Area Sales Manager

Properties: Courtyard by Marriott
- North Brunswick, Springhill Suites by Marriott - Woodbridge and Fairfield Inn & Suites-Parsippany

The Area Sales Manager is responsible for driving top-line revenue across a three-property select-service cluster — Spring Hill Suites, Courtyard, and Fairfield Inn & Suites — in the New Jersey market. This role owns proactive sales across transient (LNR), small group, extended-stay, and SMERF segments for all three hotels, balancing demand and cross-selling between brands based on guest fit and availability.

The ideal candidate brings prior Marriott-branded multi-property or cluster sales experience, a strong New Jersey corporate account base, and the organizational discipline to manage parallel pipelines and pace across three different brand standards.

Cluster Strategy & Planning

• Develop and execute the annual Sales & Marketing Plans for each of the three properties in partnership with the General Managers and Area Director of Sales.
• Build a unified prospecting strategy that segments accounts by best-fit brand (SHS for project/extended-stay and upscale corporate, Courtyard for traditional business transient and small meetings, Fairfield for value-driven corporate and SMERF).
• Conduct weekly cluster pace and production reviews; recommend rate, restriction, and inventory actions to the revenue team.
• Solicit, qualify, negotiate, and close new business across all three properties, with a focus on accounts that can produce at multiple hotels.
• Maintain and grow existing key accounts; conduct quarterly business reviews with top producers.
• Complete a minimum of [12–15] outside sales calls and [25+] proactive prospecting calls per week across the cluster.
• Host site inspections (often visiting two or three properties in a single tour), FAM trips, and client entertainment.
• Operate and stay current on Marriott sales systems: CI/TY (Consolidated Inventory / Total Yield), SFAWeb|CI, MarRFP, Meeting Broker, Opera S&C where applicable, MGS (Marriott Global Source), eFast, and Cvent/Lanyon.
• Manage the LNR program through MarRFP for all three properties: RFP responses, rate loading, account production tracking, and year-over-year renegotiation.
• Drive Marriott Bonvoy for Business and Bonvoy Events enrollments across the cluster.

Group & Catering

• Manage group blocks from contract through pickup at each property: rooming lists, cut-off dates, attrition, and post-stay billing.
• Coordinate small meetings and catering business at Courtyard and Spring Hill Suites where function space exists; serve as the booking contact and partner with on-property operations on execution.

Market Presence

• Represent the cluster at industry events: HSMAI New Jersey, MPI New Jersey, NJBIA, local Chambers of Commerce (Newark, Jersey City, Edison, Princeton, Cherry Hill, etc. depending on cluster location), Choose New Jersey, and Meet AC where relevant.
• Monitor STR reports, comp set performance, and demand trends for each property; adjust strategy accordingly.

Administration

• Maintain accurate account, contact, and booking data in CI/TY for all three hotels.
• Deliver weekly pace, production, and activity reports to the GMs and ADOS.
• Operate within the approved cluster sales and entertainment budget.

• Minimum 3 years of hotel sales experience, with at least 2 years at a Marriott-branded property. Multi-property or cluster sales experience strongly preferred.
• Proven track record selling Marriott select-service or premium select brands (Courtyard, Spring Hill Suites, Fairfield Inn & Suites, Four Points, Towne Place Suites, Residence Inn, AC Hotels).
• Working knowledge of Marriott sales systems: CI/TY, SFAWeb|CI, MarRFP, MGS, and Meeting Broker.
• Demonstrated track record of meeting or exceeding individual and cluster revenue and room-night goals.
• Strong prospecting, negotiation, closing, and time-management skills — with the ability to manage three pipelines in parallel without dropping balls.
• High school diploma or GED required; bachelor’s degree in hospitality, Business, Marketing, or related field preferred.
• Valid driver's license and reliable transportation; ability to travel…