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Senior National Accounts Manager

2 months ago

San Diego, United States Cox Communications Full time

Cox Communications is seeking a

Senior National Account Manager

who is highly experienced in business development and large account management. This role will personally negotiate long-term, highly complex national contracts and develop C-suite relationships within their assigned market, top national consultants, Single Family Unit (SFU) builders, and Multi-Dwelling Unit (MDU) developers/owners. This leader will identify opportunities to maintain and grow revenue for an assigned portfolio using a highly consultative sales approach and develop strong networks with boundary partners and top executives in the MDU and SFU communities.

Defines and implements the wholesale account strategy for assigned national strategic accounts; 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/event presence, and driving of media/PR 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 for Cox’s IoT solutions by monitoring performance, providing training, feedback, coaching, counseling, and evaluating performance. Cox Communities

is the division of Cox that delivers solutions, value, and trust for Multi-Dwelling & Single-Family Unit 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 Sell Cox Communities solutions within our assigned territory and national relationships with assigned customers; identify 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.

Define and implement the wholesale account strategy for assigned national strategic accounts; collaborate with the broader team to execute plans and tactics. Account strategy includes the establishment of executive account briefings, facilitating top to top executive meetings, show/event presence, and the driving of media/PR visibility.

Provide 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.

Help set objectives for account executives to ensure the achievement of the Consultant Account Strategy goals by monitoring performance, providing training, feedback, coaching, counseling, and evaluating performance.

Cultivate executive-level relationships within customer’s organization, develop and deliver presentations as needed.

Support and lead competitive field efforts through the implementation of acquisition and win-back tactics as directed.

Proactively identify strategies and plans to address competitor activity in a very fluid, competitive market. Remain current on competitor activities, pricing, and product offerings, and negotiate offers to highlight CCI's competitive advantages.

Partner closely with field sales and business operations on planning and budgeting for functions.

Partner with pricing and marketing to finalize profitable target offers and specials for large MDU customers.

Serve as the primary contact and escalation point for assigned national accounts ensuring timely resolution of issues, build-out, product delivery, and relationship strength.

Analyze the Return on Investment (ROI) of various business scenarios; ensure that decisions align with CCI’s best interests and develop business cases to support recommendations.

Develop and administer sales plans including identification of objectives and action programs to achieve overall business goals. Conduct tactical planning, standardized reporting, and feedback on the effectiveness of existing sales plans.

Work with product management & the MDU marketing team to improve experience and drive increased resident/property owner loyalty.

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

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

What’s In It For You We’re adamant about paying talent what they’re worth. Aside from compensation, our award-winning employee culture and top-notch benefits package speak to our commitment to employees: We all have lives and responsibilities outside of work, and we respect that. We have an

exceptional work/life balance

at Cox, with accommodating work schedules and

flexible time-off

policies.

Our employees receive

competitive salary

packages and

top-notch bonus/incentive plans.

We help you prepare for the future with a 401k (that we’ll generously match), life insurance, and disability insurance.

enjoy a generous suite of healthcare benefits with various deductible options, along with pharmacy benefits, Flexible Spending Account & Health Savings Account options, counseling for mental wellness, and more.

As you grow your family, rest assured that you’ll have access to our inclusive parental leave policies, plus comprehensive fertility coverage and adoption assistance.

Want to volunteer in your community? We encourage that and even offer paid hours for you to do so.

Our employees enjoy discounts on computers, entertainment, travel and more.

Continuing education and professional development are important, and at Cox we offer both.

We all love our pets—whether they walk, crawl, fly, swim, or slither—and we’re happy to supply insurance for them as well.

Believe it or not, there’s even more than that We have a veritable smorgasbord of benefits at Cox, giving you the freedom to pick and choose what works best for you and your family. Who You Are Minimum Qualifications: BA/BS degree and 10 years of related experience. The right candidate could also have a different combination, such as a master’s degree and 8 years of related experience, or Ph.D and 5 years of related experience, or a High school diploma/GED and 14 years of related experience

5 years of business-to-business new business development experience.

Experience with various industry events like NAHB IBS, BIAOC, BIASD, BIASC, HBACA, and SNHBA.

Safe drivers are needed; a valid driver’s license is required.

Preferred Qualifications: 2 or more years of experience in a management role is preferred.

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

Experience in the telecommunications industry desired.

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

Good working knowledge of communications technologies.

Strong executive presence with polished presentation and negotiation skills.

Proven ability to collaborate with all affected internal teams.

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

Demonstrated leadership abilities.

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

Experience in complex large customer negotiations and sales.

Join the Cox family of businesses and

make your mark

today

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