Regional Director, Sales - CoStar Data & Analytics - Boston, MA

CoStar Group•Boston, MA

4d•Onsite

About The Position

CoStar Group is a leading global provider of commercial and residential real estate information, analytics, and online marketplaces. As a Regional Director (RD), you will be responsible for ensuring the development and successful delivery of CoStar’s growth objectives for your assigned region. This includes growing and developing regional revenues by selling new subscriptions, increasing revenue from existing customers through up/cross-selling, and ensuring high levels of customer service and renewal rates. You will manage a team of sales professionals focused on new and existing business, driving product usage, preventing reversals, managing accounts, and providing outstanding customer service.

Requirements

External Candidates: 5+ years of experience directly managing 6 + sales professionals, including the ability to attract, hire, train and develop a high performing sales team.
Experience being responsible for a recurring revenue book of business more than $10 million in annual revenue.
Internal Candidates: Minimum 5 years of overall sales experience, including 24 + months in a quota-carrying role at CoStar Group, with a strong track record of meeting or exceeding sales targets.
Bachelor's degree required from an accredited, not-for-profit, in-person college/university.
A track record of commitment to prior employers.
Candidates must possess a current and valid driver’s license.
Satisfactory completion of a Driving Record/Driving Abstract check prior to start. Driving history must reflect responsible driving behavior and compliance with traffic laws.
Experience leading sales efforts in a fast-paced, consultative sales model.
Experience delivering expected sales results.

Nice To Haves

Client-facing experience in the Commercial Real Estate industry strongly preferred.
Demonstrated ability to build long-term and sustainable relationships and business partnerships with clients at all levels.
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.).
Demonstrated ability to retain proven sales producers and remove non-producers.
Ambitious: Thrive in a competitive, fast-paced environment and are motivated by leading the team numbers to success. Success to you is exceeding your team targets.
Adaptable: Quick to learn and apply new concepts in a constantly evolving suite of products across your team.
Engaging: Excellent communicator and motivating leader with a client-focused approach, tailoring information to the relevant audience.
Curious: Ask insightful questions, demonstrate strong listening skills, and are eager to learn from your leadership peers, your direct reports and customers.
Team-Centric: Provide valuable insights and take ownership of your teams success, managing each individual to a successful performance.

Responsibilities

Grow regional/team revenues, meet and exceed annual sales growth targets.
Attract, hire, develop, motivate and develop high impact salespeople capable of meeting/exceeding sales quota.
Spend 3-4 days per week in the field on sales calls with their salespeople and provide coaching and training as necessary to enhance their sales effectiveness by meeting and exceeding sales quotas.
Manage the identification, prioritization and winning of new client relationships as well as the retention and growth of our current clients.
Get to know all the major accounts in the market.
Monitor sales performance and hold salespeople accountable to the required level of sales activity and client relationships to ensure the achievement of business performance targets and standards.
Active management of team members’ weekly activities is essential as is prompt and accurate use of our Enterprise CRM system which captures sales activities, sales pipelines and account assignments.
Establish individual and team performance targets that align with overall business goals.
Monitor performance and act as necessary, to ensure timely resolution of performance issues and personnel changes to ensure targets are achieved.
Develop and mentor all team members.
Ensure CoStar culture and values are adopted by team members.

Benefits

Competitive base salary with uncapped commissions
Exceptional benefits
Exclusive incentives like our annual President’s Club retreat at a luxury destination for top performers.
Comprehensive onboarding and training experience with a clear path for growth
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 Employee Resource Groups
Complimentary gourmet coffee, tea, hot chocolate, fresh fruit, and other healthy snacks