Position Summary: Promotes, sells, and retains commercial business solutions for voice, data and video. Target customers include small, medium and large businesses, educational, government, carrier and national accounts, as well as other specific market verticals (such as hospitality).
Responsibilities / Tasks:
1-Sell bundled telephony, data and video products to existing/new commercial business customers based on assigned revenue targets.
2-Renew, retain, and up-sell existing commercial business customers.
3-Understands communication needs of business customers to determine appropriate solution.
4-Develops and maintains relationships with customers.
5-Sells within the product pricing and campaign structure authorized.
6-Work with support personnel to determine appropriate solutions where necessary.
7-Serves as main point of contact with customer ensuring customer satisfaction through the entire sales cycle.
8-Remains current on technical information regarding Cox's products and services as well as the competitive landscape.
9-Maintains consultative sales and negotiation skills through ongoing training and development.
10-Enters sales opportunities into sales database.
11-Forwards ROI assessments to appropriate manager when required.
12-Provides regular updates to direct supervisor, stakeholders, and others as needed, including requested reports.
13-Delivers sales presentations to customers and prospects.
14-Interacts with Sales Managers and Sales Director with regard to account forecasting.
15-Works with Enterprise Legal & Regulatory to alter contracts as necessary.
16-May respond to requests for Proposals and Requests for Information in a timely manner.
17-May act as a liaison between customer and Cox departments as it pertains to the pre and post sales cycle.
18-Works with Sales Director to manage the system's channel portfolio effectively.
19-Has primary responsibility for relationship with each of the National carriers assigned to their module.
20-Grow revenue from each carrier client and meet assigned quota.
21-Serve as lead to orchestrate activities across all Cox team members (field and Corporate) to help ensure client satisfaction, contract compliance, and continued revenue growth.
22-Negotiate contracts & pricing, understand client technical and operational requirements, develop and implement sales strategy, manage development and sale of carrier opportunities with field Carrier Access Manager serving as support.
23-Has regular dialogue and meetings with the carrier customer.
24-Provide ongoing oversight to large projects to ensure all field team members deliver on client commitments.
Typical Training / Experience Bachelors Degree required; Minimum of 8 years of account management experience required; Telecom industry experience strongly preferred;
Dept/Org Scope & Impact - Recognized subject matter expert. Concerned with problems that have a direct and important effect on business programs and results; Routinely called upon to apply/demonstrate mastery of existing and emerging technologies, practices, and processes; May direct major projects or programs with significant business impact within department, area, and business unit
Problem Complexity - Performs leading-edge areas of work for the professional field (where applicable); Displays the highest level of critical thinking and analysis in bringing successful resolution to high-impact, complex, and/or cross-department problems
Makes prompt, sound decisions when faced with complex and often contradictory alternatives that result in successful outcomes
Autonomy - Operates with considerable latitude. Situations may have little or no precedent requiring original or new concepts or approaches without guidance from others; Reaches decisions under conditions of uncertainty
Knowledge - Possesses extensive knowledge in primary discipline or technical/ scientific area; State-of-the-art knowledge of technologies, processes, and practices; Point of authority and/or source of technical/ scientific knowledge
Primary contribution is in applying knowledge (product, industry, professional, technical), rather than managing people. Greater than 50% of time is doing individual contributor work; No responsibility for developing and managing operating plans/budgets
Influence/People Leadership - Develops or engages/directs others in developing innovative solutions to important, highly complex strategic and operating problems; cross-department considerations are often present ; May provide oversight to employees' professional development, but does not have unilateral hiring or firing authority
Cox Communications and its subsidiaries are Equal Opportunity Employers. We have a tradition of encouraging a wide diversity of talents through a broad range of hiring practices. Please note those individuals submitting resumes online or by mailing a resume are not considered an applicant for employment until a signed employment application form is completed, usually at the time of interview.
Start Date: Nov 23 2012 10:57PM
Position Type: Full-Time Permanent
Years of Experience Required:
Cox Communications, Inc
Website : http://ww2.cox.com
Cox Communications® is characterized by many outstanding features, but we like to celebrate our entrepreneurial spirit, and our commitment to education. Cox Enterprises, Inc., is the parent company of Cox Communications, and it serves as the model from which we derive our vision and focus as a company.