The position works in an office setting with executive-level, customer visits. The role is part of a budget-driven, sales organization; pressure to meet ambitious sales goals and will involves people management and complexity. Use of personal or company car to travel to customers’ locations within the system is an expectation of the role.
Primary Responsibilities and Essential Functions
Essential functions of the role include leadership, planning, communication, administration, and self-development.
Primary responsibilities within these functions include:
Develops a professional sales culture. Serves as a role model for the sales team in all aspects of the business. Balances the urgency of meeting budget goals with focus on team success.
Ensures the effective leadership of the sales management team to achieve the organization’s financial objectives.
Analyzes the productivity of the overall sales organization and recommends adjustments to staffing, quotas, commissions and resources in order to maximize results.
Conducts reviews of direct reports to ensure performance standards are met and if not, takes immediate action to improve performance level.
Hires Sales Managers with the abilities required to lead the achievement of sales and other business goals
Coaches, develops and manages Sales Managers to improve individual and team performance and capability.
Collaborates with local Human Resource coordinator and Cox Business Services Atlanta to ensure the personnel and training needs of the sales team are met.
Develops tactical plans for base protection, competitive threats, growth, and market development.
Approves and coordinates sales accounts and territory agreements.
Oversees channel strategies of direct reports, ensures an appropriate balance of channel relationships, and implements corporate programs and policies for new channels.
Collaborates with Finance, Marketing and Engineering or others as required in the annual budgeting process. Recommends sales quotas, compensation plan adjustments and management targets that will meet or exceed budgeted sales objectives.
Develops, manages and monitors the Department’s Sales and Retention Plans. Takes proactive measures to keep the Sales Department on plan. Reacts quickly with corrective action when sales are not meeting expectations.
Develops programs, campaigns, policies and resources in order to maximize the efficiency of the sales organization and the productivity of each sales channel.
Partners with Marketing, Operations, Installation, Finance, Construction and Engineering in a Matrix environment to ensure that strategies and processes are aligned. Works with counterparts at corporate and Residential as required Ensuring the system is selling in alignment with corporate/regional sales strategies.
Communicates customer concerns, sales opportunities, implementations, and related issues within the sales team, across the system, across systems, and with corporate/regional staffs. Recommends and coordinates implementation of solutions with various Cox organizations.
Leads sales team meetings to communicate progress toward sales targets and changes in direction, products, policies, expectations, processes, and standards.
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 and maintain Cox’s presence; eg, promotes and/or attends non-profit events, serves as a member of the Chamber of Commerce and other local councils.
Develops appropriate tracking metrics and provides regular sales reports on the performance of the sales organization. Maintains regular (pipeline) reports in order to determine that there are sufficient sales opportunities at all stages of the sales cycle to achieve budgeted sales targets.
Recommends approval or disapproval of business cases for capital investment, based on the return on investment, for opportunities rolled up by his management team. Reviews commission policies, reports and payments as required.
Controls expenses and maximizes capital investments while meeting or exceeding revenue goals and maximizing product margin.
Remains current on technical information regarding Cox’s telephony, data, cloud and video products and offerings, Customer Premises Equipment (CPE), networking, consultative sales skills, and sales management and negotiation skills through completion of required/recommended training program.
10 years successful sales experience in related field achieving objectives and quotas
5 years successful experience in sales management preferred demonstrating progressive leadership responsibilities including enterprise and small/medium business experience or equivalent.
Strategic visioning experience and aptitude for change management.
Requires work experience using Windows-based PCs, Microsoft Office and SalesForce.
Valid driver’s license, good driving record, reliable transportation
Excellent skills in building relationships, building the sales organization, business sales skills, coaches and develops, demonstrates business acumen, high impact communication, continuous learning, marshaling resources, promotes accountabiltiy, PC skills, and setting sales unit strategy, in order to work effectively with teams throughout organization.
BS/BA degree in related discipline strongly desired
5 years of experience managing Sales Managers in a related field
Experience in telecommunications and Cloud services industry desired
Knowledge of and business relationships in the market or experience in quickly building relationships in market