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Senior Director, Sales Effectiveness and Strategy

Cox Communications | Atlanta GA 30301 USA | Full Time | Posted: 08/04/2020

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About the Role
  • This role is responsible for the identification, analysis, strategic planning and execution related to the sales components of the CB Operations model.  This leader, in close partnership with senior sales leadership and local market sales leadership (key stakeholders), is responsible for the implementation of the sales Go-to-Market (GTM) evolution element of the CB Operating Model program, supporting future revenue growth and sales effectiveness objectives.  This role works cross-functionally and across all markets to assess sales transformation readiness and to fully plan for and, in partnership with sales leadership stakeholders, to implement sales transformation change elements. This leader is responsible for sales transformation execution (in partnership with key stakeholders) without loss of sales productivity as we leverage other aspects of the CB Operations model, CB Force, and other enabling platforms to align our sales success measures with healthy business outcomes.
  • This role is also responsible for Cox Business retail sales effectiveness, ensuring programs are developed and executed to continuously elevate sale maker competency in the modern solution and consultative selling environment. This includes sales models and techniques which transform Cox Business away from transactional sales approaches toward consultative, solution, and even provocative selling techniques.  
  • This role will also work across the various CB workstreams and journey leads to identify critical gaps in our end-to-end selling, sales support, and service delivery models.   Additionally, this role will work with these teams to identify linkages across initiatives, workstreams, or journeys to ensure cohesive execution and alignment to CB’s overall growth objectives.  This role, in partnership with key stakeholders, will develop transparency and accountability models to measure critical business outcomes and desires sales behaviors.
  • This role will lead the itemization and articulation of all sales related future state requirements from the cross section of functional stakeholders to ensure features and functionality necessary to maximize sales productivity and effectiveness are evaluated and consider in the development pipeline.
  • This role will be the thought leader and sales responsible party for rules of engagement policies, working close with key stakeholders and sales operations/compensation.
  • Given the strategic and cross-functional nature of the initiatives this person will lead, he/she must possess strong interpersonal skills and the ability to work effectively across organizational boundaries, equally adept with sales functional expertise as well as leading the orchestration of transformation (organizational skills will be just as critical as relevant sales experience).  This person must also understand how CB Sales operates, from prospecting, to lead and opportunity management, account planning and effective customer engagement, through proposal/design development, and leading and coaching high performance sales/sales support teams.  Strong analytical and problem-solving skills, in addition to strong communication skills, both written and verbal, are required.
  • This role reports to the SVP, CB Sales and will also supervise others.

Essential Areas of Focus/Ownership
  • Works across the CB Sales leadership, CB Regional and Market leadership, Human Resources, CB Transformation team, Sales Operations, Business Operations, CB Operations PMO (Change Management), Field Marketing, Service Deliver to ensure execution of sales transformation elements of the CB Operations Model.
  • For identified transformation elements, defines timelines, sequencing of change, platform/process/ROE pre-requisites for change, expected consequences and offsetting measures of any given change, and therefore the success measures - implement scorecards to create alignment and transparency 
  • Own the CB Sales Go-to-Market plan, including the business case value realization and an anticipated sales effectiveness outcomes
  • Conceive and develops programs to establish and strengthen sales competencies and practices that continuously elevate sales effectiveness and solution selling competency.
  • Facilitate rules of engagement alignment across sales channels and sales operations.
  • Owns the contextual communication of transformation and sales effectiveness initiative.
  • Aggressively evaluate key learnings and develop refinements to the transformation plan as early change elements are introduced, create an agile model for refining the broader strategic plan
  • Forms cross-functional teams and leads teams through the analysis and development of the strategy supporting sales transformation and execution of go to market changes.
  • Gains alignment and buy-in from cross-functional senior leaders prior to, and as transformation progresses.
  • Works with third parties (e.g. vendors, consultants, partners) to identify best practices that can be adopted by Cox as part of our transformation and sales effectiveness journey
  • Works with Journeys and functional SMEs to ensure alignment and cohesiveness of all elements of CB transformation.
  • Partner with Finance to develop business cases to support certain roles or elements of sales transformation effort, as appropriate.
  • Works with sales leaders to define ownership and accountability models for new and refined go to market dimensions and roles, and skillfully partner to execute change management without anticipated loss in sales productivity or effectiveness
  • Partners with CB Operations PMO to prioritize and secure resources, including capital, required to implement the sales transformation plan
  • Guide learning organization development of sales excellence curricula  and ongoing sales leadership competency roadmap.
  • Maintain effective relationships, including Product, Sales Operations, Learning and Talent Development, Marketing, Sales Support, Business Operations and Finance, HR, CB Operations and Service Delivery, NBV sales leaders,  Change and Process Management.


What the role requires
  • 10+ years of successful sales, sales support, and sales leadership experience 
  • Knowledge of change management, communication, and adult learning best practices
  • Strong organizational competencies with the ability to thrive in ambiguity and define tactical plans to translate ambiguity into action
  • Strong project management and planning skills
  • Demonstrated problem solving and analytical thinking skills
  • Demonstrated ability to influence and collaborate across all levels of the organization and functional areas
  • Excellent interpersonal, leadership, presentation, and collaborative skills to work effectively with teams throughout organization
  • Ability to work independently and resolve issues with minimal direction
  • Strong communication skills, both written and verbal
  • Strategic thinking and analysis skills
  • Attention to detail and follow-up skills
  • Professional polish; executive presence and confidence
  • Financial acumen – ability to work with and understand business cases
  • Strong project management and planning skills
Skills Preferred/Nice to Have
  • BS/BA degree in related discipline
  • MS/MBA preferred
  • Experience in telecommunications industry strongly 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   

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.


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Location Atlanta, GA, 30301, United States
Categories Unspecified

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Job Code 8442_205102

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