CoStar Group
Regional Director, Real Estate Manager Sales - West Region
CoStar Group, Los Angeles, California, United States, 90079
Regional Director, Real Estate Manager Sales - West Region
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Regional Director, Real Estate Manager Sales - West Region
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CoStar Group
CoStar Group (NASDAQ: CSGP) is a leading global provider of commercial and residential real estate information, analytics, and online marketplaces. Included in the S&P 500 Index and the NASDAQ 100, CoStar Group 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.
We have been living and breathing the world of real estate information and online marketplaces for over 35 years, giving us the perspective to create truly unique and valuable offerings to our Clients. We’ve continually refined, transformed and perfected our approach to our business, creating a language that has become standard in our industry, for our Clients, and even our competitors. We continue that effort today and are always working to improve and drive innovation. This is how we deliver for our Clients, our employees, and investors. By equipping the brightest minds with the best resources available, we provide an invaluable edge in real estate.
CoStar Real Estate Manager CoStar Real Estate Manager is the leading platform for lease accounting, lease administration and the management of portfolios, transactions, projects and construction. Companies that occupy commercial real estate use CoStar Real Estate Manager to make smarter decisions and to enable their teams to work together more effectively. Learn more about CoStar Real Estate Manager.
Job Description The Regional Director, Real Estate Manager Sales for the Western US will drive growth by directing and managing the sales team to achieve license and services revenue goals, selling CoStar Real Estate Manager’s tenant solutions to large private companies and Fortune 2000 corporations that are real estate tenants in the marketplace. To achieve objectives the Regional Director’s key responsibilities include managing the regional team, developing and driving team metrics for activity, pipeline, and revenue achievement, and oversight of deal value, commercial terms, and contracts terms. The ideal candidate will have related domain and application experience and effectively work with Business Development, Contracts, Marketing, Services, and other groups to ensure the region’s needs for contracts, alliance activity and lead generation.
This position is based in the Western US in a city where CoStar has an approved regional office and will oversee territories in the Central, West and Southwest. Regional offices: Century, CA | Irvine, CA | San Diego, CA | San Francisco, CA | Phoenix, AZ | Denver, CO | Seattle, WA
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 our 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
Candidates must possess a current and valid driver’s license
Preferred Qualifications
5+ years of proven, successful SaaS sales management experience with direct sales. This is not a channel sales opportunity
Demonstrated ability to build long-term and sustainable relationships and business partnerships with clients at all levels
Real estate software solutions experience areas such as lease management, IWMS, lease accounting, project management software, 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
Possess 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
Knowledge of basic accounting concepts and familiarity with accounting and ERP systems
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 the 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
What’s in it for you When you join CoStar Group, you’ll experience a collaborative and innovative culture working alongside the best and brightest to empower our people and customers to succeed. We offer generous compensation and performance-based incentives. CoStar Group also invests in your professional and academic growth with internal training and tuition reimbursement.
Our Benefits Package Includes
Comprehensive healthcare coverage: Medical / Vision / Dental / Prescription Drug
Life, legal, and supplementary insurance
Virtual and in person mental health counseling services for individuals and family
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
Pay Transparency 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
Equal Employment Opportunity Statement We welcome all qualified candidates who are currently eligible to work full-time in the United States to apply. However, please note that CoStar Group is not able to provide visa sponsorship for this position.
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Regional Director, Real Estate Manager Sales - West Region
role at
CoStar Group
CoStar Group (NASDAQ: CSGP) is a leading global provider of commercial and residential real estate information, analytics, and online marketplaces. Included in the S&P 500 Index and the NASDAQ 100, CoStar Group 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.
We have been living and breathing the world of real estate information and online marketplaces for over 35 years, giving us the perspective to create truly unique and valuable offerings to our Clients. We’ve continually refined, transformed and perfected our approach to our business, creating a language that has become standard in our industry, for our Clients, and even our competitors. We continue that effort today and are always working to improve and drive innovation. This is how we deliver for our Clients, our employees, and investors. By equipping the brightest minds with the best resources available, we provide an invaluable edge in real estate.
CoStar Real Estate Manager CoStar Real Estate Manager is the leading platform for lease accounting, lease administration and the management of portfolios, transactions, projects and construction. Companies that occupy commercial real estate use CoStar Real Estate Manager to make smarter decisions and to enable their teams to work together more effectively. Learn more about CoStar Real Estate Manager.
Job Description The Regional Director, Real Estate Manager Sales for the Western US will drive growth by directing and managing the sales team to achieve license and services revenue goals, selling CoStar Real Estate Manager’s tenant solutions to large private companies and Fortune 2000 corporations that are real estate tenants in the marketplace. To achieve objectives the Regional Director’s key responsibilities include managing the regional team, developing and driving team metrics for activity, pipeline, and revenue achievement, and oversight of deal value, commercial terms, and contracts terms. The ideal candidate will have related domain and application experience and effectively work with Business Development, Contracts, Marketing, Services, and other groups to ensure the region’s needs for contracts, alliance activity and lead generation.
This position is based in the Western US in a city where CoStar has an approved regional office and will oversee territories in the Central, West and Southwest. Regional offices: Century, CA | Irvine, CA | San Diego, CA | San Francisco, CA | Phoenix, AZ | Denver, CO | Seattle, WA
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 our 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
Candidates must possess a current and valid driver’s license
Preferred Qualifications
5+ years of proven, successful SaaS sales management experience with direct sales. This is not a channel sales opportunity
Demonstrated ability to build long-term and sustainable relationships and business partnerships with clients at all levels
Real estate software solutions experience areas such as lease management, IWMS, lease accounting, project management software, 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
Possess 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
Knowledge of basic accounting concepts and familiarity with accounting and ERP systems
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 the 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
What’s in it for you When you join CoStar Group, you’ll experience a collaborative and innovative culture working alongside the best and brightest to empower our people and customers to succeed. We offer generous compensation and performance-based incentives. CoStar Group also invests in your professional and academic growth with internal training and tuition reimbursement.
Our Benefits Package Includes
Comprehensive healthcare coverage: Medical / Vision / Dental / Prescription Drug
Life, legal, and supplementary insurance
Virtual and in person mental health counseling services for individuals and family
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
Pay Transparency 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
Equal Employment Opportunity Statement We welcome all qualified candidates who are currently eligible to work full-time in the United States to apply. However, please note that CoStar Group is not able to provide visa sponsorship for this position.
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