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Account Manager - Hospitality Network

Cox Communications

Norcross, GA
Job Code:
Cox Communications
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Job Details

Company Cox Communications
Title: Account Manager - Hospitality Network
JobID: 1717166
Category: Sales
Industry: Cox Communications, Inc.
Job Type: Full-time


Hospitality Network, an affiliate of Cox Business, is the premier provider of choice for Video, Managed Wi-Fi and In-Room Entertainment to hotels, convention centers and arenas across the nation. HN has proven solutions that benefit our customers and their guests in over 110,000 hotel rooms in 15 states from coast to coast!

The Account Manager for the Hospitality Network is responsible for meeting or exceeding sales goals for assigned Hospitality Network accounts.  The position is responsible for prospecting for new customers, initial contact and all follow-up with customers, proposal preparation, creation and presenting of customer demonstrations and proposal presentations, contract and legal negotiations through to final contract signature execution.  The position is also responsible for maintaining on-going positive relationships and renewing contracts for all assigned current Hospitality Network customers. Primary services/products sold are managed custom WiFi (in-room, low-rise, whole property, convention centers, arenas), In-Room Entertainment (IRE) systems, Free-to-Guest (FTG) TV channels and other assigned products with the primary focus on the hospitality and convention industry.

Primary Responsibilities/Tasks - Essential Functions
• Responsible for all assigned accounts as designated by Management
• Meets or exceeds all Hospitality Network sales goals
• Develops strategic relationships with customers
• Finds and Responds to RFP within assigned Hospitality Vertical
• Prospects, cold calls (phone and in person), and generates new sales opportunities
• Determines appropriate solutions for customers with Hospitality Network Engineering team
• Performs ROI assessment and financial deal modeling with Hospitality Network Finance
• Gains financial and proposal approval from Management
• Develops and presents customer proposals, demonstrations and presentations
• Works with Hospitality Network Management and Legal team to craft and negotiate contracts
• Ensures product pricing reflects pricing structures set by management
• Responsible for developing and maintaining strategic account plans on all major assigned accounts
• Understands the telecommunication and entertainment needs of hospitality and convention customers and provides solutions to meet those needs
• Ensures customer satisfaction through entire sales cycle and contract term
• Remains proficient on technical information regarding all Hospitality Network data and video services/products
• Continually improves core skills such as consultation, negotiation, and sales skills through completion of required and recommended training programs
• Ability to travel nation-wide as needed to sell new accounts and maintain existing accounts
• Models behaviors that build strong sales team morale and behavior
• Coordinates and assist other Account Managers as needed
• Special Project assignments as needed by Management

To demonstrate the value we place in our employees, Cox offers: 
·        Medical, Dental, and Vision Benefits first day
·        Retirement benefits including 401(K) with generous company match
·        Work-life balance, including generous time off policies: Up to 22 days of Paid Time Off during first year, plus 7 Paid Holidays
·        Career advancement across more than 300 businesses in the Cox Enterprises portfolio
·        Tuition reimbursement 
·        Mentoring and training programs 
·        Commitment to our communities through employee volunteer opportunities


Position Requirements
• 4-year degree or related experience
• 5+ years’ experience in client relations, sales and/or account management
• Expertise and experience working within the hospitality and/or convention industry
• Expertise and experience selling in the telecommunications industry and/or the hospitality industry

Additional Position Preferences
• Experience in data products, Wi-Fi networks, and/or in-room entertainment systems
• Experience in consultative and cost-benefit analysis sales
• Strong technical aptitude
• Strong written and verbal communication skills
• Strong negotiation, problem solving, and analytical skills
• Strong people and relationship management skills
• Strong presentation and demonstration skills
• Computer skills including Windows based applications (Word, PowerPoint, Excel, Outlook)
• Clean driving record and ability to travel to customer locations
• Ability to travel nation-wide independently on a monthly basis


About Cox Communications


Cox Communications is a broadband communications and entertainment company, providing advanced digital video, Internet, telephone and home security and automation services over its own nationwide IP network. Cox Business is a facilities-based provider of voice, video and data solutions for commercial customers, and Cox Media is a full-service provider of national and local cable spot and digital media advertising. Cox is known for its pioneering efforts in broadband, voice and commercial services, industry-leading customer care and its outstanding workplaces. Cox Communications, a wholly owned subsidiary of Cox Enterprises, is available at and

Organization: Cox Communications, Inc.

Primary Location: US-GA-Norcross-5555 Oakbrook Pkwy

Employee Status: Regular

Job Level: Individual Contributor

Shift: Day Job

Travel: Yes, 25 % of the Time

Schedule: Full-time

Unposting Date: Ongoing
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