Senior Account Executive - Cox Business
Description
Role Summary
The Cox Business SeniorAccount Executive sells complex bundled telephony, data, video, and internetbandwidth solutions to existing and prospective general enterprise businesscustomers (100
employees) or enterprise customers in specific verticals. Exampleproducts may include advanced data solutions (Ethernet, MPLS), VoIP solutions(SIP Trunking, IP Centrex), and advanced video solutions (Video on demandapplications). Cross-sells, up-sells, and works with other members of the salesteam to retain customers after the initial sale.
The position worksindependently in the field 70% of the week. Spends majority of the week out ofthe office but while at the Cox offices, works in a cubicle at a desk. Mosttime is spent on customer consultation, sales plan development; prospectingactivities. Incumbent will use a personal vehicle for extensive localtravel (with reimbursement for travel). The role is part of agoal-driven, sales organization with pressure to grow revenue quickly.Incumbent will manage their own schedule. May have to spend 1-3 hours aday putting information into order generation system. Also works oncustomers' premises. Regularly works outdoors in adverse weatherconditions and at night, when necessary. The role is expected to perceive thatCox is a good place to work.
Primary Responsibilitiesand Essential Functions
Within assigned segment, identifies new prospects or newdepartments/divisions/branches of organizations that are already Cox Businesscustomers by using multiple sources of sales leads and contacts (internal andexternal networking, investigating new and expanding businesses). Collectsinformation about prospects from the businesses' websites and other sources toprepare for sales calls and assess their potential spending.
Develops and maintains sales plans for assigned segment orvertical and for individual accounts.
Manages and maintains required pipeline and forecast data,providing updates as required by management.
Keeps customer database up to date by recording allactivities, transactions, and communications with customers.
Prepares regular expense, sales forecasts, and salesactivity reports using software designed for that purpose.
Refers contact information for a customer or prospect toanother representative if the sale is not appropriate (e.g. not in assignedsegment, customer or prospect is too small).
Determines whether the prospective customer is on- oroff-net.
Communicates with prospective customers in person, byphone, email or other technology to develop new or expanded sales opportunitiesand set an appoint to understand their business and explore mutually beneficialobjectives using solution selling techniques.
Meets with prospective and existing customers in person orby conference call to understand their business, to explore mutually beneficialobjectives, collect information required to assess their communication needs indetail and estimate the amount of potential new or incremental business theaccount represents.
Uses a spreadsheet-based tool to assess the ROI forprospects who are not currently on the Cox network and forwards the result forapproval.
Collaborates with Sales Engineer and Sales Support Team todetermine appropriate solutions to meet complex customer needs. Developsproposals and multi-media sales presentations.
Makes face-to-face or web conference cost justified salespresentations to customer or prospect decision makers who represent new orincremental sales opportunities. Uses value-based selling techniques toleverage the position of Cox and the communications products it offers and toeducate and influence customers.
Builds an effective consultative relationship withcustomers during the sales process to ensure customer satisfaction. Maintainsrelationships with customers in order to provide good service, develop futurebusiness opportunities, and gain referrals. May entertain customers.
In conjunction with the Sales Manager and Corporate Legal,negotiates pricing, service level, and terms/conditions of contracts withcustomers.
Responds to customer requests to reduce spending or cancelthe contract by helping the customer solve problems or maintain services givenbudget limitations.
Cultivates consulting relationships with customers,forming customer relationships at multiple levels to provide good service,develop future business opportunities, and gain referrals. Makes frequentcontact; maintains in-depth knowledge of their business, industry, and keycompetitors; regularly updates needs analysis; makes changes and solvesproblems as required. Entertains customers.
Works with Order Entry Specialist to set up ordersfor installation. Works with Project Manager, Service Delivery, Sales Engineerand/or Sales Support Team to address any issues regarding installation orservice for the customer.
Attends job-related training to increase knowledge of Coxand competitor telephony, data, wireless, and video services/solutions,customer premise equipment, networking, consultation, negotiation, and salesskills; attends strategic and/or development meetings with Salesmanagement.
Participates in internal meetings to create productpackages, sales processes, communicate and coordinate sales, report on salesactivities, implement new products, solve problems, and keep up-to-date withinformation about Cox.
Creates and participates in opportunities to serve as apublic representative and image builder of Cox in the local community in orderto network and develop and maintain Cox's presence; e.g. promotes and/orattends non-profit events, serves as a member of the Chamber of Commerce andother local councils.
Qualifications
QUALIFICATIONS
Minimum
5 or more years of experience required in related field; 3 or more years of experience required if candidate possesses a related advanced degree
3 years successful business-to-business outside sales experience preferred with quotas, cold calling
1 year telecommunications (telephony, data, wireless, and video) sales experience
Valid driver's license, good driving record, reliable transportation
6 months work experience using Windows-based PCs, Microsoft Office
Excellent skill in adaptability, applied learning, assignment management, building relationships, written communication, expanding and advancing opportunities, formal presentation skills, functional competence, high impact communication, continuous learning, PC skills, reasoning, and sustained customer satisfaction, in order to work effectively with teams throughout organization.
COX-257
Preferred
BS/BA in related discipline strongly desired
Experience in telecommunications industry desired
5 years successful business-to-business outside sales experience with quotas
3 years successful telecommunications (telephony, data, wireless, and video) sales experience
Knowledge of local telecom market, local contacts
About Cox Communications
Cox Communications is a broadband communications and entertainment company, providing advanced digital video, Internet, telephone and home security and automation services over its own nationwide IP network. The third-largest U.S. cable company, Cox serves approximately 6 million residences and businesses. Cox Business is a facilities-based provider of voice, video and data solutions for commercial customers, and Cox Media is a full-service provider of national and local cable spot and digital media advertising. Cox is known for its pioneering efforts in broadband, voice and commercial services, industry-leading customer care and its outstanding workplaces. For nine years, Cox has been recognized as the top operator for women by Women in Cable Telecommunications; Cox has ranked among DiversityInc's Top 50 Companies for Diversity 11 times. More information about Cox Communications, a wholly owned subsidiary of Cox Enterprises, is available at www.cox.com and www.coxmedia.com.
Organization:
Cox Communications, Inc.
Primary Location:
US-CA-San Diego-5159 Federal Blvd
Employee Status:
Regular
Job Level:
Individual Contributor
Shift:
Day Job
Travel:
Yes, 5 % of the Time
Schedule:
Full-time
Unposting Date:
Ongoing
. Apply now!Estimated Salary: $20 to $28 per hour based on qualifications.
Role Summary
The Cox Business SeniorAccount Executive sells complex bundled telephony, data, video, and internetbandwidth solutions to existing and prospective general enterprise businesscustomers (100
employees) or enterprise customers in specific verticals. Exampleproducts may include advanced data solutions (Ethernet, MPLS), VoIP solutions(SIP Trunking, IP Centrex), and advanced video solutions (Video on demandapplications). Cross-sells, up-sells, and works with other members of the salesteam to retain customers after the initial sale.
The position worksindependently in the field 70% of the week. Spends majority of the week out ofthe office but while at the Cox offices, works in a cubicle at a desk. Mosttime is spent on customer consultation, sales plan development; prospectingactivities. Incumbent will use a personal vehicle for extensive localtravel (with reimbursement for travel). The role is part of agoal-driven, sales organization with pressure to grow revenue quickly.Incumbent will manage their own schedule. May have to spend 1-3 hours aday putting information into order generation system. Also works oncustomers' premises. Regularly works outdoors in adverse weatherconditions and at night, when necessary. The role is expected to perceive thatCox is a good place to work.
Primary Responsibilitiesand Essential Functions
Within assigned segment, identifies new prospects or newdepartments/divisions/branches of organizations that are already Cox Businesscustomers by using multiple sources of sales leads and contacts (internal andexternal networking, investigating new and expanding businesses). Collectsinformation about prospects from the businesses' websites and other sources toprepare for sales calls and assess their potential spending.
Develops and maintains sales plans for assigned segment orvertical and for individual accounts.
Manages and maintains required pipeline and forecast data,providing updates as required by management.
Keeps customer database up to date by recording allactivities, transactions, and communications with customers.
Prepares regular expense, sales forecasts, and salesactivity reports using software designed for that purpose.
Refers contact information for a customer or prospect toanother representative if the sale is not appropriate (e.g. not in assignedsegment, customer or prospect is too small).
Determines whether the prospective customer is on- oroff-net.
Communicates with prospective customers in person, byphone, email or other technology to develop new or expanded sales opportunitiesand set an appoint to understand their business and explore mutually beneficialobjectives using solution selling techniques.
Meets with prospective and existing customers in person orby conference call to understand their business, to explore mutually beneficialobjectives, collect information required to assess their communication needs indetail and estimate the amount of potential new or incremental business theaccount represents.
Uses a spreadsheet-based tool to assess the ROI forprospects who are not currently on the Cox network and forwards the result forapproval.
Collaborates with Sales Engineer and Sales Support Team todetermine appropriate solutions to meet complex customer needs. Developsproposals and multi-media sales presentations.
Makes face-to-face or web conference cost justified salespresentations to customer or prospect decision makers who represent new orincremental sales opportunities. Uses value-based selling techniques toleverage the position of Cox and the communications products it offers and toeducate and influence customers.
Builds an effective consultative relationship withcustomers during the sales process to ensure customer satisfaction. Maintainsrelationships with customers in order to provide good service, develop futurebusiness opportunities, and gain referrals. May entertain customers.
In conjunction with the Sales Manager and Corporate Legal,negotiates pricing, service level, and terms/conditions of contracts withcustomers.
Responds to customer requests to reduce spending or cancelthe contract by helping the customer solve problems or maintain services givenbudget limitations.
Cultivates consulting relationships with customers,forming customer relationships at multiple levels to provide good service,develop future business opportunities, and gain referrals. Makes frequentcontact; maintains in-depth knowledge of their business, industry, and keycompetitors; regularly updates needs analysis; makes changes and solvesproblems as required. Entertains customers.
Works with Order Entry Specialist to set up ordersfor installation. Works with Project Manager, Service Delivery, Sales Engineerand/or Sales Support Team to address any issues regarding installation orservice for the customer.
Attends job-related training to increase knowledge of Coxand competitor telephony, data, wireless, and video services/solutions,customer premise equipment, networking, consultation, negotiation, and salesskills; attends strategic and/or development meetings with Salesmanagement.
Participates in internal meetings to create productpackages, sales processes, communicate and coordinate sales, report on salesactivities, implement new products, solve problems, and keep up-to-date withinformation about Cox.
Creates and participates in opportunities to serve as apublic representative and image builder of Cox in the local community in orderto network and develop and maintain Cox's presence; e.g. promotes and/orattends non-profit events, serves as a member of the Chamber of Commerce andother local councils.
Qualifications
QUALIFICATIONS
Minimum
5 or more years of experience required in related field; 3 or more years of experience required if candidate possesses a related advanced degree
3 years successful business-to-business outside sales experience preferred with quotas, cold calling
1 year telecommunications (telephony, data, wireless, and video) sales experience
Valid driver's license, good driving record, reliable transportation
6 months work experience using Windows-based PCs, Microsoft Office
Excellent skill in adaptability, applied learning, assignment management, building relationships, written communication, expanding and advancing opportunities, formal presentation skills, functional competence, high impact communication, continuous learning, PC skills, reasoning, and sustained customer satisfaction, in order to work effectively with teams throughout organization.
COX-257
Preferred
BS/BA in related discipline strongly desired
Experience in telecommunications industry desired
5 years successful business-to-business outside sales experience with quotas
3 years successful telecommunications (telephony, data, wireless, and video) sales experience
Knowledge of local telecom market, local contacts
About Cox Communications
Cox Communications is a broadband communications and entertainment company, providing advanced digital video, Internet, telephone and home security and automation services over its own nationwide IP network. The third-largest U.S. cable company, Cox serves approximately 6 million residences and businesses. Cox Business is a facilities-based provider of voice, video and data solutions for commercial customers, and Cox Media is a full-service provider of national and local cable spot and digital media advertising. Cox is known for its pioneering efforts in broadband, voice and commercial services, industry-leading customer care and its outstanding workplaces. For nine years, Cox has been recognized as the top operator for women by Women in Cable Telecommunications; Cox has ranked among DiversityInc's Top 50 Companies for Diversity 11 times. More information about Cox Communications, a wholly owned subsidiary of Cox Enterprises, is available at www.cox.com and www.coxmedia.com.
Organization:
Cox Communications, Inc.
Primary Location:
US-CA-San Diego-5159 Federal Blvd
Employee Status:
Regular
Job Level:
Individual Contributor
Shift:
Day Job
Travel:
Yes, 5 % of the Time
Schedule:
Full-time
Unposting Date:
Ongoing
. Apply now!Estimated Salary: $20 to $28 per hour based on qualifications.
|
|
 | |
