OverviewNew Business Enterprise Field Sales – Italy - RomeADP are a global NASDAQ listed organisation, providing cloud-based Human Capital Management (HCM) solutions that unite HR, payroll, talent, time, tax and benefits administration, and a leader in business outsourcing services, analytics and compliance expertise. Our unmatched experience, deep insights, and cutting-edge technology have transformed human resources from a back-office administrative function to a strategic business advantage.Awards and Recognition
Named a "Leader" in payroll business process outsourcing (BPO) services by Gartner.NelsonHall, a global BPO analyst firm, has named ADP as a "Leader" in Payroll ServicesADP is named on the Black Enterprise 50 Best Companies for Diversity list.Top-ranked company in Financial Data Services in FORTUNE magazines The Worlds Most Admired CompaniesTop 25 for Comparablys Happiest and Most Fulfilled Employees100 Best Companies for Working MothersTop Company for Women Technologists
New Business Enterprise Field SalesThe sales responsibility of this role is for ADP's Italy Payroll and HR solutions. The role involves new sales to new customers with 1000 employees and above. Sales cycles are of a 6-12 month period but can be longer in deals involving ADP's capabilities to deliver solutions and services internationally. Customer negotiation is likely to be with up to 5/6 people, depending on the organisation and structure of the prospect. The number of contracts necessary may vary depending upon product or service, and average order value is circa €100,000 - €200,000 of year 1 revenue, but can be much larger.Key Duties/Tasks
Create own business plan within overall frameworkIdentify prospects and define contact programme within set parameters.Arrange prospect appointments and undertake visitsIdentify and, where possible, influence prospect needs.Work with pre sales when necessary to develop solutions to fit prospect needsPresent response to meet prospect needs with existing product service solutionMaintain chosen ADP data base management tool and adhere to the current defined sales processes
Performance Measures
Practical, relevant business plan agreedQuality of pipelineProductivity level targets met.Ratio of initial visits to follow-upsCompletion of pre sales documentationConversion ratio -- proposals to ordersAccurate data entry of calls made and progress of prospect through sales stages
Knowledge Required
IT - Internet, Networks, Client Servers, ASP, CRM, ERPADP Products -- knowledge of these is desirable but not essential: Celergo, iHCM, ADP freedom, HRA, SPA, MPS, Sure pay, Reports
Industry Knowledge
Functionality of the HR DepartmentFunctionality of the Payroll DepartmentCommon terminology and legislation for HR and PayrollMarket TrendsGood in-depth knowledge of industry processes.Market knowledge, e.g. sector, territory, geographic areaChallenger sales methodologyFull sales cycle and processMarketing techniques and toolsUnderstanding of organisational structures
Skills Required
Information SeekingAnalysis and Decision MakingPlanning and OrganisingCommunication and InfluencingTeamwork and Co-operationResults DeliveryFlexibility
Education and Experience
Minimum 5+ years sales of net new business experience of a service-based offering (process and solution). Technology, or HR related is preferred but not essentialExperience of generating your own new business opportunities and managing a varied pipelineExperience selling to mid-market companies with over 1,000 employeesIdeally you will have experience selling multi-country solutions or servicesTrack record of managing complex sales cycles and closing deals (€80,000 - €100,000 plus of annual revenue)
What We Offer
Highly competitive salary and compensation plan.Realistic targets - we like to see our associates over-achievingExcellent support teams. We offer Sales Development Representatives to help generate those leads and have a full pre-sales team who are there to support you with software demonstrationsCoaching and mentoring to help you progress your sales career from day onOpportunity to qualify for our annual Presidents Club, quarterly incentives.Flexible working -- with a blend of office and home workingFlexible benefits program with competitive benefits relative to the level of the contract
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