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

Job Description

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 Director, Mid-Market Sales for Apartments.com, you will be responsible for delivering frontline sales results through customer interaction and employee satisfaction. The Director is responsible for growing and developing their assigned region’s revenue by selling new advertising and info subscriptions on Apartments.com to new customers, growing existing customer revenue and ensuring high levels of customer service and high renewal rates. The Director will manage sales managers and sales associates who are focused on growing new & existing customer business, driving product usage/adoption, preventing reversals, managing accounts, and providing outstanding customer service.

RESPONSIBILITIES

• Attract, hire, motivate, and develop high impact salespeople capable of meeting/exceeding sales quota

• Provide coaching and training as necessary to enhance their sales effectiveness by meeting and exceeding sales quotas

• Manage the identification, prioritization and winning of new client relationships as well as the retention and growth of our current clients while getting to know all of the major accounts in the market

• 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 standards

• Active management of team member’s weekly activities is essential including weekly attendance to the Monday Morning Sales Meeting, weekly CoStar office attendance and prompt use of Enterprise CRM systems which captures sales activities, sales pipelines 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 Group culture and values are adopted my team members

BASIC QUALIFICATIONS (For External Applicants)

• Five or more years of experience in a front-line sales leadership role, preferably in digital marketing or advertising sales; or equivalent experience in the Multifamily industry.

• Three or more years of experience directly 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.

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

• Proficiency in Excel.

• A track record of commitment to prior employers.

• Bachelor's degree required from an accredited, not-for-profit, in-person college/university.

BASIC QUALIFICATIONS (For Internal Applicants)

• Three or more years of experience in a front-line sales leadership role, preferably in digital marketing or advertising sales; or equivalent experience in the Multifamily industry.

• Three or more years of experience directly managing a team of 5+ employees, including the ability to attract, hire, train and develop a high performing sales team.

• 6 or more months of hitting performance standards and sales goals.

• Experience being responsible for a book of business in excess of $1 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.

• Proficiency in Excel.

• Bachelor's degree required from an accredited, not-for-profit, in-person college/university.

PREFERRED QUALIFICATIONS AND SKILLS

• 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.

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, and tuition reimbursement. 

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), 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 

The final salary or hourly rate offered for this role will fall within the range set forth below based on a variety of factors, including but not limited to, geographic location, skills, and competencies. 

Base Compensation: $95,000- $110,000 Annually

#LI-HS1

#Apartments.com

We welcome all qualified candidates who are currently eligible to work full-time in the United States to apply. However, please note that CoStar is not able to provide visa sponsorship for this position.

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