Position Details

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

MAJOR TASKS:
Identifies new prospects using multiple sources of sales leads (other media, internal 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 spreadsheet-based 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]
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. [Cold calling]
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. [Client business analysis]
Builds an effective consultative relationship with clients (advertisers and the agencies that represent them) during the sales process.  May entertain clients. [Client relationships]
Analyzes the quantitative and qualitative data collected from Cox Media enterprise research applications and tools in order to develop an appropriate marketing campaign proposal for clients. [Research]
Collaborates with other sales associates 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 Support).  Proposals will be created in conjunction with the Media Consultant or other associate assigned to the account by the Local Sales Manager. [Proposal development]
Prepares and 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. [Sales presentation]
Negotiates expectations, terms, conditions, and pricing of advertising products and services with new clients with support from the assigned Media Consultant. [Contract negotiation]
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. [Handoff]
May work in sales teams with managers and/or AEs from Cox Business to sell bundled Cox products. [Bundled sales]
Tracks own performance (e.g., funnel management and close ratio), and develops plans to achieve and exceed budget. [Portfolio management]
Prepares regular expense, sales forecasts, and sales activity reports using software designed for that purpose, e.g., SalesMinder / CRM. [Prepares reports]
Keeps client database up to date by recording all activities, transactions, and communications with clients. [Client records]
Attends job-related training to increase knowledge of Company and competitor products and pricing; attends strategic and/or development meetings with Sales management. [Training and development]
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. [Internal meetings]
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. [Community relations]

MINIMUM QUALIFICATIONS REQUIRED:
1 year successful business-to-business field sales experience with cold calling
Reliable transportation
High school diploma or GED required.
Working knowledge of Windows-based PCs, Microsoft Office preferred
3 years business-to-business sales experience with quotas
1 year or more media advertising sales experience
Knowledge of local media market, local contacts
Bachelor's degree in related field preferred.
Knowledge and/or experience in business marketing

ESSENTIAL JOB FUNCTIONS:
Ability to communicate in person, telephone or written
Ability to sort and distribute materials
Ability to use reasoning to problem-solve and troubleshoot
Ability to use a calculator, PC, CRT, typewriter and other standard office machines
Ability to work in climate controlled, air processed environment
Ability to give public presentation

For more information or to apply please go to: http://ww2.cox.com/aboutus/careers.cox