Senior National Accounts Manager - Cox Communities

Cox Enterprises Atlanta , GA 30301

Posted 2 months ago

Cox Communications is seeking a Senior National Accounts Manager highly experienced in business development and large account management. This role will personally negotiate long term, complex national contracts with the top 25 multi-dwelling units using their deep understanding of emerging technologies. This leader will identify opportunities to maintain and grow revenue for assigned portfolio using a highly consultative sales approach while developing strong networks with boundary partners and top executives in the multi-dwelling unit community.

The Senior National Accounts Manager defines and implements the wholesale account strategy for assigned national strategic accounts and collaborates with the broader team to execute plans and tactics. Account strategy includes the establishment of executive account briefings, facilitates top to top executive meetings, show and event presence, and driving of media and public relations visibility. Provides leadership, vision, and initially, dotted line development for the account executives establishing relationships with national account customers locally for the purpose of satisfying customers and exceeding company revenue objectives. Helps set objectives for account executives to ensure achievement of national account strategy goals by monitoring and evaluating performance, providing training, feedback, coaching and counseling.

Senior National Accounts Managers support 1 to 3 of our largest accounts ranging from $35-$65M, and personally negotiate with top executives.

Cox Communitiesis the division of Cox that delivers solutions, value, and trust for MDU & SFU owners, managers, developers, and residents within their communities. The Cox Communities team acts as their client's trusted advisor by supporting them in reaching their business goals of optimizing rents, occupancy, and future proofing their properties.

What You'll Do

  • Responsible for the national relationship with assigned customers; identifying opportunities to maintain and grow revenue to meet business objectives.

  • Responsible for the account revenue base and identifies the appropriate course of action needed to protect and grow it.

  • Cultivates executive-level relationships within customer's organization, develops and delivers presentations as needed.

  • Supports and leads competitive field efforts through the implementation of acquisition and win-back tactics as directed.

  • Proactively identifies strategies and plans to address competitor activity in a very fluid, competitive market.

  • Remains current on competitor activities, pricing, and product offerings, negotiation offers to highlight Cox Communications's competitive advantages.

  • Partners closely with Field Sales and Business Operations on planning and budgeting for functions, and with Pricing and Marketing to finalize profitable target offers and specials for large MDU customers.

  • Serves as primary contact and escalation point for assigned National Accounts ensuring timely resolution of issues, build out, product delivery and relationship strength.

  • Analyzes Return on Investment of various business scenarios; ensures that decisions align with CCI's best interests and develops business cases to support recommendations.

  • Develops and administers sales plans including identification of objectives and action programs to achieve overall business goals. Conducts tactical planning, standardized reporting, and feedback on effectiveness of existing sales plans.

  • Works with Product Management and Multi-Dwelling Unit Marketing to improve experience and drive increased resident /property owner loyalty.

  • Works across internal and external teams to develop strategies, identify best practices and recommend improvements to training, systems and processes.

  • Develops strong relationships with C-level officers (internal and external customers)

What's In It For You

Cox Communications rewards the talented, hard-working folks that help drive our growth. We've created a highly competitive salary package (base salary + excellent commission plan rewarding strong performance), plus additional incentives including the highly-sought-after Winner's Circle reward for top salespeople. We are an inclusive, pro-sales environment where different perspectives are valued and celebrated. Tools and training to up your game? We've got them. And we offer a work/life balance that allows you to enjoy things like family, friends, and lots of flexibility.

We believe in taking good care of our team, so you'll also have access to generous benefits like a 401(K) with company match, quality healthcare & life insurance DAY ONE, performance and recognition rewards for top salespeople, and coverage of travel expenses.And,we also know that everyone has unique concerns and priorities as we navigate life and manage our overall physical, mental and financial well-being, so we offer MYTime

  • Flexible time off, access to a lifestyle coach, paid time off to volunteer, employee discounts and even pet insurance (cool, right?).

Growth is a good thing, and you'll have opportunities to learn and train so you can sharpen your skills and explore opportunities across the Cox family of businesses that will continue to challenge and empower you. In the future, you may have the opportunity to cultivate customer relationships in other sectors where we operate like cleantech, health care and new forms of transportation mobility.

Bottom line, we take good care of our employees. Want to join us? Here's who we are looking for

Who You Are

Qualifications:

Minimum

  • Where permitted by applicable law, must be fully vaccinated against COVID-19 to be considered for this U.S. based job.

  • Reasonable accommodations for medical and religious objections will be considered.

  • 8+ years of experience required in large customer sales (MDU experience preferred).

  • 5+ years of experience required if candidate possesses a related advanced degree (MS/MBA or above).

  • 5+ year's business-to-business new business development experience.

  • Experience with various Industry Events like NMHC, NAA and Broadband Properties.

  • Strong executive presence with polished presentation and negotiation skills.

  • Familiar with current Industry trends and competitive pressures

  • Proven ability to collaborate with all affected internal teams.

  • Demonstrated ability to build strong relationships and deal well with conflict.

  • Exceptional verbal, written and presentation communication skills.

  • Demonstrated leadership abilities.

  • Proficiency in MS Excel, Word, PowerPoint and Outlook.

  • Ability to maintain confidentiality.

  • Excellent interpersonal, leadership, and collaborative.

  • Experience in complex large customer negotiations and sales.

Preferred

  • BA/BS degree in marketing/communications/business highly desired.

  • Demonstrated ability to read and interpret business to business contracts.

  • Good working knowledge of communications technologies

  • 2 or more years of experience in a management role preferred

  • Experience in telecommunications industry desired

Who We Are

About Cox Communications

Cox Communications is committed to creating meaningful moments of human connection through broadband applications and services. The largest private telecom company in America, we proudly serve six million homes and businesses across 18 states. We're dedicated to empowering others to build a better future and celebrate diverse products, people, suppliers, communities and the characteristics that makes each one unique.

About Cox

We are the Cox family of businesses. We've been making our mark since 1898 by building and evolving world-class businesses, staying true to our values, and encouraging top talent to always look for growth and impact while building a career with us. Our primary divisions

  • Cox Communications and Cox Automotive - are driving a new wave of innovation, powering smart cities with powerhouse broadband communications and pioneering greener, more progressive transportation alternatives for individuals and fleet operators. We're also expanding into new spaces like cleantech and healthcare to rev up our momentum toward building a better future for the next generation. We're looking for the talent today who will be our leaders tomorrow. Sound intriguing? Learn more about where we are today, where we hope you'll be going with us, and the common purpose that unites us at coxenterprises.com.

Benefits of working at Cox may include health care insurance (medical, dental, vision), retirement planning (401(k)), and paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO). For more details on what benefits you may be offered, visit our benefits page.

Cox is an Equal Employment Opportunity employer

  • All qualified applicants/employees will receive consideration for employment without regard to that individual's age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law.

Statement to ALL Third-Party Agencies and Similar Organizations: Cox accepts resumes only from agencies with which we formally engage their services. Please do not forward resumes to our applicant tracking system, Cox employees, Cox hiring manager, or send to any Cox facility. Cox is not responsible for any fees or charges associated with unsolicited resumes.

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VIEW JOBS 10/4/2021 12:00:00 AM 2022-01-02T00:00 *Primary Location: *6205 Peachtree Dunwoody Rd, Atlanta, GA, USA * Division: *Cox Communications * Job Level: *Individual Contributor * Travel: *Yes, 5 % of the Time * Schedule: *Full-time * Shift: *Day Job * Requisition Number: *217573 Cox Communications is seeking a *Senior National Accounts Manager* highly experienced in *business development* and *large account management*. This role will personally negotiate long term, complex national contracts with the *top 25 multi-dwelling units* using their deep understanding of emerging technologies. This leader will identify opportunities to maintain and grow revenue for assigned portfolio using a highly consultative sales approach while developing strong networks with boundary partners and top executives in the multi-dwelling unit community. The *Senior National Accounts Manager* defines and implements the wholesale account strategy for assigned national strategic accounts and collaborates with the broader team to execute plans and tactics. Account strategy includes the establishment of *executive account briefings*, facilitates top to top executive meetings, *show and event presence*, and driving of *media and public relations visibility*. Provides leadership, vision, and initially, dotted line development for the account executives establishing relationships with national account customers locally for the purpose of satisfying customers and exceeding company revenue objectives. Helps set objectives for account executives to ensure achievement of *national account strategy goals* by monitoring and evaluating performance, providing training, feedback, coaching and counseling. * Senior National Accounts Managers* support 1 to 3 of our largest accounts ranging from $35-$65M, and personally *negotiate *with top executives. * Cox Communities* is the division of Cox that delivers solutions, value, and trust for MDU & SFU owners, managers, developers, and residents within their communities.  The Cox Communities team acts as their clients trusted advisor by supporting them in reaching their business goals of optimizing rents, occupancy, and future proofing their properties. * What Youll Do * * Responsible for the national relationship with assigned customers; identifying opportunities to maintain and grow revenue to meet business objectives. * Responsible for the account revenue base and identifies the appropriate course of action needed to protect and grow it. * Cultivates executive-level relationships within customers organization, develops and delivers presentations as needed. * Supports and leads competitive field efforts through the implementation of acquisition and win-back tactics as directed. * Proactively identifies strategies and plans to address competitor activity in a very fluid, competitive market. * Remains current on competitor activities, pricing, and product offerings, negotiation offers to highlight Cox Communicationss competitive advantages. * Partners closely with Field Sales and Business Operations on planning and budgeting for functions, and with Pricing and Marketing to finalize profitable target offers and specials for large MDU customers. * Serves as primary contact and escalation point for assigned National Accounts ensuring timely resolution of issues, build out, product delivery and relationship strength. * Analyzes Return on Investment of various business scenarios; ensures that decisions align with CCIs best interests and develops business cases to support recommendations. * Develops and administers sales plans including identification of objectives and action programs to achieve overall business goals. Conducts tactical planning, standardized reporting, and feedback on effectiveness of existing sales plans. * Works with Product Management and Multi-Dwelling Unit Marketing to improve experience and drive increased resident /property owner loyalty. * Works across internal and external teams to develop strategies, identify best practices and recommend improvements to training, systems and processes. * Develops strong relationships with C-level officers (internal and external customers) * Whats In It For You * Cox Communications rewards the talented, hard-working folks that help drive our growth. Weve created a highly competitive salary package (base salary + excellent commission plan rewarding strong performance), plus additional incentives including the highly-sought-after Winners Circle reward for top salespeople.  We are an inclusive, pro-sales environment where different perspectives are valued and celebrated. Tools and training to up your game?  Weve got them.  And we offer a work/life balance that allows you to enjoy things like family, friends, and lots of flexibility. We believe in taking good care of our team, so youll also have access to generous benefits like a 401(K) with company match, quality healthcare & life insurance DAY ONE, performance and recognition rewards for top salespeople, and coverage of travel expenses. And, we also know that everyone has unique concerns and priorities as we navigate life and manage our overall physical, mental and financial well-being, so we offer MYTime - Flexible time off, access to a lifestyle coach, paid time off to volunteer, employee discounts and even pet insurance (cool, right?). Growth is a good thing, and youll have opportunities to learn and train so you can sharpen your skills and explore opportunities across the Cox family of businesses that will continue to challenge and empower you. In the future, you may have the opportunity to cultivate customer relationships in other sectors where we operate like cleantech, health care and new forms of transportation mobility. Bottom line, we take good care of our employees. Want to join us?  Heres who we are looking for... * Who You Are * Qualifications: *Minimum* * Where permitted by applicable law, must be fully vaccinated against COVID-19 to be considered for this U.S. based job. * Reasonable accommodations for medical and religious objections will be considered. * 8+ years of experience required in large customer sales (MDU experience preferred). * 5+ years of experience required if candidate possesses a related advanced degree (MS/MBA or above). * 5+ years business-to-business new business development experience. * Experience with various Industry Events like NMHC, NAA and Broadband Properties. * Strong executive presence with polished presentation and negotiation skills. * Familiar with current Industry trends and competitive pressures * Proven ability to collaborate with all affected internal teams. * Demonstrated ability to build strong relationships and deal well with conflict. * Exceptional verbal, written and presentation communication skills. * Demonstrated leadership abilities. * Proficiency in MS Excel, Word, PowerPoint and Outlook. * Ability to maintain confidentiality. * Excellent interpersonal, leadership, and collaborative. * Experience in complex large customer negotiations and sales. * Preferred* * BA/BS degree in marketing/communications/business highly desired. * Demonstrated ability to read and interpret business to business contracts. * Good working knowledge of communications technologies * 2 or more years of experience in a management role preferred * Experience in telecommunications industry desired Who We Are * About Cox Communications* Cox Communications is committed to creating meaningful moments of human connection through broadband applications and services. The largest private telecom company in America, we proudly serve six million homes and businesses across 18 states. Were dedicated to empowering others to build a better future and celebrate diverse products, people, suppliers, communities and the characteristics that makes each one unique. * About Cox * We are the Cox family of businesses. Weve been making our mark since 1898 by building and evolving world-class businesses, staying true to our values, and encouraging top talent to always look for growth and impact while building a career with us. Our primary divisions - Cox Communications and Cox Automotive - are driving a new wave of innovation, powering smart cities with powerhouse broadband communications and pioneering greener, more progressive transportation alternatives for individuals and fleet operators. Were also expanding into new spaces like cleantech and healthcare to rev up our momentum toward building a better future for the next generation. Were looking for the talent today who will be our leaders tomorrow. Sound intriguing? Learn more about where we are today, where we hope youll be going with us, and the common purpose that unites us at coxenterprises.com. Benefits of working at Cox may include health care insurance (medical, dental, vision), retirement planning (401(k)), and paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO). For more details on what benefits you may be offered, [visit our benefits page](http://jobs.coxenterprises.com/life-at-cox/benefits/). Cox is an Equal Employment Opportunity employer - All qualified applicants/employees will receive consideration for employment without regard to that individuals age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law. Statement to ALL Third-Party Agencies and Similar Organizations: Cox accepts resumes only from agencies with which we formally engage their services. Please do not forward resumes to our applicant tracking system, Cox employees, Cox hiring manager, or send to any Cox facility. Cox is not responsible for any fees or charges associated with unsolicited resumes. Cox Communications Inc Atlanta GA

Senior National Accounts Manager - Cox Communities

Cox Enterprises