Agent Channel Account Executive - Cox Business
Cox Communications - Las Vegas, NV

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Position Details

Position Summary: The position will be directly responsible for the recruitment, guidance, and communication, with all Agent Vendors operating within the agent channel. Responsible for achieving or exceeding planned sales budget for the agent channel by training, motivating, and monitoring all agent vendors. This position will also be responsible to insure all agent vendors understand and execute the sales strategy and set sales goals for the agent vendors.

Primary Responsibilities/Tasks - Essential Functions
Recruits, qualifies, and guides Indirect Sales Agents
Lead and motivate Indirect Sales Agents to meet or exceed corporate/regional sales goals
Periodically develops account and sales forecasts
Sets direction and maintains focus of Indirect Sales Agents.
Maintains agent channel portfolio effectively to avoid potential conflicts with other sales team members.
Works with the Strategic Sales Manager to maintain the Indirect Agent Vendor portfolio effectively.
Coordinates marketing materials and messages provided to Indirect Agent Vendors, ensuring they include and/or correspond with corporate/regional marketing materials and messages.
Utilizes standard Agent Agreements, ensuring the business soundness of the vendors.
Tracks Agent Agreements to expiration ensuring compliance and determining whether Agents should be renewed at the end of the Agreement period.
Coordinates effectively with Sales Support, Engineering, and Marketing groups to ensure high quality customer service.
Works and meets with Indirect Sales Agents to ensure sales goals are met in alignment with corporate/regional sales goals and strategies.
Coordinates, prepares, and submits IRR assessments developed by Indirect Agent Vendors for proper approvals through established procedures.
Reviews and assesses sales information and opportunities provided by Indirect Sales Agents.
Ensures all sales reports/documents are updated with required customer information in a timely manner.
Serves as a subject matter expert or advisor on selected customer sales issues for the Indirect Sales Agents.
Handles issues escalated from Indirect Sales Agents/Representatives.
Ensures customer satisfaction with regard to service delivered by Indirect Sales Agents.
Remains current on technical information regarding Cox Business products and services.
Works with local training resources to ensure the training needs of the Indirect Sales Agents are met.
Accompanies sales professionals on sales visits, as needed.
Acts as a liaison between customer and Cox departments as it pertains to the pre and post sales cycle.
Attends data group and network meetings.
Delivers sales presentation to customers and prospects.
Develops and executes technical presentations to internal/external groups as needed.
Develops and maintains relationships with customers.
Documents all activities and develop standard operating procedures related to this sales channel.
Ensures product pricing reflects pricing structures set at the corporate level.
Enters sales opportunities into tool.
Interacts with the Sales Managers and the Director of Sales with regard to account forecasting
Interfaces with customers and vendors to ensure the integrity of Cox proposals.
Interfaces with Operations & Engineering to ensure network availability/serviceability before orders are finalized.
Meets or exceeds sales goals.
Participates in the preparation and delivery of customer presentations.
Participates on Solution Development Teams created for large/complex customers.
Performs ROI assessment to determine if a sale is profitable and forwards to manager for approval.
Provides feedback on products to corporate.
Provides input to Order Entry Specialist in order to complete orders in a timely manner.
Provides regular updates to direct supervisor, stakeholders, and others as needed, including requested reports.
Remains current of technical information regarding Cox's telephony, data and video products and offerings, CPE, networking, consultative sales skills and negotiation skills.
Remains current on competitive landscape.
Sells bundled telephony, data and video products, as well as internet bandwidth, to current/new commercial business customers.
Serves as main point of contact with customer ensuring customer satisfaction through the entire sales cycle.
Understands communication needs of business customers to determine appropriate solution.
Understands the core network and communicates network changes to the sales team.
Works with product champions as active part of product rollout teams, to ensure the sales team's understanding of new products.
Works with Sales Engineer and or other support personnel to determine appropriate solutions.

Required Knowledge, Skills, Abilities
Typically requires BS/BA or Associates degree in related discipline
Generally 2-5 years of experience in related field

Additional System Requirements
Bachelor¿s Degree and/or equivalent experience
5+ years experience in telecommunications and/or technology sales working with Agents, Dealers Indirect Sales.
Knowledge of telecommunication industry and experience in the industry is required.
Strong negotiation, problem solving, and analytical skills
Strong people and relationship management skills
Ability to manage multiple tasks
Computer skills including Windows based applications (Word, PowerPoint, Excel, Outlook).

Recommended Knowledge, Skills, Abilities
Should have an understanding of the local market for Indirect Sales Agent opportunities.
Have experience working under quota achievement and specific sales goal achievement.
Experience and understanding of working with people through relationship building in order to establish and achieve mutually agreed upon goals.

Physical Qualifications:
Physical Efforts: While performing the duties of this job the employee is regularly required to walk and drive between prospective customer locations. Must possess the physical ability to use repetitive motions of the wrist, and/or fingers; reach with hands and arms and talk or hear. The employee is frequently required to walk. The employee is frequently required to stand. The employee is occasionally required to lift up to 15 pounds. The employee is required to carry computer as well as marketing and sales collateral for extended periods.
Visual Requirements: The visual requirements include; ability to adjust focus and close vision as well as the ability to view a computer screen for extended periods of time.

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.

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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.

Cox Communications - 3 years ago - save job
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Cox Communications is a multi-service broadband communications and entertainment company with 6.2 million total residential and commercial...