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

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

<br>

Job Description

<br>

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 University or College.

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 University or College.

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 si