Primary Responsibilities and Essential Functions
Essential functions of the role include sales leadership and planning, communication, vertical thought leadership, hospitality vertical business development strategy, administration, and self-development. Primary responsibilities within these functions include:
- Develops a professional sales culture, including remote indirect team members. Serves as a role model for the sales team in all aspects of the business. Balances the urgency of meeting budget goals with focus on team success and customer satisfaction.
- Provides vertical and industry expertise as the sales leader of the hospitality and guest experience vertical.
- Partners closely with Technology, Engineering, and Field Services thought leaders who also specialize in the hospitality vertical, in order to build custom solutions designed to meet the needs of our most complex and demanding hospitality customers. Also, works closely with Technology, Field Services, and Cox Business Customer Experience team to ensure alignment with standard process where feasible, while enabling aggressive revenue growth.
- Analyzes the productivity of the overall sales organization and recommends adjustments to staffing, quotas, commissions and resources in order to maximize results.
- Conducts reviews of direct reports to ensure performance standards are met and, if not, takes immediate action to improve performance level.
- Hires Sales Managers with the abilities required to lead the achievement of sales and other business goals specific to the hospitality vertical
- Coaches, develops, and manages Sales Managers to improve individual and team performance and capability.
- Collaborates with local Human Resource representatives to ensure the personnel and training needs of the sales team are met.
- Develop tactical plans for base protection, competitive threats, growth, and market development.
- Approves and coordinates sales accounts and territory agreements. Also collaborates with local market Cox Business leadership to determine the most effective teaming strategy for joint accounts.
- Oversees channel strategies of direct reports, ensures an appropriate balance of channel relationships, and implements corporate programs and policies for new channels.
- Participates in development of partner network and selection in conjunction with Vice President of HN, Technology, CB Product, Legal, and Supply Chain.
- Anticipates and adapts to industry trends to keep Hospitality Network competitively positioned. This includes leadership around convention services, guest and visitor experiences such as sports arenas, concert venues, stadiums, retail shopping venues, patient stay facilities such as hospitals, and national hoteliers.
- Collaborates with the Vice President of Hospitality, Finance, Marketing, and Engineering or others as required in the annual budgeting process. Recommends sales quotas, compensation plan adjustments, and management targets that will meet or exceed budgeted sales objectives.
- Develops, manages, and monitors the Department's Sales Plan. Takes proactive measures to keep the Sales Department on plan. Reacts quickly with corrective action when sales are not meeting expectations.
- Collaborates with Legal, Finance, and key HN leadership to ensure compliance to various hospitality industry, gaming industry, state/local, and federal regulations
- Develops programs, campaigns, policies, and resources to maximize the efficiency of the sales organization and the productivity of each sales channel.
- Partners with Marketing, Operations, Installation, Finance, Legal, Construction, and Engineering to ensure that strategies and processes are aligned. Works with counterparts at corporate and Residential as required ensuring hospitality-focused sales resources are selling in alignment with corporate/regional sales strategies.
- Communicate customer concerns, sales opportunities, implementations, and related issues within the sales team, across the system, across systems, and with corporate/regional staff. Recommends and coordinates implementation of solutions with various Cox organizations.
- Leads sales team meetings to communicate progress toward sales targets and changes in direction, products, policies, expectations, processes, and standards.
- Develop appropriate tracking metrics and provide regular sales reports on the performance of the national hospitality and guest experience sales organization. Maintains regular (pipeline) reports to determine that there are sufficient sales opportunities at all stages of the sales cycle to achieve budgeted sales targets.
- In collaboration with the Vice President of Hospitality, recommends approval or disapproval of business cases for capital based on the return on investment, for opportunities rolled up by his management team. Reviews commission policies, reports, and payments as required.
- Controls expenses and maximizes capital investments while meeting or exceeding revenue goals and maximizing product margin.
- Remains current on technical information regarding data and video products and offerings, Customer Premises Equipment (CPE), networking, consultative sales skills, and sales management and negotiation skills through completion of required/recommended training program.
QUALIFICATIONS
Minimum
- BA/BS and 10 years of successful hospitality industry sales leadership experience or related industry (MS+ 8 years, Ph.D. + 5 years or 14 years experience with no formal degree)
- At least 5 years successful experience in sales leadership
- Requires ability to use Windows based Personal Computer and strong knowledge of Microsoft Word, Excel, PowerPoint and Microsoft Office suite. Valid driver's license, good driving record, reliable transportation
- Excellent skills in leading complex organizations, matrix management, building relationships, building sales organizations, business sales skills, coaching and development, demonstrates business acumen, high impact communication, continuous learning, marshaling resources, promoting accountability, PC skills, and setting sales unit strategy, in order to work effectively with teams throughout organization.
Preferred
- Advanced Degree, MBA/MS/MA
- Experience in Convention Services arena
- Experience in Sports and Guest Experience arena (5+ years)
- Experience in National Hotelier arena (5+ years)
- Experience in the gaming industry (5+ years)
- Experience in the telecommunications industry desired
USD 115,400.00 - 173,200.00 per year
Compensation:
Compensation includes a base salary of $115,400.00 - $173,200.00. The salary rate may vary within the anticipated range based on factors such as the ultimate location of the position and the selected candidate's experience. In addition to the salary range identified herein, this role is also eligible for an annual incentive/commission target of $58,320.00.
Benefits:
The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company's needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, parental leave, and COVID-19 vaccination leave.
About Cox Communications
Cox Communications is the largest private telecom company in America, serving six million homes and businesses. That's a lot, but we also proudly serve our employees. Our benefits and our award-winning culture are just two of the things that make Cox a coveted place to work. If you're interested in bringing people closer through broadband, smart home tech and more, join Cox Communications today!
About Cox
Cox empowers employees to build a better future and has been doing so for over 120 years. With exciting investments and innovations across transportation, communications, cleantech and healthcare, our family of businesses - which includes Cox Automotive and Cox Communications - is forging a better future for us all. Ready to make your mark? Join us today!
Benefits of working at Cox may include health care insurance (medical, dental, vision), retirement planning (401(k)), and paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO). For more details on what benefits you may be offered, visit our benefits page .
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.
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