Sales Executive - CoStar's Centralized Sales Division - CoStar Group

CoStar Group, Inc. (Nasdaq:CSGP) is the number one provider of information/marketing services to commercial real estate professionals in the United States as well as the United Kingdom. CoStar's suite of services offers customers access via the Internet to the most comprehensive database of commercial real estate information throughout the U.S. as well as in the United Kingdom and France. Headquartered in Bethesda, MD, CoStar has approximately 1,300 people working for the company worldwide, including the largest professional research organization in the industry.

Our strength as a business and our reputation as an employer of choice has been recognized by:

• Deloitte's Maryland Technology Fast 50
• Business 2.0 Magazine's List of 100 Fastest-Growing Tech Companies (CoStar Ranks 48th)

For over 20 years, top commercial brokers from around the country have depended on CoStar for commercial real estate information. Now, 20 years later, CoStar tracks billions of square feet around the world, providing critical data to commercial brokers, owners, property managers, banks, capital investors, retailers, and vendors. CoStar strives to achieve a full inventory of commercial properties, in order to provide a true analytic view of economic conditions. We are financially strong and growing and are looking for quality professionals who seek to join the industries leader in commercial real estate information.

Are you a "SUPERSTAR" Outside Sales Professional? Are you looking for UNCAPPED EARNING POTENTIAL, a COMPETITIVE BASE SALARY, MONTHLY COMMISSION and FULL BENEFITS? If so then consider jump starting your sales career with CoStar.  

As a CoStar Sales Account Executive, you will be directly responsible for all sales of CoStar products and Services within your assigned territory.  You will be responsible for the full sales cycle, including prospecting, cold calling, networking, solution presentations, demonstrations, contract negotiations, closing deals, and account management and retention, and product training. 

The successful Account Executive will ensure that all sales and account management metrics are met or exceeded on a regular basis, while maintaining and growing a book of business within an assigned territory.  You will play key public speaking role via participation in presentations to key prospects/client and actively participating in commercial real estate events/conferences.

As a CoStar Sales Account Executive, you have the opportunity of closing and maintaining new business both in person and by phone, within your assigned territory. You must be as comfortable selling in person, as you are by phone.  Our Centralized Sales Division travels at least 50% into the field, alternating weeks between traveling for face to face sales, and office time for phone sales, appointment setting, contract generation, and prospecting.

  
Goals:

• Exceed all revenue targets
• Maintain a full pipeline at all times
• Gain new business
• Implement all products once sold
• Support clients with effective training and client service
• Deliver high customer satisfaction to achieve all retention goals
• Increase product usage within book of business
• Maintain contact with all client sites & customers

Essential Functions:

• Prospect, cold call, and network to establish new sales into Commercial Real Estate industry and all related verticals.
• Develop new business and maintain existing business through in-person sales calls and  telephone sales calls
• Deliver product and solution presentations and demonstrations to potential & existing customers
• Up-sells of new and complimentary products into existing customer base.
• Retention of existing account base through extensive product training and client interaction.
• New and renewal contract negotiations with key decision makers.
• Management of sales pipeline and monthly sales forecast as well as activity tracking within CoStar's proprietary CRM application. 
• Meet and exceed all sales and account management metrics on a regular basis
• Maintain a full sales pipeline
• Retain existing client base
• Travel into field territory 50% of the time (every other week)

Other Job Functions:

• Activity: Consistent activity level of at least 4 face-to-face meetings per day when in the field, and 4 phone/ web based Go-To-Meetings per day when in the office, that include product demonstrations and trainings, as well as client visits and other assorted client contact.
• Net Sales: Demonstrate the ability to sell results through market penetration and up sells.
• Training: Utilizes time effectively meeting with all users in each client's office and by phone to show them the benefits of and techniques to obtain the most from CoStar's products.
• Communication: Utilizes effective verbal and written communication.
• Client service: Anticipates the needs customers and offers solutions by demonstrating extra effort and maintaining a healthy attitude toward meeting customer needs.
• Judgment: Draws on core values, knowledge, and personal experience to make wise choices.
• Confidence: Ability to present and substantiate ideas that may not agree with the opinion of others.
• Self-Motivation: Commitment to taking the initiative, in a high energy, fast paced sales environment to achieve and exceed sales and account management goals.
• Ambition: Desire to achieve personal and professional sales goals
• Time Management: Ability to effectively manage and optimize time in the field and in the office to achieve highest levels of productivity
• Balance: Strive to balance family, work and personal responsibilities.

Travel:

• For Training to CoStar's Training Facility in White Marsh, MD (3 weeks out of a 6 week training program)
• Travel by air into assigned territory 50% of the time (Every other week M- F)
• Travel to industry tradeshows, conferences, training, meetings, etc as needed

The qualified candidate will meet the following requirements:

• Strong cold calling and prospecting skills and experience
• 2+ years of top performing sales experience meeting & exceeding sales goals
• Experience selling products & services into the Commercial Real Estate brokerage industry (or tenant rep experience)
• Full sales life cycle experience (from prospecting to closing deals)
• Strong hunting and farming experience
• Competitive and consultative sales skills
• Sales experience in data/information, or software sales & service sales a plus.
• Strong presentation skills and a solid background developing and giving PowerPoint presentations
• CoStar product experience strongly preferred.
• Significant experience developing client relationships through consultative sales efforts and training of company specific products.
• Demonstrated track record of proving service to and/or training client base.
• Experience in a metrics /quota driven environment a plus
• Bachelor's degree highly desired.
• Ability to travel 50% (alternating weeks between traveling to the field and being in the office... one week on travel, one week in the office, travel, office, etc)
• Commercial Real Estate Brokerage experience (for sales /for lease) preferred
• Go-getter personality
• Self-motivated

Benefits:

• Extensive paid 6 week sales training program.
• Comprehensive medical, dental, prescription and vision benefits with a choice of two plans.
• Company-paid life insurance for one time's your annual base salary to a maximum of $300,000 per year.
• Company-paid long-term and short-term disability benefits.
• 12 days accrued paid vacation 1st year; 5 days sick leave per year, and 2 personal days.
• A 401(k) plan with eligibility the first of the quarter following 6 months of employment. The Company will match 50% of the deferred amount up to 6% of employee's gross compensation with a 5-year vesting schedule.

Please submit your resume to: www.costar.com/careers.

We are proud to be an Equal Opportunity Employer m/f/d/v. We maintain a drug-free workplace and perform pre-employment substance abuse testing.