Regional Sales Director - CRG Search

Client

Our client is a leading provider of online real estate marketplaces, information, and analytics in the property markets. With a vast and comprehensive commercial real estate information database, they conduct extensive research to deliver unmatched insights into property values, market conditions, and current availabilities.

Summary

Seeking a Regional Sales Director. In this role, you will be responsible for ensuring the development and successful delivery of 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 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.

Location

Greater Richmond, VA area. (No Relocation is available for this position at this time)

Compensation

Enjoy a competitive base salary + commission/bonus and comprehensive benefits.

Primary Responsibilities

• Grow regional/team revenues and meet and exceed annual sales growth targets.
• Attract, hire, develop, motivate, and develop high-impact salespeople capable of meeting/exceeding sales quota.
• Spend 3-4 days per week in the field on sales calls with their salespeople 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 and the retention and growth of our current clients. Get 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 achieve business performance targets and standards.
• Active management of team members’ weekly activities is essential including weekly attendance to the Monday Morning Sales Meeting, weekly office attendance, and prompt use of Enterprise/GoSell CRM systems which capture 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.

Education, Skills, and Experience

• Bachelor’s degree required.
• Client-facing experience in the Financial Tech, Property Tech, or Professional Tech industry is strongly preferred, with Commercial Real Estate a plus.
• Five or more years of progressive experience in a front-line sales leadership role selling Data, Research, and Analytic platforms or tools, commercial real estate, financial services, business intelligence, marketing, or information provider.
• Five or more years of experience directly managing 5-10 sales professionals, including the ability to attract, hire, train, and develop a high-performing sales team.
• Experience being responsible for a book of business above $10 million in annual revenue.
• Experience managing sales efforts in a highly transactional, consultative sales sales-oriented, fast-paced organization with a short cycle-time sales model.
• Candidates must possess a current and valid driver’s license.
• A track record of commitment to prior employers.
• 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 external (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.