New Business Enterprise Field Sales – Italy - Rome
Le informazioni riportate di seguito illustrano i requisiti del ruolo, l'esperienza richiesta ai candidati e le qualifiche associate.
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 xivgfpx 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