Business Development Consultant - Cox Media

At Cox, we’re forward-thinking innovators who put people first. Our award-winning workplace culture is centered on inclusion and kindness, and we’re looking for people to join our mission to be a force for good in the world. Come build a better future with us across automotive, communications, the environment and more.

We want to do everything we can to keep our employees safe and healthy. Therefore, where permitted by applicable law, you will need to be fully vaccinated against COVID-19 to be considered for this U.S.-based job. Reasonable accommodations for medical and religious objections will of course be considered.

Keep reading to learn more about this opportunity to join the Cox family of businesses.

Role Summary

The Business Development Consultant, Cox Media Develops prospects and sells marketing solutions to new Cox Media clients across a range of industries.  Works with other sales consultants and Cox Media departments to develop proposed solutions.  Successfully transitions ongoing client support and subsequent account development for new accounts to the sales consultant who will have primary responsibility for the account after the initial contract is signed.

Spends the majority of time working independently in the field meeting with prospective clients, or finding new prospects.  Drives personal vehicle for extensive local travel with mileage reimbursement (or allowance).  The position is part of a budget-driven, sales organization, in a fast-paced, high-energy environment. After-hours work is sometimes required to build client relationships.  Works with large and growing portfolio of products (50 networks, new media, etc.) to create packages to support clients’ marketing plans.

 Primary Responsibilities and Essential Functions

• Identifies new prospects using multiple sources of sales leads (other media, internal resources and external networking, and investigating new and expanding businesses).  Collects information about prospects’ businesses from their websites and other sources to prepare for sales calls.  Uses a CRM tool to qualify prospective clients, i.e., to assess their potential spending.  Recommends the appropriate sales channel and marketing solutions.  Consults with Local Sales Manager to maintain the prospect list and identify the most appropriate prospects.  (Prospecting takes up a majority of Business Development Consultants’ time.) 

• Calls on prospective clients by phone or in person to interest them in on-air advertising by explaining the process and benefits of advertising through Cox and to obtain an appointment to discuss their advertising needs in more detail, as appropriate. 

• Meets with prospective clients in person to collect information required to assess their advertising needs and to estimate the amount of potential business the account represents and when the sale will close. 

• Builds an effective consultative relationship with clients (advertisers and the agencies that represent them) during the sales process.  May entertain clients. 

• Analyzes the quantitative and qualitative data collected from Cox Media enterprise research applications and tools in order to gain appropriate insight for the initial sales call . 

• Collaborates with other sales consultants and Cox Media departments to develop sales proposals designed to meet individual client needs by reviewing rating data and other research and consulting with internal resources as needed (primarily Marketing, Research, Production and Sales Services).  Proposals will be created in conjunction with the Media Consultant or other associate assigned to the account by the Local Sales Manager. 

• With support from the assigned Media Consultant, prepares for and co-presents multi-media ad campaign proposals to client decision makers. Leverages the position of Cox and the media products it offers to educate clients and influence their marketing strategies. 

• With support from the assigned Media Consultant, negotiates expectations, terms, conditions, and pricing of advertising products and services with prospective clients. 

• Introduces new clients to the Media Consultant team.  Plans and coordinates the smooth transition of new accounts to a member of the team who will provide ongoing client service, support, and future account development and retention. 

• May work in sales teams with managers and/or AEs from Cox Business to sell bundled Cox products. 

• Tracks own performance in CRM (e.g., activities, projected sales, % to budget), and develops plans to achieve and exceed budget. 

• Prepares regular expense, sales forecasts, and sales activity reports using CRM, Oracle and the CMBI tool. 

• Keeps client database up to date by recording all activities, transactions, and communications with clients. 

• Attends job-related training to increase knowledge of Company, sales skills/techniques and competitor products and pricing; 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. 

• 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 and maintain the 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. 

QUALIFICATIONS

Minimum

• 1 or more years of experience required in related field

• Sales, business development or sales consultation experience preferred within a sales environment

• Requires experience using Microsoft Office applications in a work or non-work setting

Preferred 

• BS/BA degree in related discipline strongly desired (sales, advertising or marketing)

• 2 years leadership experience in Media Sales environment

• Experience in telecommunications industry desired

Who We Are

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.

About Cox 

We are the Cox family of businesses. We’ve been making our mark since 1898 by building and evolving world-class businesses, staying true to our values, and encouraging top talent to always look for growth and impact while building a career with us.  Our primary divisions – Cox Communications and Cox Automotive – are driving a new wave of innovation, powering smart cities with powerhouse broadband communications and pioneering greener, more progressive transportation alternatives for individuals and fleet operators.  We’re also expanding into new spaces like cleantech and healthcare to rev up our momentum toward building a better future for the next generation.  We’re looking for the talent today who will be our leaders tomorrow. Sound intriguing? Learn more about where we are today, where we hope you’ll be going with us, and the common purpose that unites us at coxenterprises.com. 

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.

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.