Area Sales Manager

Responsibilities

• Develop and execute the annual Sales & Marketing Plans for each property 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, SFAWeb|CI, MarRFP, MeetingBroker, Opera S&C where applicable, MGS, 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.
• 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 SpringHill Suites where function space exists; serve as the booking contact and partner with on‑property operations on execution.
• Represent the cluster at industry events such as HSMAI New Jersey, MPI New Jersey, NJBIA, local Chambers of Commerce, Choose New Jersey, and Meet AC where relevant.
• Monitor STR reports, comp set performance, and demand trends for each property; adjust strategy accordingly.
• Maintain accurate account, contact, and booking data in CI/TY for all three hotels.
• Deliver weekly pace, production, and activity reports to the General Managers and Area Director of Sales.
• Operate within the approved cluster sales and entertainment budget.

Requirements

• 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, SpringHill Suites, Fairfield Inn & Suites, Four Points, TownePlace Suites, Residence Inn, AC Hotels).
• Working knowledge of Marriott sales systems: CI/TY, SFAWeb|CI, MarRFP, MGS, and MeetingBroker.
• Demonstrated ability to meet or exceed 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.
• 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 daily between the three properties and across the New Jersey/ NYC metro market.
• Proficiency with Microsoft Office (Outlook, Excel, Word, PowerPoint) and remote collaboration tools (Teams, Zoom).
• Ability to sit, stand, walk, and drive for extended periods.
• Ability to lift and carry sales materials, tradeshow displays, and amenity drops up to 25 pounds.
• Visual acuity for computer-based work and reading contracts.