New 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.The 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 on product or service, and average order value is circa €100,000‐€200,000 of year 1 revenue, but can be much larger.Key Duties / TasksCreate own business plan within overall frameworkIdentify prospects and define contact programme within set parametersArrange prospect appointments and undertake visitsIdentify and, where possible, influence prospect needsWork with presales when necessary to develop solutions to fit prospect needsPresent response to meet prospect needs with existing product service solutionMaintain chosen ADP database management tool and adhere to the current defined sales processesPerformance MeasuresPractical, relevant business plan agreedQuality of pipelineProductivity level targets metRatio 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 stagesKnowledge RequiredIT: Internet, networks, client servers, ASP, CRM, ERPADP products (knowledge desirable but not essential): Celergo, iHCM, ADP Freedom, HRA, SPA, MPS, SurePay, ReportsIndustry & Sales KnowledgeFunctionality of the HR DepartmentFunctionality of the Payroll DepartmentCommon terminology and legislation for HR and PayrollMarket trends and sector, territory, geographic area knowledgeChallenger sales methodologyFull sales cycle and processMarketing techniques and toolsUnderstanding of organisational structuresGood depth knowledge of industry processesSkills RequiredInformation SeekingAnalysis and Decision MakingPlanning and OrganisingCommunication and InfluencingTeamwork and Co‐operationResults DeliveryFlexibilityEducation and ExperienceMinimum 5 + years sales of net new business experience of a service‐based offering (process and solution). Technology or HR related preferred but not essentialExperience generating own new business opportunities and managing a varied pipelineExperience selling to mid‐market companies with over 1,000 employeesIdeally 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 OfferHighly competitive salary and compensation planRealistic targets – we like to see our associates over‐achievingExcellent support teams: Sales Development Representatives to help generate leads and a full pre‐sales team for software demonstrationsCoaching and mentoring to help you progress your sales career from day oneOpportunity to qualify for our annual Presidents Club and quarterly incentivesFlexible working – blend of office and home workingFlexible benefits program with competitive benefits relative to the level of the contract#J-18808-Ljbffr