Regional Director, CRE Lender
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Job Description
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OVERVIEW
CoStar Group is the world’s leading provider of information and marketing solutions for the Commercial Real Estate industry. We are a NASDAQ listed company with a market cap of over $30B+.
As a technology company, we are the trusted partner for all commercial real estate professionals empowering many of the most well-respected lenders, landlords, development companies, brokerage firms, banks, investors and government agencies.
We do this by actively researching the commercial real estate markets and providing data, analytics, innovative tools and powerful marketing platforms in the U.S. and Internationally to help our clients transact with one another. CoStar continues to win multiple awards & recognition, including one of Forbes most innovative companies, Fortune’s fastest growing companies, being added to the NASDAQ 100, and the S&P 500 in recent years.
As a CoStar Regional Director, CRE Lender (RD), you will have overall responsibility for ensuring the development and successful delivery of CoStar’s growth objectives for the CoStar Lender solution in your assigned region. You will be responsible for growing and developing the region’s revenues by selling new subscriptions to new National, Regional, and Community-based lenders; growing existing customer revenues by up-selling & crossing-selling additional CoStar solutions; ensuring all Lender customers have fully onboarded their portfolios onto our platform; and ensuring high levels of customer service and high renewal rates.
You will manage a team of sales professionals who are focused on growing new and existing customer business across the lending industry, driving product usage / adoption, onboarding portfolios, preventing reversals, managing accounts, and providing outstanding customer service.
RESPONSIBILITIES
• Grow regional team revenues, meet and exceed monthly/ quarterly / annual sales targets.
• Attract, hire, motivate, and develop high impact salespeople capable of meeting and exceeding sales quotas.
• Spend 3-4 days per week in the field on sales calls with salespeople, providing coaching and training as necessary to enhance sales effectiveness, resulting in meeting and exceeding sales quotas.
• Build and develop critical relationships with top executives at top clients and prospects, getting to know all major accounts in the market.
• Be an integral part of the Lending industry through involvement in key associations and networking groups and providing thought leadership about critical issues.
• Manage the identification, prioritization and winning of new client relationships as well as retention and growth of our current clients.
• 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 service standards.
• Active management of team member’s weekly activities, including attending Monday sales calls, onsite CoStar office attendance, and use of Enterprise CRM systems which capture sales activities, sales pipelines, forecasts, activity, and account assignments.
• 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.
• Develop and mentor all team members.
• Ensure CoStar culture and values are adopted my team members.
QUALIFICATIONS
• Bachelor’s degree required
• Client facing experience in the Commercial Real Estate and / or Lending industry strongly preferred
• Five or more years of progressive experience in a front-line sales leadership role selling data, research and analytic platforms or tools, commercial real estate, financial services, lending services, business intelligence, or information provider
• Five or more years of experience directly managing 6-12 sales professionals, including the ability to attract, hire, train and develop a high performing sales team
• Experience being responsible for a book of business more than $25 million in annual revenue
• Experience managing sales efforts in a highly consultative sales process, fast-paced organization, selling to a complex clientele with multiple buying influences
• 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
• Ability to be flexible and adapt to changing situations at a high growth company
• Ability and willingness to travel extensively across the United States to work with Region Directors and Account Executives, develop relationships with key customers and prospects, and represent CoStar at key lending industry events
WHY COSTAR?
• The industry leader with an energetic and fast paced dynamic culture
• Innovative technology and a reputation for outstanding products
• A Lender solution that is a comprehensive
• 94% customer renewal rate
• 50 + Quarters of double-digit revenue growth
• Outstanding sales and product training programs
• Excellent career growth opportunities
• High compensation with uncapped commissions and an outstanding annual Presidents Club incentive trip
• Exceptional benefit plan including an employee discounted stock purchase plan
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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
