Founded in 1872, The Warren Group is a family-owned company recognized as the most trusted source for real estate and financial industry news and information and the publisher of Banker & Tradesman (MA), The Commercial Record (CT), and The Registry Review (NH). We also provide mission-critical market data and statistics throughout the country.
Reports directly to the Director of Sales & Marketing.
Essential Responsibilities (not limited to):
Summary: This position is responsible for selling our suite of Data Solutions to new and existing customers, managing a set of assigned accounts, and increasing base revenue with renewals, upgrades, add-on solutions, and new customer sales.
Responsible for achieving revenue growth goals for products and solutions within the Data Solutions portfolio;
Primary duty is promoting, soliciting and convincing clients to enter into contracts to purchase The Warren Group goods and/or services;
Develop and manage client relationships;
Engage in solution-based selling by developing a deep understanding of clients’ business objectives;
Define strategy and develop plans supported by tactical execution that enhance revenue opportunities and deepen the relationship with new and existing customers;
Track client needs on an ongoing basis with potential solutions, revenue growth opportunities, pricing and profitability considerations, relationship plan, short and long-term activities, and key milestones;
Ensure accurate forecasting and reporting by providing timely sales activity reports and CRM data to reflect the true status of opportunities;
Adhere to workflow, tools, and processes to ensure sales leadership and analytic team visibility and enable business reporting and analysis;
Bring deal negotiations to a productive close through collaboration, effective negotiation, and client discussion. Engage in timely follow-up to ensure client satisfaction with solutions and services provided;
Provide technical knowledge and support to broader field sales organization; may assist with qualification, proposal and deal negotiation;
Maintain an in-depth knowledge of industry trends, market conditions to fully identify client needs; demonstrate and articulate Data Solutions products and services;
Champion and enable new products and solutions, co-innovation and excellence in client delivery by partnering across the enterprise;
Work closely with marketing department to define opportunities (current market trends and future trend analysis, market sizing and competitive analysis); drive Warren Group initiatives into identified areas of opportunity within the client by conducting research, due diligence and development of new business opportunities;
Develop domain knowledge of The Warren Group businesses to include an understanding of short-term objectives & long-term strategies for the organization;
Ensure compliance with The Warren Group’s policies, processes and practices. Role model The Warren Group’s ethical standards, professionalism and code of conduct
Some off-site travel required: Regional travel to industry events and customer sites
Must have valid driver’s license;
Perform other duties & responsibilities as assigned.
Three years prior sales experience;
Knowledge of the real estate, mortgage and lending markets a necessity;
Experience selling in a consultative manner required;
Critical thinking and creative problem-solving skills with an interest in selling within a small business environment;
Must be proactive, assertive and resourceful and must perform work duties with a sense of urgency and focus;
Excellent written and conversational skills; ability to read, comprehend and author professional business proposals, correspondence, e-mail and memos as well as speak and write clearly using grammatically correct English clearly to all levels of the organization as well as to outside business contacts;
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages and area. Possess or quickly learn the basics of analytics and metrics;
Word processing, spreadsheet and presentation software skills including Microsoft Word, EXCEL and PowerPoint; basic database and e-mail management skills, including Microsoft Outlook; account management software skills and ability to master other internal proprietary applications; social media skills to bolster prospecting and customer communication;
Adept at guiding sales process towards completion and driven to keep sales process moving while mindful of the complexities and consequences of implementation details;
A quick learner with a demonstrated ability to customize solutions to meet customer needs;
Detail-oriented and comfortable working with multiple software programs and internal proprietary applications.
Qualifications: To perform this job successfully, an individual must be able to perform each essential responsibility satisfactorily and demonstrate proficiency in each competency. The requirements listed are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Work Schedule: This is a full-time position. Work will be performed between the operating hours of 8:30 AM to 5:00 PM, Monday through Friday, though this schedule may be adjusted to accommodate off-site client meetings and events. Potential for partial telecommuting.
Work Environment: We nourish a team-environment, where ideas and willingness to “go the extra mile” are recognized. The Warren Group is an equal opportunity employer, who supports a friendly, casual workspace, free of harassment. Our office is located in Peabody, MA.