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Posted: Thursday, February 1, 2018 4:53 PM

DescriptionROLE SUMMARYThe Cox Business Outside Retention Representative (Retail) retains valuable small to medium business customers (20-99 employees) for Cox Business by minimizing controllable churn and renewing contracts for existing customers. Maintains on-going relationships and retains assigned base of existing customers; seeks and acts upon feedback regarding on-going client satisfaction, cross-sells, and up-sells. Sells non-complex (sales engineer support rarely required) bundled telephony, data, and video products as an up-sell to current customers. Example products may include data/transport solutions (Internet, Ethernet), VoIP solutions (SIP Trunking, IP Centrex), cellular services (3G, 4G) and software-as-a-service. The position works independently in the field 50% of the week or more and while at the Cox offices, works in a cubicle at a desk. Expected to meet or exceed corporate/regional sales goals in a goal-driven, sales organization. There is pressure to grow revenue quickly to achieve corporate revenue goals. Spends majority of the week out of the office. 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. Regularly works outdoors in adverse weather conditions and at night, when necessary. Sometimes works with dissatisfied customers. Also works on customers premises.PRIMARY RESPONSIBILITIES AND ESSENTIAL FUNCTIONSA cents € cents Cold calls existing small to medium customers requiring contract renewals, renews contracts and generates new sales opportunities. A cents € cents Identifies new sources of revenue for existing customer base using tools available (market analysis tools/software such as Dun & Bradstreet data or CRM tools to aid in understanding upsell opportunities). A cents € cents Develops and maintains consulting relationships to retain assigned base of existing customers. Makes regular contact and maintains expert-level knowledge of their business, industry and communication needs and challenges. A cents € cents Develops and maintains strategic account plans for continually maintaining and growing Cox Businesss revenue within existing accounts. A cents € cents Engages in save activities. A cents € cents Listens to and questions customers in order to understand their businesses communication needs, provide solutions to meet those needs, and troubleshoot and resolve sources of service, pricing and technical problems. A cents € cents Works with Sales Engineer (or Data Sales Engineer) and/or Sales Support Team to determine appropriate solutions and address any issues regarding installation or service. A cents € cents Sets up appointments for Account Executives to meet with customers if sale is not appropriate for the Outside Retention Representative to complete. A cents € cents Up-sells bundled telephony, data, wireless, and video, as well as other Cox Business products to current customers. A cents € cents Develops proposals and presentations for add-on products/services purchased by previously acquired CB customers. A cents € cents Negotiates pricing, products, promotions, and terms/conditions with clients. A cents € cents Ensures product pricing reflects pricing structures set at the corporate level. A cents € cents Determines serviceability of client location and whether construction is required; if so, obtains construction estimate and uses markets software to test IRR of proposed services. A cents € cents Performs any necessary calculations pertaining to IRR, time periods, pro-rations, or competitive pricing comparisons. A cents € cents Educates customers in the use of installed products, service offerings, billing, charges, and product features. A cents € cents Works with Order Entry Specialists to complete sales orders. [Internal consulting] A cents € cents Tracks orders and serves as a point of contact for client throughout sales and installation process. Keeps customers informed of installation progress and problems, and maintains client satisfaction throughout the sales cycle. A cents € cents Coordinates with other departments to resolve maintenance and billing problems. Serves as main point of contact for client during trouble resolution. A cents € cents Updates Optix with all required customer information in a timely fashion. [Client records] A cents € cents Performs ROI assessment to determine if a sale is profitable, and forwards as appropriate, to Manager of Inside for approval. A cents € cents Manages own account portfolio, accurately forecasts business, tracks own performance, and develops plans to achieve and exceed sales goals. A cents € cents Prepares regular expense, sales, win/loss and other sales activity reports using software designed for that purpose. A cents € cents Makes follow-up calls to customers to inform them of customer referral program. A cents € cents Remains current on technical information regarding Cox Businesss services/solutions, including telephony, data, wireless, and video services and offerings, Customer Premises Equipment (CPE), networking, consultation, negotiation and sales skills through completion of required/recommended training program. A cents € cents Provides customer intelligence and feedback to Marketing department. QualificationsMINIMUMA cents € cents 1 or more year of experience preferred in related field A cents € cents Valid state drivers license, good driving record, reliable transportationA cents € cents 6 months experience using a computer in a work or non-work settingA cents € cents Excellent adaptability, applied learning, assignment management, building relationships, written communication, expanding and advancing opportunities, formal presentations, functional competence, high impact communications, learns continuously, PC skills, reasoning, sales skills, and sustaining customer satisfaction, in order to work effectively with teams throughout organization.PREFERRED A cents € cents BS/BA degree in related discipline strongly desired A cents € cents 1 year of experience in the telecommunications industry or at a major communications equipment vendor desired. A cents € cents 1 year business-to-business field sales experience with quotas and cold calling A cents € cents Knowledge of local market, local contactsCOX-22 ABOUT COX COMMUNICATIONSCox 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. More information about Cox Communications, a wholly owned subsidiary of Cox Enterprises, is available at and Cox is an Equal Employment Opportunity employer - All qualified applicants/employees will receive consideration for employment without regard to that individuals age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law.Organization: Cox Communications, Inc.Primary Location: US-VA-Chesapeake-1341 Crossways BlvdEmployee Status: RegularJob Level: Individual ContributorShift: Day JobTravel: NoSchedule: Full-timeUnposting Date: Ongoing


• Location: Chesapeake

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