Strategic Accounts Specialist (Cox Business)

Company

Cox Communications, Inc.

Job Family Group

Sales

Job Profile

Strategic Accounts Specialist - CCI

Management Level

Individual Contributor

Flexible Work Option

Hybrid - Ability to work remotely part of the week

Travel %

Yes, 5% of the time

Work Shift

Day

Compensation

Compensation includes a base salary of $69,000.00 - $103,400.00. The salary rate may vary within the anticipated range based on factors such as the ultimate location of the position and the selected candidate's experience. In addition to the salary range identified herein, this role is also eligible for an annual incentive/commission target of $20,800.00.

Job Description

The Cox Business Strategic Account Specialist retains and grows assigned enterprise and vertical retail accounts as a member of Senior Account Managers’ sales teams. Develops ongoing relationships with customers, coordinates post-sale follow-up activities, ensures that billing is correct, handles any service or billing problems, and meets regularly with customers to ensure their satisfaction.

PRIMARY RESPONSIBILITIES AND ESSENTIAL FUNCTIONS
• Works with Senior Account Managers to develop proposals for additional products and services for assigned accounts that are appropriate solutions for meeting customer needs.  
• Negotiates renewal of expired contracts with assigned customers. Verifies that service pricing reflects pricing structures set at the corporate level.  
• Collaborates with Sales Engineers and Project Managers to coordinate cutovers to Cox services; coordinates with vendors, tests dialing plans, and maintains communication with customer.  
• Responds to customer requests to reduce spending or cancel the contract by helping the customer solve problems or maintain services given budget limitations.   
• Works with Senior Account Managers to develop and review sales plans and renewal plans. Handles the details of implementation and service delivery for assigned strategic accounts.  
• Uses a spreadsheet-based tool to assess the ROI for prospects who are not currently on the Cox network and forwards the result for approval.  
• Cultivates consulting relationships with customers, forming customer relationships at multiple levels to provide good service, develop future business opportunities, and gain referrals. Meets with customers at least quarterly to review their accounts. Maintains in-depth knowledge of their business, industry, and key competitors; regularly updates needs analysis; makes changes and solves problems as required. May entertain customers.  
• Ensures that requests for major service changes (moves, adds, changes) are carried out and that trouble tickets are resolved expeditiously, as necessary. Responds to customer inquiries.  
• Monitors traffic and trunk utilization and makes recommendations to ensure optimization of customer’s voice and data network.  
• Prepares regular expense, sales forecasts, and sales activity reports using software designed for that purpose.   
• Keeps customer database up to date by recording all activities, transactions, and communications with customers.  
• Attends job-related training to increase knowledge of Cox and competitor telephony, data, and video services/solutions, customer premise equipment, networking, consultation, negotiation, and sales skills; attends strategic and/or development meetings with Sales management.  
• Participates in internal meetings to create product packages, sales processes, communicate and coordinate sales, report on sales activities, implement new products, solve problems, and keep up-to-date with information about Cox. 
• Creates and participates in opportunities to serve as a public representative and image builder of Cox in the local community in order to network and develop and maintain Cox’s presence; e.g. promotes and/or attends non-profit events, serves as a member of the Chamber of Commerce and other local councils.  

MINIMUM
• Bachelor’s degree in a related discipline and 2 years’ experience in a related field. The right candidate could also have a different combination, such as a master’s degree and up to 2 years’ experience; or 6 years’ experience in a related field
• Requires strong knowledge of Windows-based PCs, Microsoft Office
• Excellent adaptability, applied learning, building relationships, written communication, expanding and advancing sales opportunities, formal presentation skills, high impact communication, continuous learning, negotiation, product knowledge and technical platform, reasoning, and sustaining customer satisfaction, in order to work effectively with teams throughout organization.