Indirect Account Executive - MDU (43301) Norfolk, Virginia
Influences and collaborates directly with industry partners, including but not limited to property owners/managers/developers, realtors, and business owners to increase revenue generation, market penetration, and drive sales indirectly to the end consumer.
-Negotiates all MDU agreement types for new build as well as expiring agreements.
-Cultivates relationships with key MDU decision makers in assigned territory. Proactively manages all aspects of the MDU agreement during all phases of the agreement lifecycle (launch, implementation, renewal, etc.). Primary point of contact for property owners, property developers, landlords, and coop/condo boards of directors for MDUs with CCI agreements.
-Identifies revenue generating opportunities for the company and assesses service opportunities in territory (potential sales, areas of proposed expansion, etc.).
-Evaluates the value and serviceability of potential communities (ROI assessments, financial models, data analysis, etc.).
-Proactively manages all aspects of the MDU agreement during all phases of the agreement lifecycle (launch, implementation, renewal, etc.). Continuously follows up on each agreement to ensure customer satisfaction. Serves as key point of contact for relevant industry partners, ensuring timely response and resolution to any issues/inquiries.
-Establishes a presence in the community through participation and leadership of relevant boards, groups, and committees.
-Develops and cultivates long term relationships with industry partners (i.e. builders, attorneys, consultants, developers, property owners, property managers, HOAs, etc.)
-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.
-Identifies, recommends, and supports initiatives that can be utilized by the team to drive sales production and/or increase go-to-market efficiencies.
-Partners interdepartmentally to maximize service rights and drive penetrations in assigned territories (i.e. construction design, Commercial Business, etc.).
-Remains current on changes to agreement/contract regulations and corporate/system procedures; completes all required and/or recommended training.
-Drives to continually learn and implement best-in-class sales, customer support, functional, technical, and strategic best practices - both with customers and with internal stakeholders.
-Maintains the highest ethical sales practices and presents a professional image.
-Implements and maximizes revenue/subscriber results of MDU communities.
-Identifies properties with opportunities for increased penetration and implements strategies to improve sales such as marketing opportunities, events, competition, and incentives.
-Ensures terms of MDU agreements are exceeded to promote resident satisfaction and company's interests.
-Partners directly with MDU property manager/leasing staff to drive product penetration and revenue growth.
-Ensures all sales quotas are achieved while maintaining quality customer service.
-Held accountable for successfully managing a portfolio of properties in assigned territory.
-Generates interest in Cox Communications services in community through marketing materials (i.e. posters, brochures, websites, etc.) or other means if the co-server has obtained exclusive marketing rights for all or specific services.
-Manage complimentary account and leasing agent programs, ensuring that rewards are consistent with results, and that clear expectations are set.
Requires BS/BA in Marketing or Business and/or or Equivalent work experience; 2 years of Outside Sales experience and Account Management required. 5 years preferred. Experience working with multiple dwelling units (MDUs) highly preferred.
-Must possess a valid driver license and have a clean driving record.
-Ability to demonstrates exceptional critical thinking and analytical skills
-Adept at data analysis and interpretation to make data based decisions.
-Ability to influence high level, key decision makers.
-Skilled at contract negotiation and legally defensible documentation.
-Strong consultative sales experience.
-Strong business acumen and negotiation/strategic prudence.
-Strong relationship building skills
-Strong sales skills.
*This position will be based out of Newport News and will require some travel to Roanoke, VA.
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