Manager, Channel Sales West (Cox Business)

The Cox Business Indirect Sales Manager leads assigned outside sales team to achieve Cox Business sales goals. Hires, trains, and coaches outside sales and/or retention representatives in assigned region to ensure that corporate sales and retention strategies are followed, and goals are achieved.

The position works in an office setting and assists with customer acquisition, growth, and retention. The role is a key part of a successful and high accountability sales organization. Use of personal vehicle to travel to customers’ locations within the system is an expectation of the role.

Primary Responsibilities/Tasks

• You will be responsible for building and leading an experienced indirect sales team that is selling data, cloud, and managed services services through third-party agents nationally.
• Possesses strong leadership skills and the ability to build a complex territory strategy to ensure both short and long-term goals, objectives and quotas for the regional sales teams.
• Build Regional sales plans that drive business through indirect selling through a multitude of Channel Partners, and local Demand Generation
• Split time 50/50 between leading assigned team and meeting with customers & partners
• Closely work with extended sales resources, including, but not limited to SE Manager, OM Manager, Agent Channel Specialists, Recruiting, etc.
• Partner with the distribution sales team and their leadership in efforts to plan & execute cohesive sales campaigns into the Regions
• You will work closely with a multitude of Channel Partners to drive transactional growth
• 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.
• Coaches, develops and manages the performance of the Agent Channel Managers to ensure they have the capabilities required to meet targets for revenue growth, service, productivity, quality and optimization of customer satisfaction within assigned area. Ensures that each Sales Representative is using a consistent sales approach and uncovering the needs of each customer to ensure the Cox Vision and Trusted Provider focus.
• Serves as a subject matter expert or advisor on selected customer sales and handles issues escalated by team members.
• Collaborates with CB Marketing Manager to assure that effective planning and coordination between CB Sales and the overall marketing objectives of Cox is maintained.
• Facilitates segment-specific strategic planning to maximize market share and revenue and maximize the potential of team’s account lists. Assigns accounts to appropriate sales channels, and within inside sales, assigns account representatives with consideration to share growth, cost of sale, and client potential.
• Assigns sales goals (quotas plus key sales objectives) and other defined sales metrics for outside sales representatives, based on corporate/regional sales goals for each market.
• Develops appropriate territory structures for geographical and/or vertical markets.
• Develops account forecasts and manages sales team to achieve maximum revenue while maintaining profitability.
• Communicates customer concerns, sales opportunities, implementations, and related issues within the sales team, across the local system, and across systems. Recommends and coordinates implementation of solutions with various Cox organizations.
• Leads sales team meetings to coordinate sales efforts and communicate changes in direction, products, policies, expectations, processes, and standards.
• Coordinates and maintains effective working relationships with other Cox Business and Cox Communications departments to ensure high quality customer service.
• Reviews and approves sales presentations, ROI assessments, commission reports, and other reports developed by Agent Channel Managers within his/her approval authority.
• Prepares regular expense reports and controls expenses while meeting or exceeding corporate revenue goals and maximizing product margin.
• Ensures that indirect team updates all required customer and agent information in a timely fashion.
• Attends job-related training and informally remains current on technical information regarding Cox’s telephony, data, video, cloud products and offerings, and sales through completion of required/recommended training program.
• 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; e.g., promotes and/or attends non-profit events, serves as a member of the Chamber of Commerce and other local councils.

Minimum

• Bachelor’s degree in a related discipline and 6 years’ experience in a related field. The right candidate could also have a different combination, such as a masters degree and 4 years’ experience; a Ph.D. and 1 year experience in a related field; or 10 years’ experience in a related field
• 1+ year of experience in management or lead role
• Excellent skills in building relationships, building the sales team, business sales skills, champions adaptability, coaches and develops, oral communication, demonstrates business acumen, business advisory skills, business sales skills, continuous learning, making sales operations decisions, PC skills, and promotes accountability in order to work effectively with teams throughout organization.

Preferred 

• 2 or more years of experience in a management role preferred; enterprise sales management and strategic planning experience preferred
• 3 years experience in communications and cloud sales
• Experience in telecommunications and cloud industry desired
• Knowledge of the local market
• Experience compiling, preparing and submitting bid responses to RFQs, RFIs, and RFPs