Regional Director, Sales - CoStar Data & Analytics -Los Angeles, CA

Who is CoStar Group?

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.

Why CoStar?

• Proven Success: 90%+ average customer renewal rate and consistent 10%+ year-over-year growth.

• High Rewards: Competitive base salary with uncappedcommissions, exceptional benefits, and exclusive incentives like our annual President’s Club retreat at a luxury destination for top performers.

• Career Development: Comprehensive onboarding and training experience with a clear path for growth, where top performers enjoy long-term career advancement.

• Innovative Tools: Access to industry-leading products that give you a competitive edge.

Role Overview

As a CoStar Regional Director (RD), you will have overall responsibility for ensuring the development and successful delivery of CoStar’s growth objectives for the business in your assigned region. You will be responsible for growing and developing the region’s revenues by selling new subscriptions to new customers, growing existing customer revenues by up/crossing selling additional/other CoStar services and ensuring high levels of customer service and high renewal rates.

You will manage a team of sales professionals who are focused on growing new and existing customer business, driving product usage/adoption, preventing reversals, managing accounts and providing outstanding customer service. 

Responsibilities

• Grow regional/team revenues, meet and exceed annual sales growth targets.

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

• Spend 3-4 days per week in the field on sales calls with their salespeople and 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. Get to know all 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 members’ weekly activities is essential as is prompt and accurateuse of our Enterprise CRM system which captures sales activities, sales pipelines and account assignments.

• Establish individual and team performance targets that align with overall business goals. Monitor performance and act 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 culture and values are adopted by team members.

Basic Qualifications

External Candidates

• 5+ years of experience directly managing 6+ sales professionals, including the ability to attract, hire, train and develop a high performing sales team. 

• Experience being responsible for arecurring revenue book of business more than $10 million in annual revenue.

Internal Candidates

• Minimum 5 years of overall sales experience, including 24+ months in a quota-carrying role at CoStar Group, with a strong track record of meeting or exceeding sales targets. 

All Candidates

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

• A track record of commitment to prior employers.

• Candidates must possess a current and valid driver’s license.

• Satisfactory completion of a Driving Record/Driving Abstract check prior to start.

• Experience leading sales efforts in a fast-paced, consultative sales model.

• Experience delivering expected sales results.

Preferred Qualifications & Skills 

• Client-facing experience in the Commercial Real Estate industry strongly preferred.

• 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.