CoStar

Mid-Market Sales Director, Apartments.com - 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.

Apartments.com is an industry leading rental marketplace for owners, property managers and consumers. Apartments.com is 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. The Apartments.com Network includes Apartments.com, ForRent.com, ApartmentFinder.com, ApartmentHomeLiving.com, Homes.com, and six other leading rental sites. Our suite of services includes digital advertising, social and reputation management, and market analytic solutions which delivers innovative tools for our customers.

Learn more about Apartments.com.

As an Apartments.com Mid-Market Sales Director you will be responsible for delivering frontline sales results through the leadership and development of the Mid-Market Managers and their teams. Mid-Market is a centralized sales team based in Richmond, Virginia that 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 Apartments.com Sales team is the top sales team in the multi-family industry, with a 23% revenue growth last year, and an annualized run rate revenue exceeding $1 billion. At CoStar, we create opportunity through a combination of reliable tools, resources, and deep understanding in today’s market. Our sales teams’ help our clients find relevant information, meet the right people, and make the deals that are critical to their success. As part of the team, you may be asked to participate in sales efforts with other residential products through CoStar Group, including Homes.com.

All new Directors receive extensive classroom training, ensuring they are equipped with the product and industry knowledge needed to build market credibility, proudly represent our brand, and achieve career success. In addition, you will learn marketable skills in digital marketing and sales from working closely with talented and driven internal industry experts, product marketing and product management specialists.

RESPONSIBILITIES

• Drive sales goals as outlined annually for Mid-Market sales.
• Attract, develop and retain a strong team of Mid-Market Managers and Sales Associates who have the ability to perform at or above Apartments.com stated goals, aggressively growing active users, achieving net new revenue goals and succeeding in cross-sales opportunities in your region.
• Work directly with a team of Mid-Market Managers to develop them into high-performing sales leaders and provide support and guidance to help them develop their teams and increase penetration in Mid-Market in their regions.
• Ensure that Mid-Market Managers are hiring top-tier candidates, and training and developing their sales teams. In addition, ensure that Mid-Market Managers are developing their leadership skills to effectively coach their sales teams and, if necessary, remove those not meeting goals.
• Identify and ensure training needs are met for your sales force, addressing employee skill gaps and performance issues as appropriate.
• 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.
• Constantly seek, share and implement best practices in the sales function, establishing a relationship-based sales culture and ensure that teams maintain high Net Promoter Scores.
• Lead efforts to implement process controls and drive a mind-set of continuous improvement throughout the sales organization.
• Establish and maintain collaborative relationships with key stakeholders including business and functional partners and the senior management team.
• Serve as an integral member of the senior sales leadership team assisting the executive team in the achievement of company goals.
• Be able to forecast revenue and deliver on those sales results. Develop and implement sales processes, technologies, and streamline reporting outputs.
• Partner with cross-functional departments for process improvements on sales tracking and reporting.

QUALIFICATIONS

• 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.
• Five or more years of experience managing sales leaders and sales professionals in a highly transactional, consultative sales oriented, fast-paced organization with a short cycle-time sales model.
• Five or more years of demonstrated track record of rapidly growing a sales organization or division through organic growth and achieving revenue growth targets.
• A track record of commitment to prior employers.
• Bachelor’s degree required, preferably in Business Administration, Communications or Marketing from an accredited, not-for-profit University or College.

PREFERRED QUALIFICATIONS AND SKILLS

• Strong and proven track record of successfully mentoring and coaching sales teams to achieve their greatest potential.
• Demonstrated ability to retain proven sales producers and remove non-producers.
• Proven track record of meeting and exceeding sales goals and quotas in a high transaction environment.
• Ability to be flexible and adapt to changing situations at a high growth company.
• Effective internal relationship building skills (superiors, peers, teams, company-wide, including C-Suite) and externally (sales channels, customers etc.)
• Ability to take initiatives from leadership, and to lead effective communication and change management through your direct leadership team.

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), with yoga studio, Pelotons, personal training, group exercise classes
• 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