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Job Description

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OVERVIEW

CoStar Group is the world’s leading provider of information and marketing solutions for the Commercial Real Estate industry. We are a NASDAQ listed company with a market cap of over $30B+.

As a technology company, we are the trusted partner for all commercial real estate professionals empowering many of the most well-respected lenders, landlords, development companies, brokerage firms, banks, investors, and government agencies.

We do this by actively researching the commercial real estate markets and providing data, analytics, innovative tools and powerful marketing platforms in the US and Internationally to help our clients transact with one another. CoStar continues to win multiple awards & recognition, including one of Forbes most innovative companies, Fortune’s fastest growing companies, being added to the NASDAQ 100, and the S&P 500 in recent years.

To continue the momentum of rapid revenue growth, CoStar is looking for a Regional Vice President, CRE Lender. This position will be responsible for leading a team of Regional Sales Directors and Account Executives to achieve revenue growth goals, maintain renewal goals and expand revenue opportunities by growing the number of territories, further penetrating the total addressable market of depository and non-depository institutions across the US. The winning executive will be responsible for building and developing a high-performing sales organization and culture.

As a CoStar Regional Vice President, CRE Lender (RVP), you will have overall responsibility for ensuring the development and successful delivery of CoStar’s growth objectives for the CoStar Lender solution in the United States. You will be responsible for growing and developing revenue by selling new subscriptions to new National, Regional, and Community-based lenders, private institutions, and organizations with debt portfolios; growing existing customer revenues by up-selling & crossing-selling additional CoStar solutions; ensuring all Lender customers have fully onboarded their portfolios onto our platform; and ensuring high levels of customer service and high renewal rates.

RESPONSIBILITIES

• Drive sales goals of at least 20% growth annually for the Lending organization.

• Attract, develop and retain a strong team of Regional Directors and Account Executives who have the ability to perform at or above CoStar’s stated goals, aggressively growing active users, achieving net new revenue goals, and getting 100% of our customers onboarded to our platform.

• Work directly with a team of Regional Directors to develop them into high-performing sales leaders and provide support and guidance to develop their teams and increase penetration across all types and sizes of lender organizations.

• Ensure that Regional Directors are hiring top-tier candidates and effectively training and developing their teams.  In addition, ensure that Regional Directors are developing their leadership skills to effectively coach their sales teams, including managing low performance.

•  Identify and ensure training needs are met for the Lending sales team, addressing employee skill gaps and performance issues, as appropriate.

• Develop and implement sales plans to develop and achieve corporate objectives and deliver key results to drive these objectives (OKRs).

• Create and develop relationships with key customers to enhance retention and increase sales.

• Constantly seek, share, and implement best practices in the sales function. Lead efforts to implement process controls and drive a mind-set of continuous improvement throughout the Lender sales organization.

• Establish and maintain collaborative relationships with key stakeholders across the business, including business and functional partners, and senior management teams.

•  Serve as an integral member of the senior sales leadership team, assisting the executive team in the achievement of company goals.

QUALIFICATIONS

• A bachelor’s degree is required. A master’s degree in business, economics or finance is preferred.

• At least 10 plus years of progressive experience in a sales leadership role, with five years plus successfully managing a direct sales organization of at least 50 employees.

• Demonstrated track record of rapidly growing a sales organization or division through organic growth and achieving revenue growth targets of 20% or greater year over year.

• Preferred experiencer working in industries that include: lending institutions, information services, financial services, professional services, high tech and commercial real estate.

• Demonstrated ability to retain proven sales producers and remove non-producers.

• Demonstrated track record of developing front-line sales leaders.

• Data-driven sales executive with a strong performance management orientation. Understanding of how to deploy sales analytics and metrics-based decision support tools to set sales targets, measure ongoing results and conduct gap analysis to ensure that the region achieves its sales goals.

• Proven ability to work across all areas of an organization to influence stakeholders and constituents and lead the team to success. Effective relationship builder internally (peers, teams, company-wide) and externally (sales channels, customers, etc.).

•  Experience working in a $500 million plus revenue organization, in a best-in-class sales and marketing company, and in overseeing a sales organization of $50 million plus in annual revenue.

• Ability and willingness to travel extensively across the United States to work with Region Directors, Account Executives, develop relationships with key customers and prospects, and represent CoStar at key lending industry events. 

KEY ATTRIBUTES

The successful candidate will have a reputation and track record of success as an exemplary sales and business leader. Intelligent, dynamic and possess concise and clear verbal and written communication skills, which become particularly important when dealing with CoStar and customer executives. The successful candidate will have the engaging personality to inspire and create excitement with their customer base and sales prospects, their sales team, as well as across the entire organization and in the marketplace at large.

The successful candidate will be a tireless, high-energy professional with an entrepreneurial, risk-taking flair and will possess a brand of confidence, which allows for delegation and empowerment of their team. With substantial depth and breadth of applied judgment, they must have demonstrated operational excellence and consistent delivery of over-achieving results. They must be a team player with ability to achieve or exceed his/her objectives while working patiently in concert with other department heads. Candidate must possess excellent interpersonal skills, the highest level of integrity and be able to inspire trust and confidence.  Finally, this executive must have a level of business maturity, flexibility and intestinal fortitude to re-energize and instill a winning, “can-do” attitude within his/her organization.

WHY COSTAR?

• The industry leader with an energetic and fast paced dynamic culture

• Innovative technology and a reputation for outstanding products

• A Lender solution that is a comprehensive

• 94% customer renewal rate

• 50 + Quarters of double-digit revenue growth 

• Outstanding sales and product training programs

• Excellent career growth opportunities

• High compensation with uncapped commissions and an outstanding annual Presidents Club incentive trip

• Exceptional benefit plan including an employee discounted stock purchase plan

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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