Area Sales Manager

Job Description

Area Sales Manager

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

Position Summary

The Area Sales Manager is responsible for driving top-line revenue across a three-property select-service cluster — SpringHill 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.

Key Responsibilities

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.

Proactive Sales & Account Management

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.

Marriott Systems & Programs

Operate and stay current on Marriott sales systems: CI/TY (Consolidated Inventory / Total Yield), SFAWeb|CI, MarRFP, MeetingBroker, 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