Director, Data Analysis (Sales Channel Strategy and Planning)

Company

Cox Communications, Inc.

Job Family Group

Data Intelligence & Science

Job Profile

Director, Data Analysis

Management Level

Director

Flexible Work Option

No remote option; must work at a specified Cox location

Travel %

Yes, 5% of the time

Work Shift

Day

Compensation

Compensation includes a base salary of $144,900.00 - $241,500.00. The base salary may vary within the anticipated base pay range based on factors such as the ultimate location of the position and the selected candidate’s knowledge, skills, and abilities. Position may be eligible for additional compensation that may include an incentive program.

Job Description

Role Summary

The Director, Channel Strategy and Planning leads overall sales planning, directs ongoing analysis to understand key business trends and is responsible for the  Roll-up of sales channels within the LRP and in-year reforecasting for Digital and Sales channels.  This role works with sales channel leaders and key partners in Business Ops,Marketing and Digital to plan customer subscriber and PSU net gain, revenue and transaction volume by all customer lifecycles, for each sales channel.  The Channel Strategy Director and Planning leader is also responsible for planning traffic and opex by sales channels; ultimately ensuring that transactional rollup of sales and digital channels is in alignment with the company LRP and in-year reforcasts. In addition, this role provides ongoing sales performance insights and recommendations to the marketing and sales organization.

This leader leads sharing insights and recommendations at all levels of leadership within the marketing and sales organization for the purpose of ensuring individual channels and the overall residential organization achieve plan. Finally, this role is responsible for creating an environment that stimulates an enthusiastic, innovative and highly motivated sales force that is focused on continuous improvement of our sales team including: revenue contribution, PSU sustainability and growth, ARPU/C (Average Revenue per Unit/Customer) management, and customer relationship growth. 

Primary Responsibilities and Essential Functions

• Owner of the overall development of the sales LRP and in-year reforecasting

• Leads monthly quota setting process by channel, in partnership with BusOps

• Lead process of identifying key metrics and translating into monthly targets for scorecards

• Owner of prioritizing and developing unique metrics that get layered into scorecards by channel

• Partners with Finance and Marketing teams to lead sales channel forecasting process: inclusive of channel mix, connects, disconnects, and associated opex requirements

• Responsible for planning Sales KPIs such as Net Revenue Per Account, New customer relationships, Base Management, New Customer conversion rates, Revenue Conversion rates for Inbound, Retention Save effectiveness rate, Product Sell-in (example Video and Pano) and Participation and ‘Per FTE’ measurements

• Regularly shares insights and performance enhancement recommendations in senior sales and marketing leadership meetings

• Attend monthly meetings with Field Sales VPs to review monthly target allocations

• Plan Net Rev targets to be used in compensation and performance management scorecards

• Sales leader in meetings with BusOps and Sales SVP/VP to review overall sales channel targets

• Provide sales insights and messaging for monthly, executive leadership meetings

• Financial update and CMO’s monthly marketing and sales performance update.

• Provides sales insights for monthly Acquisition and Retention Make the Plan

Skills and Qualifications  

Minimum

• 10 or more years of experience required in related field (i.e. Sales Channel Leadership/Operations, Operations/Financial Analysis, business analytics, etc.)

• The right candidate could also have a different combination, such as a master's degree and 8 years’ experience; a Ph.D. and 5 years’ experience in a related field; or 14 years’ experience in related field.

• 5+ years’ experience in a management or leadership role

• 5+ years of experience in a multi-channel environment, with expertise in sales planning and channel forecasting across diverse channels.  Must have sales channel planning experience with digital, assisted retention, and assisted sales channels

• Requires strong knowledge of Excel, PowerPoint, and Microsoft Word

• Ability to translate complex findings i