Team Leader

Are you a top-performing Sales Account Executive with some management experience, ready to make a greater impact in the commercial real estate industry? Yardi is currently on the hunt for a Sales Team Leader to guide our Mid-Market Commercial team.

What You’ll Do:

Sales

• Use extensive knowledge of all assigned Yardi products, clients/prospects, industry conditions, and competition to present value propositions to maintain a sufficient pipeline and meet individual sales goals.
• Research, call, and qualify each account in assigned territory.
• Identify and develop strong relationships with all key decision makers and develop a deep understanding of the business needs for every client/prospect assigned to you.
• Conduct in-person or web meetings each month with executive level personnel to deliver roadshow or product demonstrations at the frequency and standard required.
• Execute full sales cycles, including lead-generation; discovery and goal-setting; pricing, packaging, and positioning; RFP management; negotiating; and closing.
• Provide continuous account management support for contract-related matters.
• Utilize internal CRM diligently, recording all client activities, sales opportunities, and forecasts per training guidelines.
• Participate in marketing events to promote Yardi Systems and our products/services.
• Review individual account and pipeline reports weekly, performance reports monthly, and meet with management monthly to verify proper execution of sales strategy within the assigned territory.
• Completes annual certifications for assigned products per training guidelines and continually expand product knowledge and demonstration skills by presenting solutions to clients and/or prospects.

Management

• Lead a team of Sales Executives, ensuring proper execution of sales strategy to meet team sales goals.
• Identify and develop strong relationships with key decision makers and develop a deep understanding of the business needs for the key accounts assigned to sales team.
• Review deals, address escalations, assist in negotiations and RFP responses, and provide training to team members to ensure their proper execution of sales cycles and utilization of CRM and sales tools.
• Ensure all team members complete required annual certifications in the timeframe specified in the training guidelines.
• Review team account and pipeline reports weekly, performance reports monthly, and meet with individual Sales Executives monthly or more frequently when needed to ensure proper individual execution.
• Meets monthly with Commercial Sales Director to ensure proper team execution.
• Proactively recommend corrective actions for non-performing individuals.

Who You Are:

• Bachelor’s Degree or commensurate experience.
• Five plus (5 ) years of successful sales experience.
• Experience managing, recruiting, and hiring skilled sales professionals.
• Thorough understanding of sales cycle management principles such as cold-calling; lead-generation; discovery and qualification; pricing, packaging, and positioning; proposal development; contract negotiation; and closure.
• Extensive experience with Microsoft Office Suite, including Outlook, Word, and Excel.
• Demonstrated record of generating sales results.
• Proven presentation and demonstration experience.
• Ability to Commit to up to 50% US-based travel.

Ideal to Have:

• Yardi domain experience.
• Industry expertise in property management and accounting principles.

Compensation: $100,000 - $110,000 base salary commission target

All submissions for open positions should be received through Yardi’s applicant portal, accessed from Yardi’s corporate website.

EOE/Race/Gender/Disability/Vets

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