National Account Manager Multi Dwelling

Atlanta, Georgia
Nov 15, 2019
Account Management
Metro Area
Full Time
At Cox, we connect people to the things they love. Now we’d like to connect with you. Cox Communications is looking for sharp talent to join our team and be the voice of our brand.

  As a National Account Manager Multi Dwelling you will play a pivotal role in the creation and implementation of companywide sales and marketing strategies to drive sales and revenue across all potential large MDU Portfolio customers through leadership and system collaboration, evaluation of frontline needs, packaging products, and owning the customer experience throughout the sales process.

This is the perfect career opportunity for sales-driven individuals with an entrepreneurial spirit. Unleash your potential with Cox Communications. Keep reading to learn more and apply today!

At Cox Communications, our employees are our most important resource. To demonstrate the value we place in our employees, we offer:

  • Competitive base salary plus unlimited commission potential
  • Generous benefits to include healthcare day one, paid time off and 401(k) matching
  • Free Internet and other Cox discounted services
  • Career development programs and ongoing training, including tuition assistance
  • Future career growth and promotional opportunities
  The National Account Manager Multi Dwelling 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 in large MDU portfolios.  Responsible for 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.  Personally negotiates largest C-Level contracts (typically from 100M – 350M in total contract value).

  Oversees and provides guidance to staff that negotiates all MDU agreement types.  Sets strategy to identify and expand revenue generating opportunities for the company.


Primary Responsibilities and Essential Functions

  • Responsible for the national relationship with assigned customers; identifying opportunities to maintain and grow revenue to meet business objectives.
  • Responsible for the account revenue base and identifies the appropriate course of action needed to protect and grow it.
  • Defines and implements the wholesale account strategy for assigned national strategic accounts; collaborates with the broader team to execute plans and tactics. Account strategy includes the establishment of Executive Account briefings, show/event presence, and driving of media/PR visibility.
  • Provides leadership, vision, and initially, dotted line development for the account executives establishing relationships with National Account customers locally for the purpose of satisfying customers and exceeding company revenue objectives.  
  • Helps set objectives for Account Executives to ensure achievement of National Account Strategy goals by monitoring performance, providing training, feedback, coaching, counseling, and evaluating performance.
  • Cultivates executive-level relationships within customer’s organization, develops and delivers presentations as needed.
  • 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 Field Sales and Business Operations on planning and budgeting for functions.  Partners with Pricing and Marketing to finalize profitable target offers and specials for large MDU customers. 
  • Serves as primary contact and escalation point for assigned National Accounts ensuring timely resolution of issues, build out, product delivery and relationship strength.
  • 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.
  • Work with Product Management & Mgr, Large Customer MDU 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.
  • Develops strong relationships with C-level officers (internal and external customers)
  • High School Diploma; GED or equivalent experience required
  • 7+ years of experience required in large customer sales (MDU experience preferred). 
  • 5+ 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.
  • Proven ability to negotiate and close C-Level Fortune 100 and Fortune 250 client contracts
  • Experience with various Industry Events like NMHC, NAA and Broadband Properties.
  • 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.
  • Demonstrated leadership abilities.
  • Proficiency in MS Excel, Word, PowerPoint and Outlook.
  • Ability to maintain confidentiality. 
  • Excellent interpersonal, leadership, and collaborative.
  • Experience in complex large customer negotiations and sales.
  • BA/BS degree in marketing/communications/business highly desired. 
  • Good working knowledge of communications technologies
  • 2 or more years of experience in a management role preferred
  • Experience in telecommunications industry desired

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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