Regional Director, CoStar Lender - Northeast

Job Description

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 region.  You will lead the regional sales team, manage the regional team members, and implement the strategy for the 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 deployed our services and are receiving maximum value and maximum benefit from our partnership; and ensuring outstanding 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.
• Manage the team of sales executive in the region. Attract, hire, motivate, and develop high impact salespeople capable of meeting and exceeding sales quotas.
• Ensure that all team members are performing well and meeting or exceeding expectations.  Provide clear expectation and feedback to ensure high level execution by all team members. 
• Travel to client and prospect locations on a regular basis to develop client relationships and provide guidance to team members.
• Build and develop critical relationships with top executives at top clients and prospects.  Get to know all major accounts in the market and engage with key industry groups and associations.
• Manage the identification, prioritization and winning of new client relationships as well as retention and growth of our current clients.
• 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 to ensure they consistently meet goals and continually grow in their careers.
• Ensure CoStar culture and values are adopted my team members.

QUALIFICATIONS

• Candidates must have 12+ years of combined experience in commercial roles working on prospecting, account management, contract negotiation and sales management.
• 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
• Candidates must be proactive, curious, persistent and driven.
• Candidate must be self-motivated and team oriented. 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
• Client facing experience in the Commercial Real Estate and / or Lending industry strongly preferred
• Bachelor’s degree required

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

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