Segmentation Strategy, Sr Manager

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Job description

The Senior Manager, B2B Segmentation for Cox Business will be responsible for developing, operationalizing, and maintaining a market segmentation strategy for the Business-to-Business (B2B) market. This role will collaborate with strategy, sales, marketing, product management, business operations and analytics teams to ensure segmentation approaches enhance customer acquisition, cross-sell, upsell and retention strategies, aligning with Cox Business's growth objectives.

What You'll Do

1. Develop and Execute Segmentation Strategy:

• Lead the creation of a comprehensive segmentation framework for Cox Business, based on demographic, firmographic, behavioral, and psychographic data.

• Identify and define key customer segments within the B2B market, prioritizing based on revenue potential, strategic fit, and customer needs.

• Develop a segmentation strategy that incorporates data-driven insights and aligns with Cox Business's long-term goals for growth and customer engagement.

• Ensure the segmentation model is adaptable to changes in the market landscape, technological advancements, and shifts in customer behavior.

2. Operationalize Segmentation for Marketing and Sales:

• Collaborate with data analytics, IT, and marketing operations teams to integrate the segmentation strategy into customer relationship management (CRM) systems and marketing automation tools.

• Build processes that enable seamless implementation of segmentation tactics within day-to-day marketing campaigns, sales efforts, and customer targeting initiatives.

• Define and manage customer profiles and databases, ensuring the data is regularly updated and integrated with sales, marketing, and product teams' workflows.

• Support the development of personalized marketing and sales materials, including targeted campaigns, offers, and messaging tailored to each customer segment.

3. Cross-Functional Collaboration and Alignment:

• Work closely with strategy, sales, marketing, product management, customer experience, business ops and analytics teams to ensure alignment between segmentation strategies and business objectives.

• Collaborate with product teams to customize solutions and product offerings for different customer segments based on their specific needs and pain points.

• Partner with sales teams to provide insights and tools that enhance sales outreach, helping them understand the unique characteristics and requirements of each segment.

• Support training and development sessions to educate sales and marketing teams on the practical application of the segmentation strategy, ensuring they can leverage the data effectively in their interactions.

4. Monitor, Measure, and Optimize Segmentation Strategy:

• Establish and track key performance indicators (KPIs) to evaluate the effectiveness of the segmentation strategy in improving customer acquisition, cross-sell, upsell, retention, and overall satisfaction.

• Regularly assess the performance of different customer segments and adjust strategies based on analysis of customer behavior, market trends, and campaign results.

• Lead ongoing optimization of segmentation models to incorporate new data sources, technologies, and customer insights.

• Ensure alignment between segmentation and customer journey mapping, helping to identify potential gaps or areas of opportunity in customer experience across various segments.

5. Reporting, Insights, and Stakeholder Communication:

• Provide regular reports to senior leadership detailing the performance and impact of the segmentation strategy on key business metrics (e.g., revenue growth, customer acquisition cost, retention rates).

• Generate insights from customer segmentation data to influence decision-making around marketing campaigns, sales strategies, and product development.

• Present findings and recommendations to executives, highlighting opportunities for deeper market penetration, increased revenue, or enhanced customer engagement within specific segments.

• Develop presentations and reports that clearly communicate the segmentation approach, its benefits, and the return on investment (ROI) to internal stakeholders across the organization.

6. Continuous Improvement and Innovation:

• Stay informed of emerging trends in market segmentation, customer data analytics, and Business Technology Services to ensure the segmentation approach remains competitive and innovative.

• Experiment with new segmentation techniques, including predictive modeling, machine learning algorithms, and other advanced analytics to improve accuracy and effectiveness.

• Lead initiatives to gather customer feedback from each segment, incorporating their insights into ongoing refinement of products, services, and customer interactions.

• Proactively seek opportunities to evolve the segmentation strategy, ensuring it continues to meet business needs and anticipates future customer trends.

What's In It For You

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

First, we offer a highly competitive compensation package, 401(k) with a generous company match, comprehensive healthcare, life, and disability benefits, plus numerous other benefits, including adoption assistance, pet insurance, and discounts on travel and cars!

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 you - yes, you - as a person. We believe recognition is important, and Cox strives to celebrate those who help make us successful every day. We also encourage diversity and support inclusion; we want you to do you and feel comfortable doing so.

We also offer 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.

Who You Are

Minimum

• Bachelor's degree in a related discipline and 8 year's experience in a related field. The right candidate could also have a different combination, such as a master's degree and 6 years' experience; a Ph.D. and 3 years' experience; or 12 years' experience in a related field.

• Requires strong knowledge of Microsoft Word, Excel and PowerPoint

• Excellent leadership, verbal, written, interpersonal, presentation, project management, organization, time management, and collaborative skills to collaborate effectively with teams throughout the organization

• 3 or more years of analytical experience - segmentation, opportunity sizing, forecasting, variance analysts

• 3 or more years of experience writing communication briefs, concepts, personas, etc.

• Experience developing or managing business building experiences

• Demonstrated capability to leverage customer insights, market trends and other research into well-architected value proposition solutions which (a) meet genuine and desired need gaps in the market and (b) are long-lasting

Preferred

• MS degree + 6 years of experience preferred in a related discipline (Marketing, Sales, Customer Experience, Strategy, Innovation)

USD 106 900.00 per year

Compensation:

Compensation includes a base salary of $106,700.00 - $177,900.00. 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.

Benefits:

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, parental leave, and COVID-19 vaccination leave.

About Cox Communications

Cox Communications is the largest private telecom company in America, serving six million homes and businesses. That's a lot, but we also proudly serve our employees. Our benefits and our award-winning culture are just two of the things that make Cox a coveted place to work. If you're interested in bringing people closer through broadband, smart home tech and more, join Cox Communications today!

About Cox

Cox empowers employees to build a better future and has been doing so for over 120 years. With exciting investments and innovations across transportation, communications, cleantech and healthcare, our family of businesses - which includes Cox Automotive and Cox Communications - is forging a better future for us all. Ready to make your mark? Join us today!

Benefits of working at Cox may include health care insurance (medical, dental, vision), retirement planning (401(k , and paid days off (sick leave . click apply for full job details

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