National Account Manager - Cox Communities

$105,000 - $157,600/Yr

Cox Communications - Tempe, AZ

Full-time - Mid Level

Tempe, AZ

Broadcasting and Content Providers

About the position

Cox Communications is seeking a National Account Manager who will play a pivotal role in the creation and implementation of companywide sales and marketing strategies aimed at driving sales and revenue with Cox's IoT solutions across all potential large Multi Dwelling Unit (MDU) Portfolio customers. This position requires strong leadership and collaboration skills, as well as the ability to evaluate frontline needs, package products effectively, and own the customer experience throughout the sales process. The National Account Manager will be responsible for developing, implementing, and measuring sales strategies and goals specifically designed for MDU resident IoT solutions. The focus will be on retaining and improving customer loyalty, growing market share for all products, and increasing revenue within large MDU portfolios. In this role, the National Account Manager will lead the overall management and performance of MDU National Portfolio Accounts, establishing long-term relationships with builders, developers, property owners, managers, and on-site personnel. The Cox Communities division is dedicated to delivering solutions, value, and trust for MDU and Single Family Unit (SFU) owners, managers, developers, and residents. The team acts as a trusted advisor, supporting clients in optimizing rents, occupancy, and future-proofing their properties. The National Account Manager will be responsible for selling Cox's IoT solutions within regional relationships and assigned customers, identifying opportunities to maintain and grow revenue to meet business objectives. This includes defining and implementing the wholesale account strategy for assigned strategic accounts, collaborating with the broader team to execute plans and tactics, and providing leadership and vision for account executives. The role also involves cultivating executive-level relationships, supporting competitive field efforts, and analyzing the return on investment of various business scenarios to ensure alignment with company interests. Additionally, the National Account Manager will develop and administer sales plans, work with product management to improve customer experience, and develop strong relationships with C-level officers both internally and externally.

Responsibilities

• Sell Cox's IoT solutions within regional relationships and assigned customers, identifying opportunities to maintain and grow revenue.
• Manage the account revenue base and identify actions to protect and grow it.
• Define and implement the wholesale account strategy for assigned strategic accounts, collaborating with the broader team to execute plans and tactics.
• Provide leadership and vision for account executives, establishing relationships with National Account customers to satisfy customers and exceed revenue objectives.
• Set objectives for Account Executives to ensure achievement of National Account Strategy goals, monitoring performance and providing training and feedback.
• Cultivate executive-level relationships within customer organizations and develop presentations as needed.
• Support and lead competitive field efforts through acquisition and win-back tactics, proactively identifying strategies to address competitor activity.
• Partner closely with Field Sales and Business Operations on planning and budgeting for functions.
• Serve as the primary contact and escalation point for assigned National Accounts, ensuring timely resolution of issues and relationship strength.
• Analyze Return on Investment of various business scenarios and develop business cases to support recommendations.
• Develop and administer sales plans, including identification of objectives and action programs to achieve overall business goals.
• Work with Product Management and Marketing to improve customer experience and drive increased loyalty.
• Collaborate with internal and external teams to develop strategies and recommend improvements to training, systems, and processes.

Requirements

• Bachelor's degree in a related discipline and 6 years of experience in a related field, or a master's degree with 4 years of experience, or a Ph.D. with 1 year of experience, or 10 years of experience in a related field.
• Valid driver's license required for safe driving.

Nice-to-haves

• BA/BS degree preferred.
• Demonstrated ability to read and interpret business-to-business contracts.
• Good working knowledge of communications technologies.
• 2 or more years of experience in a management role.
• 5 years of business-to-business new business development experience.
• Experience in the telecommunications industry.
• Experience with various industry events like NAHB IBS, BIAOC, BIASD, BIASC, HBACA, SNHBA.
• Familiarity with current industry trends and competitive pressures.
• Proven ability to collaborate with all affected internal teams.
• Demonstrated ability to build strong relationships and manage conflict effectively.
• Exceptional verbal, written, and presentation communication skills.
• Experience in complex large customer negotiations and sales.

Benefits

• Highly competitive compensation package (base salary + excellent commission plan).
• 401(k) with a generous company match.
• Comprehensive healthcare, life, and disability benefits.
• Adoption assistance.
• Pet insurance.
• Discounts on travel and cars.
• Flexible vacation policy allowing employees to take as much vacation as they deem consistent with their duties.
• Seven paid holidays throughout the year.
• Up to 160 hours of paid wellness annually for personal or family wellness needs.
• Additional paid time off for bereavement, voting, jury duty, volunteer work, military leave, parental leave, and COVID-19 vaccination leave.