Director of Sales, Training & Development

I am exclusively retained by a leading commercial real estate company in the Raleigh-Durham, North Carolina region. The company has created a new hands-on leadership role due to growth and expansion. The Director / Vice President will supervise, motivate, train, develop and hold the commercial real estate sales professionals (Brokers) accountable. The Director / VP will support the (Brokers) sales professionals by helping them achieve robust revenue generation goals determined by the executive leadership of the company and by implementing appropriate strategies. This sales, training and development professional will work with other members of the Executive Team in a corporate leadership role. In some cases, this individual will work directly with the company’s clients who are in the market to buy, sell, or lease commercial real estate. Responsibilities include providing support, solving complex problems, selecting the appropriate broker and resources to successfully execute the close of each transaction.  

Who you are: highly motivated, persistent, have a proven success rate of effectively managing, leading, training and motivating sales teams to achieve company financial goals.

 Lead, Manage and motivate the Sales and Leasing Brokers

• Create weekly, monthly, and annual goals directed by the overall revenue goals of the company that are determined by the Director / VP along with other members of the Executive Team.
• Host weekly Broker meetings to establish and monitor Sales Reports to include:
  • Active Clients
  • Targeted New Clients
  • Strategic approach
  • Revenue Projections
  • Timing
  • Relationships
  • Next Step Strategy
• Monitor (Broker) Sales Activity Reports that are to be assessed at weekly (Broker) Sales Team Meetings.
• Manage CRM systems and day to day activities of active and inactive data involving clients past and targeted future clients as well as financial reports.
• Create and execute the Sales Cycle Protocol
• Assist with targeted client prospecting by providing assistance with vision and execution strategies.  
• Assist (Brokers) sales professionals with identifying specific verticals to target based on their expertise, personal marketing plan, and the annual goals of the company.
• Assist (Brokers) sales professionals in selecting teams to perform day to day support activities that generate vetted leads.
• Provide CoStar support for determining Lease Expiration Dates in order to target new clients.
• Assist in the monthly research of Capital Markets Leasable Square Footage Rates and how the (Broker) sales professionals can meet the client’s objectives by delivering professional service that is unparalleled in creativity and efficiency.
• Understanding of what companies the Economic Development Director is targeting to bring into the state, city, county and how they can strategically assist them in acquiring the client.
• Creates, develops, and executes (Broker) Sales Training Programs
• Participates and hosts in Job Fairs for recruiting appropriate candidates to promote and meet the company’s overall growth and revenue strategies. 

Hire and Train Brokers and Staff

• Conducting interviews and hiring real estate brokers and support staff.
• Develop and implement training programs.
• Recruit and assist in creating any Internship Programs with local Universities.
• Development of The Sales Cycle Procedures
  • Teach brokers how to get customers, negotiate real estate deals, acquire financing, and properly fill out appropriate paperwork.

Administrative Duties

• Create and prepare Monthly Budget Reports based off of Broker Activity Reports
• Create and execute Marketing Plans in collaboration with the Marketing Department and Public Relations Campaign that benefit the (Broker)
• Create and execute Business Plans per Broker
• Create in collaboration with the Marketing team, the Public Relations Campaigns
• Assist Marketing with Broker Events that showcase the commercial space and what the best follow up practices will be to capture the client.