Company:

Cox Communications, Inc.

Job Family Group:

Sales

Job Profile:

Director, MDU Sales - Corp - CCI

Management Level:

Director

Travel %:

Yes, 50% of the time

Work Shift:

Day (United States of America)

Job Description:

The Director Multi Dwelling Unit Sales creates and implements companywide sales and marketing strategies to drive sales and revenue across all potential MDU customer segments through system leadership collaboration, evaluation of frontline needs, packaging products, and owning the customer experience throughout the sales process.

The Director Multi Dwelling Unit Sales is responsible for developing, implementing and measuring Multiple Dwelling Unit (MDU) resident sales strategies and goals designed to retain/improve customer loyalty and grow market share for all products and increase revenue. Responsible for overall companywide leadership, management, and performance of MDU Account Management/MDU Account Executive teams to retain and generate revenue through the establishment of long term relationships with builders, developers, property owners, managers and on-site personnel.

The position may also oversee or provide guidance to staff that negotiates all MDU agreement types (access, bulk, revenue share, etc.) for new build as well as expiring agreements. Sets standards and criteria so staff can negotiate and establish profitable residential service agreements based on strategic, financial, legal, and operational criteria. Sets strategy to identify and expand revenue generating opportunities for the company

Primary Responsibilities

• Provides leadership, vision, and development for the MDU Account Managers and MDU Account Executive teams for the purpose of satisfying customers and exceeding company revenue objectives.

• Sets objectives for each market and ensure achievement of goals by monitoring performance, providing training, feedback, coaching, counseling, and evaluating performance.

• Sets strategy to drive performance of CCI portfolio of properties on an ongoing basis (revenue, sales volume, etc.). Identifies areas of opportunities and develops approaches and strategies to increase sales. Understands national and market demographics and tailors’ strategies appropriately based on data.

• Supports and leads competitive field efforts through the implementation of acquisition and win-back tactics as directed. Proactively identifies strategies and plans to address competitor activity in a very fluid, competitive market. Remains current on competitor activities, pricing, and product offerings, negotiation offers to highlight CCI's competitive advantages.

• Partners closely with Business Operations on planning and budgeting for function. Partners with Pricing and Marketing to finalize profitable target offers and specials for MDU customers.

• Analyzes Return on Investment of various business scenarios; ensures that decisions align with CCI’s best interests. Develops business cases to support recommendations.

• Develops and administers sales plans including identification of objectives and action programs to achieve overall business goals. Conducts tactical planning, standardized reporting, and feedback on effectiveness of existing sales plans.

• Ensures proper delivery and communication of company and team policy and procedure changes to the MDU Account Managers and MDU Account Executive teams.

• May partner with Training Department to create/update materials and provide ad hoc training. Ensures compliance with all sales training programs.

• Work with Product Management & Marketing to improve experience and drive increased resident /property owner loyalty.

• Work across internal and external teams to develop strategies, identify best practices and recommend improvements to training, systems and processes

Requirements

• BA/BS and 10+ years of experience required in related field (i.e. Marketing, Sales, MDU, B2B, etc.). (MS+ 8 yers, Ph.D.+ 5 years and 14 years with no formal degree)

• At least 5 years in a leadership role.

• 5+ year’s business-to-business new business development experience.

• Multi-Family industry experience required.

Characteristics

• Proven ability to collaborate with all affected internal teams.

• Demonstrated ability to build strong relationships and deal well with conflict.

• Excellent verbal, written and presentation communication skills.

• Demonstrated leadership abilities.

• Proficiency in MS Excel, Word, PowerPoint and Outlook.

• Ability to maintain confidentiality.

Preferred

• Experience in the telecommunications space.

• Experience in advertising or marketing a plus.

About Us:

Cox Communications is all about creating moments of real human connection; and for employees, that’s true both in the workplace and in the problems we solve for customers. From building advertising solutions to unleashing IoT technologies to creating an exceptional experience for customers in our retail locations and online, we’re creating a world that is smarter and more connected. 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. Cox provides reasonable accommodations when requested by a qualified applicant or employee with disability, unless such accommodations would cause an undue hardship.