CoStar Group, Inc.
Regional Director, Real Estate Manager Sales - West Region
CoStar Group, Inc., Los Angeles, California, United States, 90079
Overview
Regional Director, Real Estate Manager Sales - West Region at CoStar Group (NASDAQ: CSGP) is a leading global provider of commercial and residential real estate information, analytics, and online marketplaces. CoStar is on a mission to digitize the world’s real estate, empowering all people to discover properties, insights and connections that improve their businesses and lives.
Responsibilities
Grow regional/team revenues, meet and exceed annual sales growth targets.
Attract, hire, motivate and develop high impact salespeople capable of meeting/exceeding sales quota to ensure team performance and integrity.
Provide coaching and training as necessary to enhance sales team effectiveness.
Manage the identification, prioritization and winning of new client relationships as well as the retention, growth, and contract renewal of current customers.
Service the major accounts in the market.
Measure sales performance and hold salespeople accountable for the required level of sales activity and customer servicing to ensure the achievement of business performance targets and standards.
Manage and direct sales representatives executing a traditional solution selling process that involves the cross‑functional CoStar team and multiple customer constituents in decision making and influencing a solution decision.
Contribute to process optimization and sales efficiencies through team forecasting, pipeline development, and regular reporting from CRM platforms.
Work productively with sales leadership peers in CoStar Group’s other divisions as it relates to those customers with multiple products from CoStar Group.
Establish individual and team performance targets that align with overall business goals.
Monitor performance and take action, as necessary, to ensure timely resolution of performance issues and personnel changes required to ensure targets are achieved.
Ensure CoStar culture and values are adopted by team members and guide the sales team toward autonomy and higher performance.
Through the sales reps, and with Customer Success, actively manage the existing customer base to ensure continued high renewal rates and optimizing cross‑sell/upsell revenue opportunities.
Engage positive and productive operational relationships with Marketing, Contracts, Alliance Development, Support, Product group, and Customer Success to contribute to the overall success of the division and to ensure the needs of the regional team related to existing customers and new deals.
Travel required as needed to drive field activity.
Basic Qualifications
Bachelor’s degree required from an accredited, not‑for‑profit University or College.
5+ years of proven, successful management experience with sales rep teams selling in the enterprise space and mid‑market space.
5+ years of experience directly managing professionals, including the ability to attract, hire, train and develop a high performing talent.
Experience being responsible for a book of business in excess of $10 million in annual revenue.
Experience in negotiating with large corporations and managing/coaching processes.
A track record of commitment to prior employers.
Current and valid driver’s license.
Preferred Qualifications
5+ years of proven, successful SaaS sales management experience with direct sales.
Demonstrated ability to build long‑term and sustainable relationships and business partnerships with clients at all levels.
Real estate software solutions experience (lease management, IWMS, lease accounting, project management, etc.).
Demonstrated track record of rapidly growing a sales territory or market through organic growth via a combination of new client acquisition and existing account growth and consistently exceeding sales performance targets over multiple years.
Effective internal relationship building skills (superiors, peers, teams, company‑wide) and externally (sales channels, customers, etc.).
Ability to be flexible and adapt to changing situations at a high growth company.
Strong analytical and quantitative skills and the ability to create and drive team metrics.
Knowledge of, and experience in, finance and accounting applications and ERPs.
Experience managing teams selling to Finance and Accounting executives.
Selling experience in the retail and/or corporate tenant marketplace.
Knowledge of the commercial real estate market and industry is a plus.
An understanding of, and experience in selling, CoStar products and services.
Experience leading teams selling applications as well as data subscription products is a plus.
Proven experience with CRM application like Salesforce and effective use and process enforcement.
Benefits
Comprehensive healthcare coverage: medical / vision / dental / prescription drug / life, legal, and supplementary insurance.
Virtual and in‑person mental health counseling services for individuals and families.
Commuter and parking benefits.
401(k) retirement plan with matching contributions.
Employee stock purchase plan.
Paid time off.
Tuition reimbursement.
On‑site fitness center and/or reimbursed fitness center membership costs (location dependent).
Access to CoStar Group’s Diversity, Equity, & Inclusion Employee Resource Groups.
Complimentary gourmet coffee, tea, hot chocolate, fresh fruit, and other healthy snacks.
Compensation and EEO This position offers a base salary range of $120,000 - $160,000, based on relevant skills and experience, an uncapped/generous commission plan and generous benefits. CoStar Group is an Equal Employment Opportunity Employer; we maintain a drug‑free workplace and perform pre‑employment substance abuse testing. CoStar Group (NASDAQ: CSGP) is a leading global provider of commercial and residential real estate information, analytics, and online marketplaces. CoStar is committed to creating a diverse environment and is proud to be an equal opportunity workplace and affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
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Responsibilities
Grow regional/team revenues, meet and exceed annual sales growth targets.
Attract, hire, motivate and develop high impact salespeople capable of meeting/exceeding sales quota to ensure team performance and integrity.
Provide coaching and training as necessary to enhance sales team effectiveness.
Manage the identification, prioritization and winning of new client relationships as well as the retention, growth, and contract renewal of current customers.
Service the major accounts in the market.
Measure sales performance and hold salespeople accountable for the required level of sales activity and customer servicing to ensure the achievement of business performance targets and standards.
Manage and direct sales representatives executing a traditional solution selling process that involves the cross‑functional CoStar team and multiple customer constituents in decision making and influencing a solution decision.
Contribute to process optimization and sales efficiencies through team forecasting, pipeline development, and regular reporting from CRM platforms.
Work productively with sales leadership peers in CoStar Group’s other divisions as it relates to those customers with multiple products from CoStar Group.
Establish individual and team performance targets that align with overall business goals.
Monitor performance and take action, as necessary, to ensure timely resolution of performance issues and personnel changes required to ensure targets are achieved.
Ensure CoStar culture and values are adopted by team members and guide the sales team toward autonomy and higher performance.
Through the sales reps, and with Customer Success, actively manage the existing customer base to ensure continued high renewal rates and optimizing cross‑sell/upsell revenue opportunities.
Engage positive and productive operational relationships with Marketing, Contracts, Alliance Development, Support, Product group, and Customer Success to contribute to the overall success of the division and to ensure the needs of the regional team related to existing customers and new deals.
Travel required as needed to drive field activity.
Basic Qualifications
Bachelor’s degree required from an accredited, not‑for‑profit University or College.
5+ years of proven, successful management experience with sales rep teams selling in the enterprise space and mid‑market space.
5+ years of experience directly managing professionals, including the ability to attract, hire, train and develop a high performing talent.
Experience being responsible for a book of business in excess of $10 million in annual revenue.
Experience in negotiating with large corporations and managing/coaching processes.
A track record of commitment to prior employers.
Current and valid driver’s license.
Preferred Qualifications
5+ years of proven, successful SaaS sales management experience with direct sales.
Demonstrated ability to build long‑term and sustainable relationships and business partnerships with clients at all levels.
Real estate software solutions experience (lease management, IWMS, lease accounting, project management, etc.).
Demonstrated track record of rapidly growing a sales territory or market through organic growth via a combination of new client acquisition and existing account growth and consistently exceeding sales performance targets over multiple years.
Effective internal relationship building skills (superiors, peers, teams, company‑wide) and externally (sales channels, customers, etc.).
Ability to be flexible and adapt to changing situations at a high growth company.
Strong analytical and quantitative skills and the ability to create and drive team metrics.
Knowledge of, and experience in, finance and accounting applications and ERPs.
Experience managing teams selling to Finance and Accounting executives.
Selling experience in the retail and/or corporate tenant marketplace.
Knowledge of the commercial real estate market and industry is a plus.
An understanding of, and experience in selling, CoStar products and services.
Experience leading teams selling applications as well as data subscription products is a plus.
Proven experience with CRM application like Salesforce and effective use and process enforcement.
Benefits
Comprehensive healthcare coverage: medical / vision / dental / prescription drug / life, legal, and supplementary insurance.
Virtual and in‑person mental health counseling services for individuals and families.
Commuter and parking benefits.
401(k) retirement plan with matching contributions.
Employee stock purchase plan.
Paid time off.
Tuition reimbursement.
On‑site fitness center and/or reimbursed fitness center membership costs (location dependent).
Access to CoStar Group’s Diversity, Equity, & Inclusion Employee Resource Groups.
Complimentary gourmet coffee, tea, hot chocolate, fresh fruit, and other healthy snacks.
Compensation and EEO This position offers a base salary range of $120,000 - $160,000, based on relevant skills and experience, an uncapped/generous commission plan and generous benefits. CoStar Group is an Equal Employment Opportunity Employer; we maintain a drug‑free workplace and perform pre‑employment substance abuse testing. CoStar Group (NASDAQ: CSGP) is a leading global provider of commercial and residential real estate information, analytics, and online marketplaces. CoStar is committed to creating a diverse environment and is proud to be an equal opportunity workplace and affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
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