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Account Executive 1, Cox Business


ROLE SUMMARYThe Cox Business Account Executive sells bundled telephony, data, and video solutions to new small to medium business customers in assigned territory; maintains on-going relationships with existing customers, retains their business, and cross- and upsells to them as long as there is potential for uncovered account growth. Example products may include data/transport solutions (Internet, Ethernet), VoIP solutions (SIP Trunking, IP Centrex), cellular services (3G, 4G) and software-as-a-service. Refers leads to other members of outside sales team, as appropriate. The position works independently in the field 70% of the week or more, cold calling and meeting with new or potential customers.  Spends majority of the week out of the office but while at the Cox offices, works in a cubicle at a desk. Most time is spent meeting with and supporting existing customers.  Incumbent will use a personal vehicle for extensive local travel (with reimbursement for travel).  The role is part of a goal-driven, sales organization with pressure to grow revenue quickly. Incumbent will manage their own schedule.  May have to spend 1-3 hours a day putting information into order generation system.  PRIMARY RESPONSIBILITIES AND ESSENTIAL FUNCTIONSIdentifies new prospects in assigned territory using multiple sources of sales leads Collects information about prospects’ businesses from their websites and other sources to prepare for sales calls and assess potential applications Develops and maintains sales plans for own territory and for each accountManages and maintains required pipeline and forecast data, and provides updates as required by management. Prepares regular expense, sales forecasts, and sales activity reports using software designed for that purpose. Determines if the prospective customer is on or off-net. Communicates with prospective customers in person, by phone, email or other technology to develop sales opportunities and set an appointment Meets with prospective customers in person or by conference call to collect information required to assess their communication needs in detail and qualify the prospectUses a spreadsheet-based tool to assess the ROI for prospects who are not currently on the Cox network and forwards the result for approvalCollaborates with Sales Engineer and Sales Support Team to determine appropriate solutions to meet customers’ needsDemonstrates observable knowledge of the IMPACT training during the prospecting/selling process. Builds an effective consultative relationship with customers during the sales process to ensure customer satisfaction. Maintains relationships with customers in order to provide good service, develop future business opportunities, and gain referralsNegotiates pricing, products, and promotions with new customers. Verifies that service pricing reflects pricing structures set at the corporate level Works with Order Entry Specialist to set up orders for installation Attends job-related training to increase both technical and sales knowledge

MINIMUM 1 year business-to-business or business to customer sales experience with quotas and cold calling Valid driver’s license, good driving record, reliable transportation Requires 6 months experience using a computer in a work or non-work setting  Excellent skill in adaptability, applied learning, assignment management, building relationships, written communication, customer service orientation, formal presentation skills, functional competence, high impact communication, continuous learning, negotiation, PC skills, reasoning, and sales skills, in order to work effectively with teams throughout organization.PREFERRED  BS/BA degree in related discipline strongly desired   3 years business-to-business sales experience with quotas  1 year telecommunications sales experience  Knowledge of local telecom market, local contacts


Cox Communications is a broadband communications and entertainment company, providing advanced digital video, Internet, telephone and home security and automation services over its own nationwide IP network. Cox Business is a facilities-based provider of voice, video and data solutions for commercial customers, and Cox Media is a full-service provider of national and local cable spot and digital media advertising. Cox is known for its pioneering efforts in broadband, voice and commercial services, industry-leading customer care and its outstanding workplaces. Cox Communications, a wholly owned subsidiary of Cox Enterprises, is available at and

Organization: Cox Communications, Inc.

Primary Location: US-VA-Herndon-13900 Lincoln Park Dr

Employee Status: Regular

Job Level: Individual Contributor

Shift: Day Job

Travel: No

Schedule: Full-time

Unposting Date: Ongoing