Senior Sales Director, Mid-Market - Apartments.com - Richmond, VA

CoStar Group•Richmond, VA

1d•Onsite

About The Position

CoStar Group is a leading global provider of commercial and residential real estate information, analytics, and online marketplaces. Included in the S&P 500 Index, 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 customers. We’ve continually refined, transformed and perfected our approach to our business, creating a language that has become standard in our industry, for our customers, 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 customers, our employees, and investors. By equipping the brightest minds with the best resources available, we provide an invaluable edge in real estate. Apartments.com is the nation’s #1 rental marketplace for owners, property managers and consumers. Apartments.com the network that millions of renters every year rely on to find their new place, is continuing to grow our industry-leading sales force. We provide apartment Property Managers and Owners with a platform to market their property listings and the industry’s most comprehensive virtual tools to attract the most and highest-quality renters. Our suite of services includes digital advertising, social and reputation management, and market analytic solutions which delivers innovative tools for our customers. As a Senior Director, Mid-Market Sales for Apartments.com you will be responsible for leading a team of Sales Managers to achieve revenue growth goals, maintain renewal goals and expand revenue opportunities. The qualified executive will be responsible for building and developing a high-performing sales organization and culture. To be successful, you will inspire and create excitement with the customer base and sales prospects, your sales teams, as well as across the entire organization and in the marketplace. You will be a tireless, high-energy professional with an entrepreneurial, risk-taking flair and will possess a brand of confidence, which allows for delegation and empowerment of your team. You must possess excellent interpersonal skills, the highest level of integrity and be able to inspire trust and confidence. Finally, you must have a level of business maturity, flexibility and intestinal fortitude to re-energize and instill a winning, “can-do” attitude within your organization.

Requirements

Seven or more years’ experience in a sales leadership role in multifamily or commercial real estate managing a team of 5+ employees, including the ability to attract, hire, train and develop a high performing sales team.
Experience being responsible for a book of business in excess of $1 million in annual revenue.
Five or more years of experience managing sales efforts in a highly transactional, fast-paced organization with a short cycle-time sales model
A track record of commitment to prior employers.
Bachelor's degree required from an accredited, not-for-profit, in-person college/university.

Nice To Haves

Strong and proven track record of successfully mentoring and coaching sales teams to achieve their greatest potential.
Experiencing leading a sales team with a high focus on customer service.
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.
Demonstrated ability to build long-term and sustainable relationships and business partnerships with clients at all levels
Effective internal relationship building skills (superiors, peers, teams, company-wide, including C-Suite) and externally (sales channels, customers, etc.)
Demonstrated ability to retain proven sales producers and remove non-producers.
Ability to be flexible and adapt to changing situations at a high growth company.

Responsibilities

Attract, develop and retain a strong team of Sale Managers and Sales Associates who have the ability to perform at or above Apartments.com stated goals, aggressively growing active users and achieving net new revenue goals.
Work directly with a team of Sales Managers to develop them into high-performing sales leaders and provide support and guidance to help them develop their teams and increase penetration in major markets in your regions
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 that Sales Managers and Directors are hiring top-tier candidates, and training and developing their “A players”. In addition, ensure that Sales Managers are developing their leadership skills to effectively coach their sales teams and, if necessary, remove those not meeting goals
Identify and ensure training needs are met for your sales force, addressing employee skill gaps and performance issues as appropriate
Develop and implement sales plans to achieve corporate goals and enforce performance goals accordingly
Develop and mentor all team members
Serve as an integral member of the senior sales leadership team assisting the executive team in the achievement of company goals
Ensure CoStar Group culture and values are adopted my team members

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 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), with yoga studio, Pelotons, personal training, group exercise classes
Access to CoStar Group’s Employee Resource Groups
Complimentary gourmet coffee, tea, hot chocolate, fresh fruit, and other healthy snacks