PstrongEnterprise Field Sales Base – Italy - Rome /strong /ppbr/ppADP 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. /ppbr/ppstrongAWARDS AND RECOGNITION /strong /pulliNamed a "Leader" in payroll business process outsourcing (BPO) services by Gartner. /liliNelsonHall, a global BPO analyst firm, has named ADP as a "Leader" in Payroll Services /liliADP is named on the Black Enterprise 50 Best Companies for Diversity list. /liliTop-ranked company in Financial Data Services in FORTUNE® magazine's The World's Most Admired Companies® /liliTop 25 for Comparably's Happiest and Most Fulfilled Employees /lili100 Best Companies for Working Mothers /liliTop Company for Women Technologists /li /ulpbr/ppstrongEnterprise Field Sales Base – Italy - Rome /strong /ppbr/ppThe 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. /ppbr/ppbr/ppbr/ppstrongKEY DUTIES/TASKS: /strong /pulliCreate own business plan within overall framework /liliIdentify prospects and define contact programme within set parameters. /liliArrange prospect appointments and undertake visits /liliIdentify and, where possible, influence prospect needs. /liliWork with pre sales when necessary to develop solutions to fit prospect needs /liliPresent response to meet prospect needs with existing product service solution /liliMaintain chosen ADP data base management tool and adhere to the current defined sales processes /li /ulpbr/ppstrongPERFORMANCE MEASURES: /strong /pulliPractical, relevant business plan agreed /liliQuality of pipeline /liliProductivity level targets met. /liliRatio of initial visits to follow -- ups /liliCompletion of pre sales documentation /liliConversion ratio --proposals to orders /liliAccurate data entry of calls made and progress of prospect through sales stages /li /ulpbr/ppstrongKnowledge Required /strong /pulliIT - Internet, Networks, Client Servers, ASP, CRM, ERP /liliADP Productsstrong -- /strongknowledge of these is desirable but not essential: Celergo, iHCM, ADP freedom, HRA, SPA, MPS, Sure pay, Reports, /li /ulpbr/ppstrongIndustry knowledge /strong /pulliFunctionality of the HR Department /liliFunctionality of the Payroll Department /liliCommon terminology and legislation for HR and Payroll /liliMarket Trends /liliGood in -- depth knowledge of industry processes. /liliMarket knowledge, e.g. sector, territory, geographic area /liliChallenger sales methodology /liliFull sales cycle and process /liliMarketing techniques and tools /liliUnderstanding 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. /li /ulpbr/ppstrongSkills required: /strong Must be able to demonstrate the following competencies as per the attached competency profile. /pulliInformation Seeking /liliAnalysis and Decision Making /liliPlanning and Organising /liliCommunication and Influencing /liliTeamwork and Co-operation /liliResults Delivery /liliFlexibility /li /ulpbr/ppstrongEDUCATION AND EXPERIENCE /strong /pulliMinimum 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 /liliExperience of generating your own new business opportunities and managing a varied pipeline /liliExperience selling to mid-market companies with over 1,000 employees /liliIdeally you will have experience selling multi-country solutions or services /liliTrack record of managing complex sales cycles and closing deals (€80,000 - €100,000 plus of annual revenue) /li /ulpbr/ppstrongWhat We Offer: /strong /pulliHighly competitive salary and compensation plan. /liliRealistic targets - we like to see our associates over-achieving /liliExcellent 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 demonstrations /liliCoaching and mentoring to help you progress your sales career from day on /liliOpportunity to qualify for our annual Presidents Club, quarterly incentives. /liliFlexible working -- with a blend of office and home working /liliFlexible benefits program with competitive benefits relative to the level of the contract /li /ul