Dir, Sales - Cox Business

As the third-largest cable provider in the nation, Cox Communications Inc. is noted for its high-capacity, reliable broadband delivery network and superior customer care. For Cox, it’s not about being the biggest; it’s about being the best.

The **Director of Cox Business Mid Market Sales** is responsible for creation and oversight of CB Mid-Market Strategy and Programs necessary to maximize CB revenue and sales productivity within the Mid-Market Segment. Specific areas of accountability include establishment of overarching CB mid-market strategies, programs and standard processes that support revenue growth, and mechanism to deliver superior participation and productivity. Role serves as the Mid-Market thought leader for Cox Business, advocate for and liaison to Mid-Market field sales teams, and facilitator of execution of Mid-Market programs and strategies with Mid-Market field sales leaders. This role will develop and lead standard approaches relative to sales compensation plans, recognition programs, performance analysis and reporting, sales/marketing campaigns, win/loss and churn analysis, funnel management, prospecting, as it relates to Mid-Market. Ultimately this role is responsible to the VPs of Field Sales and Operations East/West, and to the Mid-Market field sales leaders for elevating overall production with the segment. In addition, as a developmental aspect to the role, it is estimated between 10-20% of time will be spent supporting broader CB initiatives in conjunction with VPs of Field Sales/Operations.

* Support efforts of field Directors and Sales Managers in leading their Mid-Market teams * Develop high level Mid-Market strategy (for CB overall, more than just tactical sales management strategies). * Develop Mid-Market Business Plan and Playbook inclusive of initiatives and programs designed to elevate Mid-Market segment performance well above historical levels and build best in class segment practices. Plan should also include evaluation and recommendations of various influential parameters of the segment including compensation, recognition, performance management, analysis and reporting, sales enablement, funnel management, prospecting, etc. * Direct field engagement and presence (35-50% expectation) to aid in connection to current practices, critical requirements, and facilitation of program execution with segment leaders. * Lead review and assessment of resource allocations across segment. Define metrics to evaluate performance. * Develop and implement communication plan/cadence to share best practices/standards, facilitate execution of programs/initiatives, and document the progress of individual projects against key milestones. * Move strategic initiatives (more than just sales initiatives) through the organization from concept to trial to deployment as the champion and owner of the initiatives. * Champion segment ROE parameters. * Ability to work with large cross functional teams in a matrix organization, balance priorities, build consensus. * Demonstrate strong segment knowledge and industry acumen. * Responsible for ensuring the successful system adoption of segment strategies and programs * Develops national campaign management and oversight process with Marketing.

* 7-10 years s uccessful field sales and sales management experience , (3-5 years in Mid-Market B2B segment), experience in development of best in class sales operations management techniques * BS/BA Degree or equivalent work experience, MBA preferred * Expertise and significant working experience in outside B2B sales and sales leadership.. Ideal candidate will have recent experience successfully leading a Mid-Market or hybrid sales organization. Competitive industry experience preferred.