Director – Sales Training

Director, Sales Training - LoopNet and Ten-X - Richmond, VA

Job Description

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 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.

Role Description:  
 

As Director, LoopNet and Ten-X Sales Training, you will be responsible for ensuring the successful onboarding of new sales talent joining the LoopNet/Ten-X sales team as well as providing ongoing learning and development for the existing sales team to increase sales productivity. Based in our Richmond, VA training hub, you will report directly to the Vice President of Sales and work hand in hand with the sales leadership and learning and development teams to design, develop and deliver a world class training program.

• Design, develop, and deliver training and coaching on all LoopNet and Ten-X products, including instructor-led in-person and virtual training, e-learning, and a variety of other instructional techniques with a focus on LoopNet/Ten-X and how they relate to other CoStar products.
• Design, develop, and deliver onboarding for new LoopNet and Ten-X Sales hires; serve as lead product trainer for multi-week new hire classes; act as a sales coach for multi-week, hands-on pre-production period focused on prospecting, call-coaching, demo feedback and systems utilization.
• Work well within the team and across the organization to define learning solutions that address business priorities and bridge gaps in knowledge, competency, and skills for salespeople in a variety of roles and with varied levels of experience.
• Participate in the design of curriculum (classroom, coaching and continuing education) and performance support tools that build the product mastery required to improve performance in sales for new and existing sales team members.
• Work with Sales Learning & Development team members to manage projects, timelines and commitments as well as communication and deployment plans.
• Conduct training assessments measuring the accuracy and effectiveness of programs, resources, and tools. Initiate changes based on feedback and/or changes in process.
• Partner with internal resources (recruiting, concierge services) with coordination of activities for out-of-town guests as well as booking internal guests/contributors for training sessions.
• Keep abreast of LoopNet and Ten-X strategies, industry changes, product enhancements and training best practices to improve and update learning programs accordingly.
• Perform duties with a strong degree of organization/prioritization skills, an ability to understand our business goals, an ability to work with all team members and referral sources communicating in a professional and timely fashion

Responsibilities:

• Design and develop a sales management training curriculum that addresses various populations across CoStar Group sales teams.
• Partner with senior sales leaders across CoStar Group to understand developmental needs of their sales manager populations, and design scalable content that meets their needs, including tailoring specific content when necessary for niche populations.
• Collaborate with other functional teams across CoStar Group to deliver and execute training programs effectively and leverage existing subject matter experts to drive content creation and facilitation.
• Develop training content, instructor manuals, and course materials for internal use.  Where necessary leverage third party materials to supplement and enhance training. 
• Evaluate training program effectiveness through assessments, surveys and feedback from key stakeholders and recommend modifications to course content based on data.
• Facilitate program delivery and train-the-trainer programs.
• Provide real time observation and coaching to sales managers to drive sales performance.

You are:

• A Leader: You understand that you are a role model to all of sales and demonstrate leadership and professional poise while coaching, mentoring and developing staff.
• Charismatic: You are highly motivated, charismatic and energetic. You bring excitement and enthusiasm to a room.
• A Coach: You have demonstrated success in coaching others and are a driver of positivity.
• A Team Player: You work as an integral part of a team that works and wins together. You are articulate, persuasive, and willing to listen to and respect the views of others. You confidently engage with staff at all levels to define needs and expectations. You collaborate on projects and communicate results.
• Comfortable with Change: You are comfortable with the inevitable changes that are brought about as a result of rapid growth and development.
• A Strategic Problem-Solver: You have excellent critical thinking skills, dive into the details, ask intelligent questions, and think like a user. You can effectively identify varying needs and create training solutions that align with business goals and trainee needs.
• A Strong and Articulate Communicator: You provide consistent and uniform delivery of training and facilitation that brings out the best in your trainees and involves them in their own learning.
• Focused: You switch from long-range planning to facilitate monthly new hire training with ease. You really “get" what is a priority and can independently manage tight deadlines to completion.
• Detail Oriented: You love organization and details and takes pride in all projects and tasks

Basic Qualifications:

• Bachelor’s degree required from an accredited, not for profit college or university
• Commercial Real Estate experience required
• 8+ years of successful sales experience
• 5+ years of successful sales management experience
• Proven experience successfully growing sales revenue of an existing sales team
• Ability to effectively manage multiple projects simultaneously in a fast-paced and changing environment
• Ability to create an inclusive learning environment and adjust based on audience’s learning needs
• Exceptional written and verbal communication skills
• Excellent problem-solving skills
• Proficient in Microsoft applications- Word, PowerPoint, Excel, etc.
• Working knowledge and application of adult learning methodologies
• Track record of commitment to previous employers

Preferred Qualifications:

• Bachelor’s degree in Human Resource Development, Organizational Development, Talent Development, or other subjects related to Adult Education from an accredited, not-for-profit college or university
• 5+ years of successful sales training experience in a corporate setting, delivering instructor-led training
• Experience working in Instructional Design Applications - Articulate 360 preferred

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, tuition reimbursement, and an inter-office exchange program. 

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.
 

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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