Green Street Advisors, Inc. Sales Manager in New York, New York
Green Street provides preeminent and actionable commercial real estate research, news, data, analytics, and advisory services in the U.S. and Europe. For more than 35 years, Green Street has delivered unparalleled intelligence and trusted data on the public and private real estate markets, helping investors, banks, lenders, and other industry participants optimize investment and strategic decisions. The firm delivers exclusive market information, conclusion-driven insights, and predictive analytics through a SaaS platform. The company is headquartered in Newport Beach with offices in Hoboken, Dallas, and London. To learn more, please visit www.greenstreet.com.
The success of Green Street is directly attributable to the strength of our people. We attract high-quality applicants due to our reputation for excellence and our commitment to train and retain talent. Our collaborative work environment provides team members with opportunities to develop professionally and play a central role from day one. At Green Street, we are all about providing unique insights. A diverse and inclusive work environment where top talent can thrive, think freely and offer different perspectives makes our insights even stronger. We’re building a company culture where differences in gender, race, age, religion, ethnicity, identity, physical ability and perspectives are celebrated and valued.
Reporting directly to the Senior Vice President, Global Sales, the Sales Manager is a senior member of the Sales management team responsible for driving profitable growth in line with the overall growth objectives of the firm. This high impact, high-visibility role is accountable for developing revenue growth and business development strategies resulting in the achievement of monthly, quarterly, and annual sales results. Builds strong, long-lasting client relationships. Provides strategic guidance and coaching support to drive the expansion and optimization of the sales and business development organization, ensures the team is well-trained, motivated, and equipped to achieve their individual sales goals. Responsible for talent identification, recruitment, and development of expanding sales team and organization.
Results and Process:
Establish sales objectives by forecasting and developing annual sales quotas
Maintain sales volume, product mix and selling price by keeping current with supply and demand, changing trends, economic indicators and competitors
Manage sales forecasting with high levels of quality, accuracy and process consistency
Generate and maintain accurate Territory plans
Analyze pipeline and lead data, and deliver periodic reporting to the organization by providing key business insights and KPIs such as: Pipeline Forecast and Trends, Conversion Rates, Target Account, Market Segmentation, Win/Loss, Age
Through reporting and analytics, validate the quality of the lead and pipeline data and provide guidance to improve the overall data quality and lead generation processes.
Proactively improve processes and create success metrics to make the New Business team more effective
People and Collaboration:
Build, coach, train, and measure the success of a team of high-performing Salespeople. Coaching on:
Prospecting process and messaging;
On-call conversation flow;
Lead and opportunity qualification;
Reporting & forecasting on progress;
Partner with Sales leadership to ensure Account Executive outbound efforts are timely and productive;
Retain sales staff by recruiting, selecting top talent, orienting and training employees. Also responsible for counseling and providing direct performance feedback to employees: planning, monitoring and appraising job results.
Assist in the establishment of coordination standards between SDRs and New Business reps leading to process efficiency and increased lead generation and sales.
Understand the commercial real estate data and analytics competitive landscape and market trends and develop customer-centric sales strategies to maximize Green Street’s revenue and market share.
Ensure market feedback is effectively gathered by product and buyer type to drive product enhancement
Further strengthen and develop existing relationships
Proven sales leadership, recruiting, coaching experience including meeting/exceeding growth targets
Ability to communicate, present and influence at all levels of the organization internally and externally
Understand and effectively communicate the company's value proposition, technology, process and product/platform offerings.
Desire to exceed expectations, with ability to find solutions and deliver results within a rapidly changing, entrepreneurial, technology-enabled culture
Excellent interpersonal skills, with the ability to communicate effectively with management and cross- functional teams, for both technical and non-technical audiences
Ability to identify and solve client issues strategically
Ability to gather, organize, and leverage detailed prospect data to drive sales initiatives.
Expert with Microsoft Office Suite, Salesforce.com, Linked-in Sales Navigator, and HubSpot Software
Ability to prepare reports and use of appropriate mode of communication to deliver information succinctly.
Must be proficient at analyzing data, building reporting and making strategic recommendations based on data and trends
Ability to manage multiple projects, work to tight deadlines, and ultimately drive results.
Proven success working in a fast-paced, high-growth environment
Keen business sense, with the ability to find creative business-oriented solutions to problems
Bachelor’s degree or equivalent; MBA preferred
Must have or be able to obtain Series 65 license within 60 days of employment
Characteristics & Proficiencies:
- Presentation Skills, Client Relationships, Emphasizing Excellence, Negotiation, Prospecting Skills, Creativity, Sales Planning, Independence, Motivation, Listening
Comprehensive benefits package including highly competitive medical and dental insurance
Company sponsored employee assistance program, life insurance and long term disability coverage
Health savings accounts and flexible spending accounts
Vacation, sick, and personal time
Company paid holidays and summer half day Fridays
Cell phone reimbursements & gym stipends
16 weeks fully paid maternity leave & 2 week fully paid paternity leave
Green Street is an Equal Opportunity Employer