Media Consultant II - Gen

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 **Cox Media Consultant II** is responsible for increasing revenue and Cox Media market share for existing mid-level accounts. Assesses assigned clients' ongoing digital media and marketing needs, develops, sustains, and grows consultative client relationships, and addresses their marketing needs by selling Cox Media solutions. Works with other members of the sales team and other departments to transition new clients, develop proposed solutions, and ensure ads air as planned.

* Develops formal client-specific plans for continually growing Cox's market share and partnering with client. * Visits with designated medium businesses to further interest them in on-air advertising through Cox Media. * Manages own account portfolio, accurately forecasts business, tracks own performance, e.g., funnel management and close ratio, and develops plans to achieve and exceed budget. * Negotiates expectations, terms, conditions, and pricing of advertising products and services with agencies and direct clients using knowledge of Cox Media key differentiators and knowledge of buying mechanics. Balances opportunities to increase share and maximize inventory and rates. * Cultivates consultative relationships with clients and their ad agencies, forming customer relationships at multiple levels. Makes frequent contact, maintains in-depth knowledge of their business, industry, marketing needs, and key competitors, regularly updates needs analysis, monitors ad campaign effectiveness, resolves problems, and makes changes as required. May entertain clients. * Partners with Business Development Consultants, inside sales, and/or Local Sales Manager to become the primary marketing consultant responsible for account growth, servicing and retention of new and existing clients and helps ensure that the transition is seamless. * Analyzes the quantitative and qualitative data collected from Cox Media Enterprise research applications and tools in conjunction with client needs to develop appropriate commercial campaign proposals. * Collaborates with other sales associates to develop sales proposals and presentations designed to meet individual client needs by reviewing rating data and other research, and consulting with internal resources primarily Marketing, Research, Production, and Sales Support, as needed. * Individually, or with a team, presents formal, multi-media sales presentations to client decision makers regarding proposed advertising campaigns which represent incremental sales opportunities. Attends and participates in presentations made by Business Development Consultants to prospective clients. Leverages the position of Cox and the media products it offers to educate clients and influence their marketing strategies. * Responds to client requests to reduce ad spending or cancel the contract by saving the account and helping the client create the most effective advertising schedule possible given budget limitations. * Attends job-related training to increase knowledge of Company and competitor products and pricing and attends strategic and/or development meetings with Sales management. * Participates in many internal meetings to create product packages, sales processes, communicate and coordinate sales, report on sales activities, implement new products, solve problems, and keep up-to-date with information about Cox. * May work in sales teams with managers and/or AEs from Cox Business to sell bundled Cox products. * Contributes to the sales and consulting team by brainstorming and strategizing with other team members. * Refers leads to business development team each month. * Creates ad order and ensures that it is entered correctly. * Ensures that ads (spots) support the client's marketing plans and are otherwise consistent with what the client wants and facilitates communication between client and production. * Coordinates fulfillment of client advertising orders including arranging for make-goods, changing ad copy, solving problems, and monitoring quality. * Prepares regular expense, sales, and sales activity reports using software designed for that purpose, e.g., SalesMinder, AvailPro, etc. * Keeps client database up to date by recording all activities, transactions, and communications with clients. * Works with clients to obtain payments and minimize bad debt. * 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 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, becomes a member of the Ad Federation or American Marketing Association, etc. * Tolerates environmental working conditions both inside buildings and outdoors.

* High School Diploma, GED or equivalent work experience * Bachelor's Degree in related field preferred. * 2+ years successful business-to-business field sales experience with cold calling * 1 or more years successful business-to-business sales experience with quotas * 1 or more years media advertising sales experience preferred * Valid local State Driver's License with driving record that meets Cox standards * Working knowledge of Windows-based PCs and Microsoft Office applications * Effective communication skills in person, via telephone, via public presentations, and in writing