Senior National Accounts Manager (Cox Communities)

Company

Cox Communications, Inc.

Job Family Group

Sales

Job Profile

Sr National Manager - CCI

Management Level

Sr Manager - Non People Leader

Flexible Work Option

Hybrid - Ability to work remotely part of the week

Travel %

Yes, 25% of the time

Work Shift

Day

Compensation

Compensation includes a base salary of $138,600.00 - $207,800.00. 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 $63,840.00.

Job Description

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 R