Director, Data Analysis (Sales Channel Strategy and Planning)

Company

Cox Communications, Inc.

Data Intelligence & Science

Director, Data Analysis

DirectorNo remote option; must work at a specified Cox location

Yes, 5% of the time

Day

Compensation

Compensation includes a base salary of $144,900.00 - $241,500.00. The base salary may vary within the anticipated base pay range based on factors such as the ultimate location of the position and the selected candidate’s knowledge, skills, and abilities. Position may be eligible for additional compensation that may include an incentive program.

Role Summary

The Director, Channel Strategy and Planning leads overall sales planning, directs ongoing analysis to understand key business trends and is responsible for the  Roll-up of sales channels within the LRP and in-year reforecasting for Digital and Sales channels.  This role works with sales channel leaders and key partners in Business Ops,Marketing and Digital to plan customer subscriber and PSU net gain, revenue and transaction volume by all customer lifecycles, for each sales channel.  The Channel Strategy Director and Planning leader is also responsible for planning traffic and opex by sales channels; ultimately ensuring that transactional rollup of sales and digital channels is in alignment with the company LRP and in-year reforcasts. In addition, this role provides ongoing sales performance insights and recommendations to the marketing and sales organization.

This leader leads sharing insights and recommendations at all levels of leadership within the marketing and sales organization for the purpose of ensuring individual channels and the overall residential organization achieve plan. Finally, this role is responsible for creating an environment that stimulates an enthusiastic, innovative and highly motivated sales force that is focused on continuous improvement of our sales team including: revenue contribution, PSU sustainability and growth, ARPU/C (Average Revenue per Unit/Customer) management, and customer relationship growth. 

Primary Responsibilities and Essential Functions

• Owner of the overall development of the sales LRP and in-year reforecasting

• Leads monthly quota setting process by channel, in partnership with BusOps

• Lead process of identifying key metrics and translating into monthly targets for scorecards

• Owner of prioritizing and developing unique metrics that get layered into scorecards by channel

• Partners with Finance and Marketing teams to lead sales channel forecasting process: inclusive of channel mix, connects, disconnects, and associated opex requirements

• Responsible for planning Sales KPIs such as Net Revenue Per Account, New customer relationships, Base Management, New Customer conversion rates, Revenue Conversion rates for Inbound, Retention Save effectiveness rate, Product Sell-in (example Video and Pano) and Participation and ‘Per FTE’ measurements

• Regularly shares insights and performance enhancement recommendations in senior sales and marketing leadership meetings

• Attend monthly meetings with Field Sales VPs to review monthly target allocations

• Plan Net Rev targets to be used in compensation and performance management scorecards

• Sales leader in meetings with BusOps and Sales SVP/VP to review overall sales channel targets

• Provide sales insights and messaging for monthly, executive leadership meetings

• Financial update and CMO’s monthly marketing and sales performance update.

• Provides sales insights for monthly Acquisition and Retention Make the Plan

Skills and Qualifications  

Minimum

• 10 or more years of experience required in related field (i.e. Sales Channel Leadership/Operations, Operations/Financial Analysis, business analytics, etc.)

• The right candidate could also have a different combination, such as a master's degree and 8 years’ experience; a Ph.D. and 5 years’ experience in a related field; or 14 years’ experience in related field.

• 5+ years’ experience in a management or leadership role

• 5+ years of experience in a multi-channel environment, with expertise in sales planning and channel forecasting across diverse channels.  Must have sales channel planning experience with digital, assisted retention, and assisted sales channels

• Requires strong knowledge of Excel, PowerPoint, and Microsoft Word

• Ability to translate complex findings into understandable, actionable insights

• Strong analytic skills

• Excellent interpersonal, leadership, presentation, and collaborative skills to work effectively with teams throughout organization

Preferred  

• BS/BA degree in related discipline strongly desired (i.e. Marketing, Business, etc.). 

• 3 or more years of experience in a management role preferred

• Experience in telecommunications industry desired

The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company’s needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave.Cox Communications is all about creating moments of real human connection; and for employees, that’s true both in the workplace and in the problems we solve for customers. From building advertising solutions to unleashing IoT technologies to creating an exceptional experience for customers in our retail locations and online, we’re creating a world that is smarter and more connected. 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. Cox provides reasonable accommodations when requested by a qualified applicant or employee with disability, unless such accommodations would cause an undue hardship.

Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship.