Regional Data Sales Representative

Oct 26, 2012
Nov 25, 2012
Ms. Dana Pace
Full Time
Regional Sales Representative, Hanley Wood Market Intelligence

Hanley Wood,, is currently seeking a Regional Sales Representative in our Makret Intelligence Division. The Regional Sales Representative will be responsible for building and maintaining a book of business in the greater Washington, DC area. In addition, this individual will be responsible for growing and perpetuating the Hanley Wood Market Intelligence brand in the local markets by becoming an active participant in the production home building & commercial retail development markets with a strong knowledge base of the industry players, key projects/developments and local real estate industry associations and events.

Hanley Wood Market Intelligence (HWMI) is the leading provider of rich data and decision tools for residential real estate development and new-home construction. Hanley Wood Market Intelligence customers include homebuilders, building product manufacturers, land developers, appraisers, real estate investors, municipalities, federal government agencies, financial institutions, and investment banking firms.

Major Responsibilities and Related Duties Include:

• Build and maintain a book of business selling HWMI’s state-of-the-art application/database to the area’s leading homebuilders, residential and commercial retail developers, financial institutions, real estate investment banking firms, building product manufactures, suppliers, distributors, cities, redevelopment agencies and federal government agencies throughout the territory
• Develop and execute on a sales plan for the territory
• Generate high levels of activity with either new or prospective customers at a level of at least 9 face-to-face appointments each week and maintain all meeting and pipeline information in Salesforce - corporate CRM solution
• Make a priority of maintaining the highest level of customer satisfaction, loyalty and retention by generating consistently high levels of customer care calls and trainings to prevent and resolve customer issues
• Respond to customer questions (in-bound and out-bound) and resolve training/support questions over the phone and in-person
• Complete new license agreements, renewal price increase license agreements, client change forms, client cancellations and pro-actively address accounts on the AR/Pre-bill report, along with occasional fulfillment of custom data export requests
• Attend real estate industry events (BIA/HBA) 1-2 times a quarter
• Conduct industry housing seminars

Qualified Candidates should possess the following Skills, Education, and Experience:

• An "A Player" with a minimum of four years of proven solution based sales success in a professional b2b environment. Real Estate Data, Financial Services Data or other data solution sales experience is highly desirable; existing relationships with homebuilders, residential and commercial retail developers, financial institutions, real estate investment banking firms, building manufacturers, suppliers, distributors, cities and redevelopment agencies and federal government agencies is a plus
• An aggressive individual with a strong initiative and a competitive drive to prospect, develop and close new business, while maintaining current client base
• Exceptional communication, presentation, negotiation, selling and marketing skills.
• Experience in developing regional accounts and making sales presentations to CEO's, Executive VP's and SVP's is critical
• Passion to learn new technology and join a rapidly growing, highly respected company.
• Excellent PC skills. Fluency in MS Office including PowerPoint and Salesforce is desirable
• Knowledge of new residential or commercial retail development marketplace is a plus
• Strong time management skills, ability to create & execute on a sales plan
• Ability to work in a highly accountable environment
• Able to prioritize work and ask for clarification when necessary, use good judgment, demonstrate a strong sense of urgency and carry projects through to completion in a timely manner
• Ability to work both independently with an entrepreneurial spirit and in a team environment pursuing success on shared accounts