New Business Enterprise Field Sales – Italy - Rome ADP 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 / Tasks
Create own business plan within overall framework Identify prospects and define contact programme within set parameters Arrange prospect appointments and undertake visits Identify and, where possible, influence prospect needs Work with presales when necessary to develop solutions to fit prospect needs Present response to meet prospect needs with existing product service solution Maintain chosen ADP database management tool and adhere to the current defined sales processes
Performance Measures
Practical, relevant business plan agreed Quality of pipeline Productivity level targets met Ratio of initial visits to follow‑ups Completion of pre‑sales documentation Conversion ratio proposals to orders Accurate data entry of calls made and progress of prospect through sales stages
Knowledge Required
IT: Internet, networks, client servers, ASP, CRM, ERP ADP products (knowledge desirable but not essential): Celergo, iHCM, ADP Freedom, HRA, SPA, MPS, SurePay, Reports
Industry & Sales Knowledge
Functionality of the HR Department Functionality of the Payroll Department Common terminology and legislation for HR and Payroll Market trends and sector, territory, geographic area knowledge Challenger sales methodology Full sales cycle and process Marketing techniques and tools Understanding of organisational structures Good depth knowledge of industry processes
Skills Required
Information Seeking Analysis and Decision Making Planning and Organising Communication and Influencing Teamwork and Co‑operation Results Delivery Flexibility
Education and Experience
Minimum 5 + years sales of net new business experience of a service‑based offering (process and solution). Technology or HR related preferred but not essential Experience generating own new business opportunities and managing a varied pipeline Experience selling to mid‑market companies with over 1,000 employees Ideally experience selling multi‑country solutions or services Track 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‑achieving Excellent support teams: Sales Development Representatives to help generate leads and a full pre‑sales team for software demonstrations Coaching and mentoring to help you progress your sales career from day one Opportunity to qualify for our annual Presidents Club and quarterly incentives Flexible working – blend of office and home working Flexible benefits program with competitive benefits relative to the level of the contract
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