CRE Regional Sales Manager, STR - Atlanta

Job Description

CRE Regional Sales Manager, STR - Atlanta

Job Description

OVERVIEW

Founded in 1985, STR provides premium data benchmarking, analytics and marketplace insights for global hospitality sectors. STR was acquired in October 2019 as a division of CoStar Group, Inc. (NASDAQ: CSGP), the leading provider of commercial real estate information, analytics and online marketplaces. We are a benchmarking company, and the trusted partner for all market participants including many of the most well-respected hotel brands, individual owners, brokers, lenders, institutional investors, government agencies and service providers. We do this by providing research, data, analytics, innovative tools, and powerful marketing platforms in the US and internationally.

As a STR Regional Sales Manager you will have overall responsibility for ensuring the development and successful delivery of STR'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
• Motivate and develop high impact salespeople capable of meeting/exceeding sales quota
• Engage and interact with your team on client calls 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 current clients.
• 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
• Work with Vice President; Sales to 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
• Represent STR at industry events, including preparing and delivering sales presentations and industry performance presentations
• Gain a thorough understanding of your clients and their needs
• Become an expert in STR's unique value proposition and the intricacies of benchmarking
• Complete ownership of the sales cycle including prospecting, demoing, closing and renewal
• Monitor client usage and engage clients to use services in new and effective ways
• Conduct a high level of in person client and prospect product demonstrations
• Provide valuable insight to all participants in the hotel industry, including Owners, Investors, Lenders, Appraisers and Service Providers

BASIC QUALIFICATIONS

• Two or more years of experience directly managing sales professionals, including the ability to attract, hire, train and develop a high performing sales team
• Five or more years of successful sales experience in a business to business environment
• Experience successfully managing and retaining a book of business
• Experience managing sales efforts in a consultative sales oriented, fast-paced organization with a short cycle-time sales model

• Bachelor's degree

• This role is office based at our Hendersonville headquarters with some travel required (25-50%)

PREFERRED QUALIFICATIONS AND SKILLS

• 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
• Ability to be flexible and adapt to changing situations at a high growth company

Be part of a team of sales professionals enjoying the opportunity to learn, do, and grow in a rewarding atmosphere. But don't just take our word for it -- see why our team chose to work at and stay at CoStar Group: https://www.youtube.com/watch?v=CVbJRnJ2sX0

We welcome all qualified candidates who are currently eligible to work full-time in the United States to apply. However, please note that CoStar 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