New Business Enterprise Field Sales – Italy - Rome
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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.
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 Services
~ ADP is named on the Black Enterprise 50 Best Companies for Diversity list.
~ Top-ranked company in Financial Data Services in FORTUNE magazine's The World's Most Admired Companies
~ Top 25 for Comparably's Happiest and Most Fulfilled Employees
~100 Best Companies for Working Mothers
~ Top Company for Women Technologists
New Business Enterprise Field Sales
The sales responsibility of this role is for ADP's Italy's 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 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 pre sales when necessary to develop solutions to fit prospect needs
Present response to meet prospect needs with existing product service solution
Maintain chosen ADP data base 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
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knowledge of these is desirable but not essential: Celergo, iHCM, ADP freedom, HRA, SPA, MPS, Sure pay, Reports,
Industry knowledge
Functionality of the HR Department
Functionality of the Payroll Department
Common terminology and legislation for HR and Payroll
Market Trends
Good in -- depth knowledge of industry processes.
Market knowledge, e.g. sector, territory, geographic area
Challenger sales methodology
Full sales cycle and process
Marketing techniques and tools
Understanding of organisational structures It is important to remember that the following are noted as an initial reference point and will either evolve or grow as technology, market demands and organisational processes influence both qualitative and quantitative elements.
Skills required:
Must be able to demonstrate the following competencies as per the attached competency profile.
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 is preferred but not essential
Experience of generating your own new business opportunities and managing a varied pipeline
Experience selling to mid-market companies with over 1,000 employees
Ideally you will have 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. xrdztoy 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 demonstrations
Coaching and mentoring to help you progress your sales career from day on
Opportunity to qualify for our annual Presidents Club, quarterly incentives.
Flexible working -- with a blend of office and home working