The Media Consultant - Generalist, Cox Media sells local commercial advertising on 50+ cable and/or broadcast networks and other media to new and existing clients. Identifies and makes cold calls on prospective clients, is accountable for meeting sales goals, servicing accounts after the sale is made, and for maintaining an up-to-date client database. Identifies the client’s marketing needs, presents proposed campaigns, and negotiates terms, conditions, and pricing. Builds and maintains ongoing relationships with clients. Follows up and coordinating order processing through all phases of the commercial insertion process.

Works independently in the field 70% of the week or more meeting with new or existing clients, or finding new prospects. Drives personal vehicle car 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. Budget increases approximately 10-40% annually. After-hours work is sometimes required to build client relationships. Works with large and growing portfolio of products (58 networks, new media, etc.) to create packages to support clients’ marketing plans.

Primary Responsibilities and Essential Functions

• Sells local advertising and products on cable and/or broadcast networks to new and existing advertising clients from a range of industries and business sizes. Leverages the position of Cox to influence clients’ marketing strategies.
• Cultivates consulting relationships with clients and their ad agencies, forming customer relationships at multiple levels. Makes frequent contact; maintains in-depth knowledge of their business, industry and key competitors; regularly updates needs analysis; monitors ad campaign effectiveness and makes changes as required, and solves problems. May entertain clients.
• Identifies new prospective clients by observing other media, networking inside and outside of Cox, and looking for new businesses that might want to advertise in order to develop own client list. Prospecting (tasks 3 – 5) may take up 80% of the time for new AEs.
• Cold calls prospective clients and tries to interest them in on-air advertising by explaining the process and benefits of advertising through Cox.
• Meets with prospective or existing clients in person to learn the client’s advertising needs.
• Prepares sales proposals and presentations designed to meet individual client needs by reviewing rating data and other research; and consulting with internal resources as needed, primarily Marketing, Research, and Sales Support. [Proposal development]
• Delivers sales presentations regarding proposed advertising campaigns to prospective and existing clients.
• Negotiates the terms, conditions, and pricing of advertising campaigns with the client.
• Manages and coordinates communication between the client and the production department during the creation of the client’s commercial (e.g. solves problems, develops concepts, monitors quality, sometimes writes scripts, ensures that ad copy supports the client’s marketing plans, gathers information regarding what details are needed in the commercial, facilitates contact between client and production, sets up and attends initial meetings).
• Prepares weekly and monthly sales activity reports using software designed for that purpose (e.g., SalesMinder, AvailPro).
• Keeps client database up to date by recording all activities, transactions, and communications with clients.
• Creates 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 presence of Cox in the community (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).
• Manages and coordinates fulfillment of client advertising orders (e.g., solves problems, develops concepts, monitors quality, ensures that ad copy supports the client’s marketing plans, facilitates communication between client and production). Attends job-related training as well as strategic and/or development meetings with their Local Sales Manager.
• Participates in many internal meetings to create product packages, communicates and coordinates sales, reports on sales activities and the implementation of new products solves problems and keeps up-to-date with information about Cox.
• Complies with all published rate, package, and pricing guidelines.
• Maintains collections to keep bad debt to an absolute minimum.
• Participates in the creation of processes required to sell, implement, and bill for new products.
• Must be able to multitask and manage all phases of the business sales cycle. Long learning curve (3 - 6 months) due to a large portfolio of complex products.
• Continuous learning is required due to regular introduction of new products.
• Lack of structure, ambiguity, products, processes, metrics, etc. are created and defined on the fly.
• Success is dependent on successful collaboration within Cox and development of internal relationships.
• Team selling is critical to ensure clients’ needs are met; often requires selling new and bundled products and services.

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

Advertising, Sales, Marketing

Cox offers competitive salaries, an excellent benefits package (healthcare and 401k matching) and a best-in-class working environment.

Cox Communications is a broadband communications and entertainment company, providing advanced digital video, Internet, telephone and home security and automation services over its own nationwide IP network. The third-largest U.S. cable company, Cox serves approximately 6 million residences and businesses.

Cox Business is a facilities-based provider of voice, video and data solutions for commercial customers, and Cox Media is a full-service provider of national and local cable spot and digital media advertising.

Cox is known for its pioneering efforts in broadband, voice and commercial services, industry-leading customer care and its outstanding workplaces. For nine years, Cox has been recognized as the top operator for women by Women in Cable Telecommunications; Cox has ranked among DiversityInc's Top 50 Companies for Diversity 11 times.

More information about Cox Communications, a wholly owned subsidiary of Cox Enterprises, is available at www.cox.com and  www.coxmedia.com.