Director, National MDU Sales

Cox Communications is seeking a leader highly experienced in Business Development and Large Account Management to lead a team of National Account Managers. This team will negotiate long term complex national contracts with the Top 25 Property Owners and Management firms using their deep understanding of emerging technologies. Develops tools, plans and processes to support the National Sales organization in negotiating long term complex agreements. Provides guidance, direction, and training to team to enhance consultative sales skills and negotiations. May advise and or assist on highly complex negotiations and agreements.

Directs global sales organization for Cox Communities National Sales team consisting of 3-5 National Account managers. This role is responsible for maintain and growing 75M+ revenue. This role reports directly to the Executive Director of National Sales.

• Serves as a strategic subject matter expert for residential National Accounts. Provides guidance, direction and coaching to assist in the closing of highly complex sales. May at times assist in complex agreements.

• Translates strategy into objectives and key goals for National Accounts team focused on accounts with revenue of 20-35M. Provides coaching, development plans and feedback to team to ensure successful goal attainment.

• Provides forecasting and competitive landscape analysis to assess product development needs and priorities. Provides recommendations and feedback to Cox Communities leadership.

• Oversees the development of business cases and IRR to assess the feasibility and profitability of decisions. Partners with the Executive Director National Sales to determine how to best invest in Cox Communities.

• Creates policy, procedures and standards for global National Accounts approach to complex contracts, negotiations, and methodology.

• Responsible for building and leading high-performance SME’s with multi family, owner, developer, and consultant experience for complex projects. Understands emerging technologies and implementation operations impacts. Including – managed WIFI, BULK DATA, Fiber deployments, IOT solutions as examples.

• Develops relationships with C level executives of Top 25 property management companies/ owners, consultants, and internal/external boundary partners. Strong executive presence and skilled negotiator and influencer.

• Develops recommendations to create a differentiated customer experience for our largest accounts in collaboration with Care and Field Services. Identifies improvements in the customer journey and operational efficiencies.

• Plan and conduct Executive briefing between customer “C” suite and Cox executive team once per year for assigned accounts.

• Develops recommendations to address missed implementations or technology solutioning issues with owners and consultants as appropriate. Translate owner needs to product, care, field services and construction to ensure appropriate resources and planning to meet financial targets and contractual obligations. Engage engineering, product, and care for proposing concepts, plans, programs, problems, and solutions to the senior leadership team to ensure successful implementation.

• Create and onboard site plans with detailed requirements. Direct team for ongoing communications, negotiations, and execution of project launch plans. Act as subject matter expert to Corporate Strategy, Product development, Finance, Marketing and outside plant and construction.

Qualifications

• BS/BA Degree plus 10 years of related sales work experience

• OR MS + 8 years experience

• OR Ph.D. + 5 years experience

• OR 14 years with no education degree

• 5 years experience in a leadership role

Preferred

• Background in multi family, managed wifi or IoT

Characteristics

• Strong executive presence, willing to hold others accountable in a highly collaborative manner

• Proven mastery of rapport building skills and can form bonds at all levels of the organization, from front line employees to third party executive partners

• Established, seasoned, and proven matrix management skills given need to “deliver via others” up and down the organization.

• Visionary with pioneering spirit – can mobilize organization to deliver and execute on a strategy

• Can lead “breakthrough” and step-change opportunities through the organization – with keen knowledge of when to leverage existing practices vs. deviate from norms

• Superior business acumen and polished presentation skills

• Consumer centric – experienced in innovation and passion for understanding customer needs

• End-to-end thinker who has traction and understanding of the complete value chain and customer journeys

• Proven vendor / partner management skills, focused on portfolio and operational deliverables

About Cox Communications

Cox Communications is the largest private telecom company in America, serving six million homes and businesses. That’s a lot, but we also proudly serve our employees. Our benefits and our award-winning culture are just two of the things that make Cox a coveted place to work. If you’re interested in bringing people closer through broadband, smart home tech and more, join Cox Communications today!

About Cox

Cox empowers employees to build a better future and has been doing so for over 120 years. With exciting investments and innovations across transportation, communications, cleantech and healthcare, our family of businesses – which includes Cox Automotive and Cox Communications – is forging a better future for us all. Ready to make your mark? Join us today!

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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.

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