What are the responsibilities and job description for the Area Sales Manager position at Franchise Location?
Additional Information: This hotel is owned and operated by an independent franchisee, Garnet Hotels. The franchisee is a separate company and a separate employer from Marriott International, Inc. The franchisee solely controls all aspects of the hotel’s employment policies and practices, including hiring, firing, discipline, staffing, compensation, benefits, and all other terms and conditions of employment. If you accept a position at this hotel, you will be employed by a franchisee and not by Marriott International, Inc.
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
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.
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.
Required Qualifications
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 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 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).
Preferred Qualifications
Established book of business in one or more key NJ segments: pharmaceutical and life sciences (central NJ corridor — Princeton, Plainsboro, Bridgewater, Summit, New Brunswick), financial services (Jersey City, Newark, Morristown), Newark Liberty International Airport (EWR) crew and corporate contracts, Port Newark/Elizabeth shipping and logistics, healthcare systems (Hackensack Meridian, RWJBarnabas, Atlantic Health), higher education (Rutgers, Princeton, Montclair, NJIT), film/media production, and SMERF (sports, military, education, religious, fraternal).
Prior experience opening or transitioning a Marriott select-service property.
Familiarity with extended-stay project business (relocation, insurance/CLC, construction, consulting).
Experience working with NJ DMOs/CVBs (Meet AC, Visit Newark, Greater Princeton, Bergen County Tourism).
Bilingual (English/Spanish or English/Mandarin) a plus for the NJ market.
Physical Requirements
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 lbs).
Visual acuity for computer-based work and reading contracts.
We are an equal opportunity employer and value diversity at every level of the organization. We do not discriminate based on race, religion, gender, sexual orientation, veteran status, disability, or any other protected characteristic.
Job reference: 000492
Salary: $65,000
Department: Sales & Marketing
Location: Courtyard by Marriott - (231 Main Street, North Brunswick Township, NJ 08902)
Division: Garnet Hotels
Hours Per Week: 40
The salary for this position is $65,000 annually.
This company is an equal opportunity employer.
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Salary : $65,000