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Vice President, Cox Business Sales

Cox Communications


Location:
San Diego, CA
Date:
12/13/2017
2017-12-132018-01-11
Job Code:
1719497
Cox Communications
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Job Details

Company Cox Communications
Title: Vice President, Cox Business Sales
JobID: 1719497
Category: Sales
Industry: Cox Communications, Inc.
Job Type: Full-time

Description

The Vice President - Cox Business Sales (CB) is responsible for establishing and leading the Cox Business San Diego market commercial business strategy to aggressively grow new commercial sales and revenues, as well as manage a $180M+ annual revenue base.The CB VP core responsibilities include holistic accountability for market revenue and profitability objectives.In addition, the position: 1) Develops, implements and leads the commercial business strategy and market plan, prioritizes investments, and directly oversees the commercial sales and service delivery functions, and 2) Collaborates with peer functional leaders in marketing, product, legal, engineering, IT, operations, finance, field services, construction, and customer care to align overall system priorities, track and measure progress, and drive appropriate changes to achieve system goals. Success of the CB VP is measured across the portfolio of commercial services including voice, video, data/transport, managed services, and security services. The CB VP also serves as the primary steward of Cox partner engagement, within the San Diego market, for partners such as UPN, Trapollo, and Hospitality Networks.

RESPONSIBILITIES:

  • Serves as primary support to the Regional VP of Cox Business (CB) Field Sales and Operations to ensure all sales objectives, budgets and processes are consistent across the field locations.

  • Leads the development and execution of sales plans and service delivery functions for all sales channels including: direct B2B sales, Inside Sales, Indirect, Carrier (service delivery only), and Telemarketing.

  • Develops, motivates and enhances the selling capabilities of all sales channel professionals (e.g., B2B, Gov’t./Ed., etc.) to achieve necessary and stretch goals.

  • Collaborates with functional peers to lead the organization in reviewing, developing, reporting and documenting standard sales provisioning practices that result in targeted effectiveness and efficiencies.

  • Oversees, develops and implements clear sales channel mission and objectives and oversees all sales provisioning activities to ensure effective and efficient processing of new customers (connects) in the various sales channels and throughout the organization.Provide further focus and support to retention efforts across all sales channels.

  • Develops and implements processes and approaches for managing to discretionary expense targets.

  • Leads and counsels respective regional VP Sales on strategic sales decisions, including project implementation and new business development.

  • Provides collaboration and administrative support for new business development in processing and maintaining contracts, project implementation, and general support for new business development activities.

  • Develops and leads sales support reporting against benchmarks to ensure all sales and related items are processed correct and timely.

  • Oversees interaction with various other functions including; Business Operation, Field Operations, HR and Network related to provisioning of customers.

  • Develops and implements processes and approaches for managing to sales goals (quotas) on a monthly and quarterly basis.

  • Develops updates the policy and procedure playbook for all sales channels to standardize best practices and minimize sales channel conflict.

  • Provides leadership development to sales support team managers and team leaders.

  • Provides leadership, guidance and general support to region-level VPs of Sales and Sales Directors.


Qualifications

 

  • BS/BA in related discipline or equivalent experience required; MBA preferred.
  • Demonstrated successful senior level negotiations strategy and execution.
  • Requires strong knowledge of tools, processes, programs and opportunities necessary to develop strong regional centers and local sales professionals to achieve necessary sales goals and the effective programs necessary to drive performance.  A demonstrated capacity to thrive in a high-challenge, sometimes ambiguous, matrix environment is preferred.
  • Excellent interpersonal, leadership, presentation, communicative, and collaborative skills to work effectively with teams throughout organization.  This includes the ability to create a cohesive sales structure that optimizes business development across the enterprise and achieves goals by developing and motivating people.
  • 10+ years of experience in related field, including several years in a sales, business development, or management supervisory capacity required; includes 5 years of telecommunications or IT business-to-business sales management experience with a proven record of achieving desired sales and financial results.  
  • Experience in telecommunications industry strongly preferred, especially as it pertains to commercial products. 
  • Experience managing division/system/channel revenue in excess of $100mm preferred.
  • Travel – 15-25% travel required.

 

 



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. More information about Cox Communications, a wholly owned subsidiary of Cox Enterprises, is available at www.cox.com and www.coxmedia.com.

 

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.



Organization: Cox Communications, Inc.

Primary Location: US-CA-San Diego-5159 Federal Blvd

Employee Status: Regular

Job Level: Executive

Shift: Day Job

Travel: Yes, 25 % of the Time

Schedule: Full-time

Unposting Date: Ongoing
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