The Client Development Executive is a seller who is responsible for new account acquisition and development, as well as upselling/cross-selling opportunities with existing clients. In this role, you’ll proactively seek new clients in need of business communications services, including bundled telephony, data, and video. Most of this seller’s time will be spent identifying new clients and closing the deal/making the sale, with a focus on mid-sized business prospects and clients within a given territory. As such, the CDE must have skill and a proven track record for seeking and developing new prospects, as well as comfort and experience with cold-calling. Strong phone and interpersonal skills are essential. The CDE also maintains on-going relationships with existing customers, retains their business, and cross- and upsells to them where there is potential for uncovered account growth. You’ll have a quota tied to a lucrative commission plan, so your earnings are in your hands. May manage industry-specific customers.

You’ll also tackle these to-dos – Functional Accountabilities: 

• Identify new prospects in assigned territory by using cold calling and networking tactics along with multiple sources of sales leads (internal and external networking, and market analysis tools/software e.g. Dun & Bradstreet data to aid in investigating new and expanding businesses). Collect information about prospects’ businesses from their websites and other sources to prepare for sales calls and assess potential applications. (Spends the most time on this activity.)  
• Develop and maintain sales growth plans for own territory and for each account. 
• Communicate with prospective customers in person, by phone, email, or other technology to develop sales opportunities. Explore mutually beneficial objectives, using solution and value proposition selling techniques as appropriate. 
• Meet with prospective customers in person or virtually to collect information required to assess their technology needs in detail, estimate the amount and type of potential business the account represents, and qualify the prospect.
• Collaborate with internal sales support and service delivery teams to determine appropriate solutions to meet customers’ needs and provide excellent service.
• Make face-to-face or virtual sales presentations to customer decision makers.
• Use solution and value proposition selling techniques to leverage the position of Cox Business and the communications products it offers and to educate and influence customers. 
• Negotiate pricing, products, and promotions with new customers. Verify that service pricing reflects pricing structures set at the corporate level.
• Assist with other duties as the business dictates.

What’s In It For You?

At Cox Business, we reward your hard work with meaningful benefits. 

• First, we offer a highly competitive compensation package (base salary + competitive commission plan rewarding strong performance) , 401(k) with a generous company match , comprehensive healthcare, life, and disability benefits, plus numerous other benefits, including adoption assistance.
• We value people more than technology. That means you’ll work within a culture and with a team that values your leadership, your experience, your contributions, and your uniqueness – yes, you - as a person . We encourage diversity and support inclusion; we want you to do you and feel comfortable doing so. We also believe recognition is important, and Cox Business strives to celebrate those who help make us successful every day. 
• At Cox, there are boundless opportunities for growth ; you can sharpen your skills, learn a new talent, join a mentoring program, even earn an advanced degree. You’ll find the potential for lateral or upward career growth within the Cox family businesses, including the innovative startups in transportation mobility, clean tech and more.
• Your sales territory will be local , so if you’re looking to be home for your family at night or meet your friends for dinner at the end of the day, we’ve got you covered.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill, and /or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Minimum Skills, Experience, & Education

• 3 years successful B2B outside sales with quotas
• Valid driver’s license, good driving record, and reliable transportation.
• Excellent written and verbal communication skills.
• Successful track record meeting/exceeding sales goals.
• Requires proficiency and relative work experience using Windows-based PCs, Microsoft Office and a CRM- customer relationship management tool.

Preferred Qualifications

• B.S./B.A. or associate degree in related discipline.
• 5+ years successful B2B outside sales with quotas
• 2 or more years technology or telecommunications sales experience
• Field sales, pipeline development, new lead generation and prospecting experience.
• Knowledge of local telecom market and local contacts.