National Account Manager - Cox Communities

$105,000 - $157,600/Yr

Cox Communications - Sun City, AZ

Full-time - Mid Level

Sun City, AZ

10,001+ employees

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 leadership and system collaboration, evaluation of frontline needs, packaging products, and owning the customer experience throughout the sales process. The National Account Manager will be responsible for developing, implementing, and measuring sales strategies and goals designed to retain and improve customer loyalty while growing market share for all products and increasing revenue in large MDU portfolios. The role involves overall companywide leadership, management, and performance of MDU National Portfolio Accounts to retain and generate revenue through the establishment of long-term relationships with builders, developers, property owners, managers, and on-site personnel. Cox Communities, the division of Cox that delivers solutions, value, and trust for MDU & SFU owners, managers, developers, and residents, relies on the National Account Manager to act as a trusted advisor, supporting clients in optimizing rents, occupancy, and future-proofing their properties. In this role, you 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. You will define and implement the wholesale account strategy for assigned strategic accounts, collaborating with the broader team to execute plans and tactics. This includes establishing Executive Account briefings, show/event presence, and driving media/PR visibility. You will also provide leadership and development for account executives, ensuring they meet National Account Strategy goals through performance monitoring, training, feedback, and evaluation. Additionally, you will cultivate executive-level relationships within customer organizations and support competitive field efforts through acquisition and win-back tactics, while remaining current on competitor activities and pricing.

Responsibilities

• Sell Cox's IoT solutions within regional relationships and assigned customers; identify opportunities to maintain and grow revenue to meet business objectives.
• Manage the account revenue base and identify appropriate actions to protect and grow it.
• Define and implement the wholesale account strategy for assigned strategic accounts; collaborate 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 by monitoring performance and providing training, feedback, and coaching.
• Cultivate executive-level relationships within customer's organization and develop presentations as needed.
• Support and lead competitive field efforts through acquisition and win-back tactics; proactively identify strategies to address competitor activity.
• Partner closely with Field Sales and Business Operations on planning and budgeting; collaborate with Pricing and Marketing to finalize profitable offers for large MDU customers.
• Serve as 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; 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 & Mgr., Large Customer MDU Marketing to improve experience and drive increased resident/property owner loyalty.
• Develop strong relationships with C-level officers (internal and external customers).

Requirements

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

Nice-to-haves

• BA/BS degree.
• 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.
• Familiar with current Industry trends and competitive pressures.
• Proven ability to collaborate with all affected internal teams.
• Demonstrated ability to build strong relationships and deal well with conflict.
• 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 rewarding strong performance).
• 401(k) with a generous company match.
• Comprehensive healthcare, life, and disability benefits.
• Adoption assistance.
• Pet insurance.
• Discounts on travel and cars.
• Flexibility to take as much vacation with pay as deemed consistent with duties and company needs.
• Seven paid holidays throughout the calendar year.
• Up to 160 hours of paid wellness annually for personal or family wellness.
• Additional paid time off for bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, parental leave, and COVID-19 vaccination leave.