Director, Multi Dwelling Unit Sales - Corp

Omaha, Nebraska
Feb 22, 2019
Account Management
Metro Area
Full Time
The Director Multi Dwelling Unit Sales - Corp creates and implements companywide sales and marketing strategies to drive sales and revenue across all potential MDU customer segments through system leadership collaboration, evaluation of frontline needs, packaging products, and owning the customer experience throughout the sales process.
The Director Multi Dwelling Unit Sales - Corp is responsible for developing, implementing and measuring Multiple Dwelling Unit (MDU) resident sales strategies and goals designed to retain/improve customer loyalty and grow market share for all products and increase revenue.  Responsible for overall companywide leadership, management, and performance of MDU Account Management/Direct Sales Rep teams to retain and generate revenue through the establishment of long term relationships with builders, developers, property owners, managers and on-site personnel. 
The position may also oversee or provide guidance to staff that negotiates all MDU agreement types (access, bulk, revenue share, etc.) for new build as well as expiring agreements.  Sets standards and criteria so staff can negotiate and establish profitable residential service agreements based on strategic, financial, legal, and operational criteria.  Sets strategy to identify and expand revenue generating opportunities for the company.


Primary Responsibilities

  • Provides leadership, vision, and development for the MDU Account Managers and Direct Sales Reps teams for the purpose of satisfying customers and exceeding company revenue objectives.  May oversee Account Executive staff as well. 

  • Sets objectives for each market and ensure achievement of goals by monitoring performance, providing training, feedback, coaching, counseling, and evaluating performance.

  • Sets strategy to drive performance of CCI portfolio of properties on an ongoing basis (revenue, sales volume, etc.).  Identifies areas of opportunities and develops approaches and strategies to increase sales.   Understands national and market demographics and tailors strategies appropriately based on data. 

  • Supports and leads competitive field efforts through the implementation of acquisition and win-back tactics as directed.  Proactively identifies strategies and plans to address competitor activity in a very fluid, competitive market. Remains current on competitor activities, pricing, and product offerings, negotiation offers to highlight CCI's competitive advantages.

  • Partners closely with Business Operations on planning and budgeting for function.  Partners with Pricing and Marketing to finalize profitable target offers and specials for MDU customers. 

  • Analyzes Return on Investment of various business scenarios; ensures that decisions align with CCI’s best interests.   Develops business cases to support recommendations.   

  • Develops and administers sales plans including identification of objectives and action programs to achieve overall business goals. Conducts tactical planning, standardized reporting, and feedback on effectiveness of existing sales plans.

  • Ensures proper delivery and communication of company and team policy and procedure changes to the MDU Account Managers and Direct Sales Reps teams.

  • May partner with Training Department to create/update materials and provide ad hoc training.  Ensures compliance with all sales training programs.

  • Work with Product Management & Marketing to improve experience and drive increased resident /property owner loyalty.

  • Work across internal and external teams to develop strategies, identify best practices and recommend improvements to training, systems and processes

  • 10+ years of experience required in related field (i.e. Marketing, Sales, MDU, B2B, etc.).  7+ years of experience required if candidate possesses a related advanced degree (MS/MBA or above).

  • 5+ year’s business-to-business new business development experience.

  • Experience within the telecommunications industry.  

  • Proven ability to collaborate with all affected internal teams.

  • Demonstrated ability to build strong relationships and deal well with conflict.

  • Excellent verbal, written and presentation communication skills.

  • Demonstrated leadership abilities.

  • Proficiency in MS Excel, Word, PowerPoint and Outlook.

  • Ability to maintain confidentiality. 


  • BA/BS degree in marketing/communications/business highly desired. 

  • Prior leadership/supervisory experience preferred.

  • Experience in telecommunications industry.

  • Experience in advertising or marketing a plus.

  • Demonstrated ability to read and interpret business to business contracts.

About Cox Communications

Cox Communications is committed to creating meaningful moments of human connection through broadband applications and services. The largest private telecom company in America, we proudly serve six million homes and businesses across 18 states. We're dedicated to empowering others to build a better future and celebrate diverse products, people, suppliers, communities and the characteristics that makes each one unique. Cox Communications is the largest division of Cox Enterprises, a family-owned business founded in 1898 by Governor James M. Cox.

Cox is an Equal Employment Opportunity employer - All qualified applicants/employees will receive consideration for employment without regard to that individual's 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.

Statement to ALL Third-Party Agencies and Similar Organizations:  Cox accepts resumes only from agencies with which we formally engage their services.  Please do not forward resumes to our applicant tracking system, Cox employees, Cox hiring manager, or send to any Cox facility.  Cox is not responsible for any fees or charges associated with unsolicited resumes.

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