Regional Director, Real Estate Manager Sales - West Region

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Job Description

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Overview

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, 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 you 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 (but is not limited to):  

• 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 

 
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.  

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.

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CoStar Group is an Equal Employment Opportunity Employer; we maintain a drug-free workplace and perform pre-employment substance abuse testing