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Director, Field Sales – BizBuySell, CoStar Group - San Francisco, CA

Job Description

Company Overview:

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.

As a division of CoStar Group, BizBuySell.com is the top destination to buy, sell, and value small businesses, or simply learn about the business-for-sale process. For over 25 years, we have helped buyers realize dreams of independence and give owners a path to cash-in on what they have built. That is why more entrepreneurs visit BizBuySell than any other marketplace in the USA. Together with the BizQuest and FindaFranchise sites, we are the leading websites in the business-for-sale space.

Job Description:

As the Director, Field Sales you will lead the sales effort and team that serves our professional customers (brokers, franchisors, lenders, etc) for the Business for Sale vertical. You will be responsible for growing revenues by selling new subscriptions and digital advertising to new customers, growing existing customer revenues by up/crossing selling additional services, and ensuring high levels of customer service and high renewal rates. Ultimately, you will have overall responsibility for delivering the sales results that meet the growth targets for the business among these customer groups.

You will manage an experienced, multi-person team selling a variety of market-leading products to several key customer groups. You will use your experience to build upon a foundation of current sales strategies and processes to improve, innovate and develop new approaches to take sales performance to even higher levels. You will model, define, and evolve our sales team staffing levels to help us achieve our aggressive growth goals.

Responsibilities:

• Recruit, hire, onboard, train, manage, coach, motivate, inspire and develop sales representatives

• Deliver needed sales results to propel business to achieve growth targets

• Design and administer comp plans that reward the behavior needed to achieve sales targets while providing a strong ROI to the business

• Develop sales plans that favor account stickiness, Net New, Average Revenue per Customer, and positive NPS over customer churn

• Identify underpenetrated or new markets and create sales plans to attack them

• Advance sales team processes to improve efficiency

• Work with the marketing team and other parts of CoStar to evolve existing and develop new lead sets to feed a hungry sales team. At the same time, develop a prospecting/hunter model to drive business not coming to us through our existing lead sources

• Design and execute sales promotions and incentives to achieve short-term sales objectives

• Develop sales reporting to both help reps better manage their pipelines as well as to report across the business and up the organization. Ensure sales reps record data consistently in our CRM to enable this

• Nurture and strengthen relationships with our highest value customers and revenue partners. Personally own relationships with our biggest corporate customers (national accounts)

• Help identify customer needs and opportunities to improve existing products and processes, and then make these happen through cross-functional leadership and execution

• Develop and deliver customer training in support of building relationships that retain and grow customers over purely transactional sales that generate churn

• Spend considerable time weekly with reps on calls and customer visits to provide training and coaching. Travel will sometimes be required to visit key accounts or conferences where customers aggregate

Basic Qualifications:

• A completed bachelor's degree from an accredited, not for profit university is essential

• Demonstration ofcommitment to prior employers

• Client facing experience in the Commercial Real Estate 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, business intelligence, digital advertising marketing, or information services

• 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 in excess of $10 million in annual revenue

• Experience managing sales efforts in a highly transactional, consultative sales oriented, fast-paced organization with a short cycle-time sales model

• 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

Preferred Qualifications and Skills:

• 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 book of business 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

• Ability to effectively perform discovery through solution selling, resulting in identification and alignment of client’s needs

• 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

This position offers a base salary of $120,000 - 180,000 based on relevant skills and experience, in addition to commission opportunities as well as a generous benefits plan. 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.

*What’s in it for you?  *

When you join CoStar Group, you will experience a collaborative and innovative culture working alongside the best and brightest to empower our people and customers to succeed.

We offer generous compensation and performance-based incentives. CoStar Group also invests in your professional and academic growth with training and tuition reimbursement.

Other highlights of our benefits package include:

• 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

• 11 holidays and 3 weeks of vacation per year

• On-site fitness center

• Access to CoStar Group’s Diversity, Equity, & Inclusion Employee Resource Groups

• Snacks and caffeine

#LI-MM3

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

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 37 years, giving us the perspective to create truly unique and valuable products and services. We’ve continually refined, transformed and perfected our approach to our business, creating a language that has become standard in our industry and for our customers. 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.

CoStar is committed to creating a diverse environment and is proud to be an equal opportunity workplace and affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. CoStar is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access www.costargroup.com/careers as a result of your disability. You can request reasonable accommodations by calling 1-855-840-1715 or by sending an email to recruiting@costargroup.com .