Job Description

Director of Sales

Courtyard Newark – University of Delaware

Newark, Delaware

We Need More Than a Director of Sales.

We Need a Relationship Builder, Community Connector, and Revenue Leader.

This role is ideal for someone who thrives on building meaningful relationships, creating opportunities, and representing a respected hotel within the community. As Director of Sales, you will be responsible for driving top-line revenue while serving as one of the hotel's primary ambassadors to our guests, clients, partners, and stakeholders.

Located on the campus of the University of Delaware, our hotel occupies a unique position within the Newark market. The successful candidate will play a key role in strengthening relationships with university departments, athletic programs, corporate partners, community organizations, and ownership representatives, while identifying new opportunities for growth and long-term success.

What You'll Do

• Lead all sales, marketing, and catering efforts for the hotel.
• Develop and execute strategic sales plans designed to maximize revenue, occupancy, and market share.
• Build and maintain strong relationships with corporate accounts, university departments, athletic programs, government agencies, associations, community organizations, and other key stakeholders.
• Serve as a primary liaison for ownership-related housing and lodging needs.
• Identify emerging market opportunities and develop strategies to capture new business.
• Conduct direct sales activities, prospecting efforts, site visits, networking events, and client presentations.
• Manage booking pace, forecasting, production reporting, and sales performance metrics.
• Develop and manage annual sales and marketing budgets and strategic marketing plans.
• Attend chamber events, trade shows, civic functions, and industry organizations as a representative of the hotel.
• Collaborate closely with Revenue Management, Operations, and other department leaders to ensure an exceptional guest experience.
• Lead, coach, and develop members of the Sales and Catering team while fostering a culture of accountability, professionalism, and service excellence.
• Participate in Manager-on-Duty shifts and operational support as needed to ensure overall hotel success.

Success in this role will be measured as much by relationships as revenue. The ideal candidate understands that stakeholder trust, community engagement, exceptional client service, and long-term partnerships are just as important as achieving sales goals.

What We're Looking For

Required Qualifications

• Minimum five years of progressive sales experience, preferably within the hospitality industry.
• Strong understanding of hotel operations, revenue generation, and sales strategy.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Experience preparing budgets, forecasts, sales action plans, and production reports.
• Ability to effectively manage multiple priorities while maintaining attention to detail.
• Strong computer and sales technology proficiency.
• Ability to work independently and collaboratively across departments.
• Professional demeanor and the ability to represent the hotel positively in all settings.

Preferred Qualifications

• Previous hotel sales leadership or supervisory experience.
• College degree preferred.
• Familiarity with the Newark, Delaware market and surrounding region.
• Experience with Marriott-branded hotels.
• Spanish language proficiency is a plus.

The Ideal Candidate

You are:

• A natural connector who enjoys building relationships and creating opportunities.
• Comfortable engaging with executives, university leadership, community partners, clients, and guests.
• Strategic, organized, and driven by results.
• Equally comfortable developing long-term plans and executing day-to-day sales initiatives.
• Accountable, adaptable, and solutions-oriented.
• Passionate about hospitality and committed to delivering exceptional service.
• Willing to step in wherever needed to support the success of the hotel and your team.

Schedule Expectations

This position is primarily a weekday leadership role; however, hospitality is not a traditional 9-to-5 business. The successful candidate should expect occasional evening, weekend, and holiday responsibilities to support clients, special events, networking opportunities, and hotel operations.

Why Join Our Team?

The Courtyard Newark – University of Delaware offers a unique opportunity to work at the intersection of hospitality, higher education, athletics, and community engagement. As a member of the Executive Leadership Team, you will have the opportunity to make a meaningful impact on the hotel's success, help shape its future, and represent one of Delaware's most recognizable hospitality partnerships.

If you're ready to build relationships, create opportunities, drive revenue, and lead with purpose, we'd love to hear from you.

Shaner Hotel Group

Shaner Hotels is one of the foremost award-winning hospitality owner-operators and management companies in the hospitality industry. Our current portfolio consists of over 65 full-service, select-service, extended-stay and resort properties with more than 7,500 rooms in 14 states and four countries.We partner with the top Hospitality Brands including independent locations as well. We provide a variety of services for investors, hotel owners and brands—including hotel development, design and construction, e-commerce, and revenue management. You can find out more by visiting our website, www.shanercorp.com!