Job Title: Local Sales Manager - Cox Media
Pay Grade: Sales
Posting End Date: May 8, 2012 (or until filled)
Responsible for leading a field sales team that sells marketing solutions to Cox Media customers within their local market in addition to actively working a list of key accounts. Coordinates and has responsibility for the prospecting, sale, service and account assignment/management of clients to meet or exceed revenue goals through individual as well as team-based, consultative approach to sales.
ESSENTIAL RESPONSIBILITIES & DUTIES
Hires, develops, and manages the performance of a consultative, collaborative sales team that mirrors the market's diverse client base.
Manages account assignments and sales leads across a variety of media sales channels in order to maximize market share and revenue ensuring consistent adherence to standardized sales processes.
Reviews sales proposals in advance to ensure that clients receive the appropriate products, services and rates based on their current and/or potential spending, and the appropriate marketing solutions to meet their business needs.
Leads sales team meetings to coordinate sales efforts, develop multi-product marketing solutions, and communicate changes in direction, products, expectations, processes, and standards.
Coordinates and maintains effective working relationships with other Cox Media departments including the Media Solutions Center, the Campaign Fulfillment Center, Research, Marketing, Sales Support and Production.
Attends and facilitates training and associated workshops to increase own and sales team¿s product, marketing, and sales skill and knowledge, and to stay abreast of Company and competitive products and pricing.
Participates in other internal meetings regarding implementation of new products, solve problems, and work on projects.
Manages inventory, pricing, packaging, and sales incentives in order to meet budget requirements.
Sells local advertising and products on cable and/or broadcast networks to new and existing clients from a range of industries and business sizes, leveraging the position of Cox to influence clients¿ marketing strategies.
Actively carries a list of accounts.
Facilitates account-specific strategic planning to maximize market share and revenue and maximize the potential of team¿s account lists. Assigns accounts to appropriate sales channel with consideration to share growth, cost of sale, and client potential. Maintains ongoing coordination with MSC to monitor sales performance, forecasting, and account reassignment.
Analyzes local business trends, market and competitive activity, and sales results to develop strategies for achieving team and market budget expectations.
Develops and maintains relationship with key clients and prepares sales proposals and presentations designed to meet individual client needs by reviewing rating data and other research, and consulting with internal resources as needed, primarily Marketing, Research, and Sales Support.
Forecasts and projects business accurately on a monthly and quarterly basis.
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 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, becomes a member of the Ad Federation or American Marketing Association, etc.
Cultivates consultative relationships with clients and their ad agencies, forming customer relationships at multiple levels. Makes frequent contact, maintains in-depth knowledge of their business, industry and key competitors, regularly updates needs analysis, monitors ad campaign effectiveness, resolves problems, and makes changes as required. May entertain clients.
Identifies new prospective clients by observing other media, networking inside and outside of Cox, and looking for new businesses that might want to advertise in order to develop own client list.
Cold calls prospective clients and tries to interest them in on-air advertising by explaining the process and benefits of advertising through Cox.
Delivers sales presentations regarding proposed advertising campaigns to prospective and existing clients.
Manages and coordinates communication between the client and the production department during the creation of the client¿s commercial e.g. solves problems, develops concepts, monitors quality, sometimes writes scripts, ensures that ad copy supports the client¿s marketing plans, gathers information regarding what details are needed in the commercial, facilitates contact between client and production, sets up and attends initial meetings, etc.
Maintains collections to keep bad debt to an absolute minimum.
Negotiates the terms, conditions, and pricing of advertising campaigns with the client.
Tolerates environmental working conditions both inside buildings and outdoors.
Performs other duties as required.
QUALIFICATIONS - REQUIRED
Education: High School Diploma, GED or equivalent work experience. Bachelors Degree in related field preferred.
Experience: Generally 3-5 years business-to-business field sales experience with quotas. 3 years technology-based advertising and media sales management experience preferred. 2 years sales management experience (external hires only). Time may be credited for college coursework in applying experience requirements. Certification may be required in some areas.
Other: Valid AZ Drivers License with driving record that meets Cox standards. Reliable transportation with current vehicle insurance. Knowledge of local media market and local contacts preferred. Knowledge and/or experience in business marketing preferred.
KNOWLEDGE, SKILLS AND ABILITIES
Demonstrated ability to communicate effectively in person, via telephone or in writing.
Demonstrated ability to sort and distribute materials.
Demonstrated ability to use sound reasoning to problem-solve and troubleshoot.
Demonstrated ability to give public presentations.
Good PC skills with knowledge of Windows-based PCs and Microsoft Office
Cox Communications, Inc. and its subsidiaries are Equal Opportunity Employers. We have a tradition of encouraging a wide diversity of talents through a broad range of hiring practices. Please note those individuals submitting resumes online or by mailing a resume are not considered an applicant for employment until a signed employment application form is completed, usually at the time of interview.
For more information about Cox Communications and its subsidiaries, please click here
www.cox.com, www.coxmedia.com, www.coxbusiness.com.
Statement to ALL Third Party Agencies and Similar Organizations:
Cox Communications accepts resumes only from agencies with which we formally engage their services. Please do not forward resumes to our applicant tracking system, Cox Communications employees, or send to any Cox Communications facility. Cox Communications is not responsible for any fees or charges associated with unsolicited resumes.
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