reserves the right to review the job or to require that other or different tasks be performed as assigned.

All job requirements are subject to possible revision to reflect changes in the position requirements or to reasonably accommodate individuals with disabilities. Some requirements may exclude individuals who pose a threat or risk to the health and safety of themselves or other employees. This position description in no way states or implies that these are the only duties which will be required in this position. Employees will be required to follow other job-related duties as requested by their supervisor/manager (within the guidance and compliance with Federal and State laws). Continued employment remains on an “at-will” basis.