Strategic Accounts Specialist - CCI

The Cox Business Strategic Account Specialist retains and grows assigned enterprise and vertical retail accounts as a member of Senior Account Executives' 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.
The Strategic Account Specialist will use a personal vehicle for extensive local travel (with reimbursement for travel). The role is part of a goal-driven, sales organization with pressure to grow revenue quickly. The Strategic Accoiunt Manager will manage their own schedule. May have to spend 1-3 hours a day putting information into order generation system. Also works on customers' premises. Regularly works outdoors in adverse weather conditions and at night, when necessary.
PRIMARY RESPONSIBILITIES AND ESSENTIAL FUNCTIONS
• Works with Senior Account Executives 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 Executives 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
• Successful business-to-business outside sales or account development experience
• 1 year telecommunications (telephony, data, and video) sales or account development experience preferred for the Retail role
• Valid driver's license, good driving record, reliable transportation
• Experience using Windows-based PCs, Microsoft Office
• Excellent skill in adaptability, applied learning, building relationships, written communication, expanding and advancing sales opportunities, formal presentation skills, high impact communication, continuous learning, negotiation, PC skills, product knowledge and technical platform, reasoning, and sustaining customer satisfaction, in order to work effectively with teams throughout organization.
PREFERRED
• BS/BA degree in related discipline strongly desired
• 5 years business-to-business sales or account management experience
• 3 years of IP based services and previous experience with Telcordia Interexchange Carrier guidelines (for Carrier/Wholesale role)
• 3 years telecommunications (telephony, data, and video) sales or account development experience (for Retail role)
• Knowledge of local telecom market, local contacts
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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!
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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