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Director of Sales

4 months ago

Lansing, United States Crowne Plaza Lansing Full time

At Crowne Plaza we look for people who are dynamic, confident and ambitious; people who excel in their role and help our guests succeed too. The primary responsibility is to drive revenue results for the hotel. To capture fair market share of business demand in the Greater Lansing region.


About Us

Newly transformed in 2019 Come see what 'even better' looks like at the Crowne Plaza Lansing. Nestled in Michigan's capital city, the Crowne Plaza is ideally located just off I-496. Minutes from the Capitol building, Spartan Stadium, and all points of business and pleasure in Greater Lansing. 211 stylish guest rooms with plush bedding, a 48" HDTV, microwave, mini-refrigerator, Keurig coffee maker, free Wi-Fi, numerous outlets, in-room safe, and more. Crowne Plaza Lansing features over 16,000 sq. ft. of flexible event space, advanced technology, 24-hour swimming pool, state-of-the-art fitness center, game room, and indoor sport court.


Benefits and Discounts provided to 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 West
  • Retirement Plan with company match

Duties and Responsibilities

Specific job knowledge, skills, and abilities:

  • Responsible for learning IHG Way of Sales, brand standards and strategies while understanding and supporting Crowne Plaza Lansing culture.
  • Ability to collaborate with other leaders in multiple departments.
  • Drive customer loyalty in order to grow share of the account by delivering service excellence throughout each customer experience.
  • 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.
  • Regular and random touchpoints are maintained while clients and guests are on property.
  • 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. Making necessary adjustments and corrections.
  • Coordinate ongoing research of the travel industry to detect market trends. Make reasonable recommendations to improve potential from various markets.
  • Perform other duties as assigned. Expected to serve as Person In Charge at the Hotel.

The individual must possess the following knowledge, skills, and be able to demonstrate that he or she can perform the essential functions of the job:

  • Strong communication skills, both verbal and written required.
  • 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.
  • Have the ability to work a flexible schedule including nights, weekends, and/or holidays.
  • Passionate about people and customer service.

Physical demands:

  • Able to sit at a desk for up to 8 hours per day, with extended lengths of time viewing a computer screen.
  • Able to stand and demonstrate a well-paced ability for up to 10 hours.
  • Able to use wrists, hands, and fingers to operate office equipment.
  • Able to carry or lift items weighing up to 35 pounds.
  • Able to stand, walk, bend and stoop.
  • Able to handle responsibilities that require repetitive motion tasks.
  • Must be able to stand and demonstrate a well-paced ability for up to 8 hours in length on occasion.

Qualifications and Requirements

Bachelor’s degree / higher education qualification / equivalent in a related field and 5+ years of experience in a sales setting with supervisory experience or an equivalent combination of education and work experience required. Hospitality or Hotel sales preferred. Must speak local language(s).

E.E.O: We are an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

We are a drug free workplace. Background checks are done on all positions.