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

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

<br>

Job Description

<br>

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: