Enterprise Sales Representative

Sales Representative – 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.

 

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

 

Enterprise Sales to the Base Representative

 

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-- 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