Account Executive

ACCOUNT EXECUTIVE (OUTSIDE SALES REPRESENTATIVE)
Grade 54

SUMMARY OF POSITION:

Sells Cox telecommunications services to small to mid sized business clients and is accountable for meeting or exceeding monthly and yearly sales quotas. Prospects for new clients and makes initial contact by cold calling either in person or by phone. Follows up, prepares service proposals, makes client presentations and sees the sale through to the signing of a contract. Maintains ongoing relationships with existing clients. Seeks and acts upon clients feedback regarding satisfaction. Is responsible for client retention, and cross selling and upselling to existing clients. Position included extensive cold calling, maintaining high sales activity and focus on territory. Successful Account Executive must be able to effectively work, develop and sell their assigned territory leveraging Cox's ?on net? and ?near net? multi-tenant buildings and prospects. Works independently in the field 70% of the week or more and uses own car for extensive local travel (with reimbursement for travel). Reports to a Manager of Outside Sales.

RESPONSIBILITIES:

Sells complex telephony (e.g. business phone services, toll-free services), data, and video services, as well as Internet bandwidth (e.g. optical Internet), to small to mid sized clients. Prospects, cold calls (by phone and in person), and generates new sales opportunities. Develops and maintains their own base of strategic account plans. Develops and maintains relationships with their base of clients. Learns about the communication needs of business clients and provides solutions to meet those needs. Develops service proposals and presentations based on client business needs. Delivers sales presentations to small and mid sized business clients and prospects. Negotiates pricing, service level, and terms/conditions with clients (negotiated terms must be approved by supervisor or director before it can be finalized). Performs ROI assessments using the spreadsheet model used by their system to determine if a sale is profitable and forwards assessments to his/her manager for approval. Updates Sales Force Automation tool with all required client information. Serves as main point of contact for client within client support team throughout sales and installation process. Maintains client satisfaction throughout the sales cycle.
REQUIREMENTS
QUALIFICATIONS:

Valid state drivers license and a good driving record. Three to five years outside sales and cold calling experience. Telecommunications background a big plus, selling in a territory environment a plus, three to five years working primarily on commission pay. Working knowledge of Windows-based PCs, Power Point, and Excel.

Post-high school education a plus. Experience in the communications industry or with military communications preferred. Experience selling video or telecommunications products/services is highly desired. Knowledge of the local media market and local contacts preferred.


As the third largest cable provider in the nation, Cox Communications, Inc. is noted for its high-capacity, reliable broadband delivery network as well as the company's ability to provide superior customer service. For Cox, it's not about being the biggest; it's about being the best.