Position Purpose:
Expand the product reach and profit revenues for ADP's products and services within the Majors market, while achieving individual sales targets and KPIs as set by the Sales Manager. Build brand awareness for ADP's products and services through contacts at multiple levels from Department Heads through to 'C' level executives.
Key Responsibilities: Develop and maintain a solid understanding of ADP's product and service offerings. Identify prospective clients/sales opportunities within the Majors market segment (i.e. 200 to 1,999 employees) and successfully sell the concept of outsourcing. Research, qualify and scope all new business and revenue opportunities in line with ADP's strategic plan. Identify and harness additional sales opportunities through attendance at industry networking functions. Be a self-starter/motivator who will consistently achieve and exceed sales results and KPIs. Deliver accurate sales forecasts and activity reports as well as Miller Heiman Account Plans for nominated accounts. Record and manage all client contact and sales-related intellectual property within the specified Customer Relationship Management (CRM) tool SalesForce.com. Monitor and report on competitor activity and capability. Describe the features of ADP's products and services and understand how they can benefit prospective customers. Participate in internal strategy meetings aimed at ensuring a concerted and credible approach to winning business. Respond to Tender documents (RFI and RFP). Summarize prospect's needs, identify ADP's ability to service those needs, and determine appropriate solutions to meet them. Liaise with the implementation team collaboratively and effectively to ensure clients a timely and effective migration to ADP. Manage the sales cycle with senior decision-makers, usually in Finance, HR/Payroll or IT service areas. Deliver board level presentations to 'C' level executives demonstrating ADP's products and service offerings. Consistently achieve monthly, quarterly and annual targets in accordance with individual KPIs and the Sales Plans. Create, develop and maintain effective business relationships with external clients and internal stakeholders. Effectively draw on client relationships in order to generate additional opportunities and referrals. Network effectively within the industry to elicit additional business opportunities. Effectively utilize relationships with ADP's Executive Team. Experience: Minimum of 5 years Sales experience in a business to business environment. Previous experience in a solution sales role. Proven track record of identifying, hunting and closing new business. Demonstrated experience in explaining complex systems to non-technical clients. Previous experience in the development of proposals and quotes. Experience networking at industry events. Previous experience completing sales forecasting. Experience in a role requiring the creation and delivery of sales proposals and presentations. Sales scoping and qualification experience; knowledge of sales channels and how to leverage those to build pipeline. Experience responding to Tenders, RFP, EOI's etc. Qualifications / Certifications: Tertiary Qualification or Equivalent experience within Business / Management / Marketing discipline. Professional Training / Certification in strategic selling. Professional Training / Certification in Presentation skills. Diversity, Equity, Inclusion & Equal Employment Opportunity at ADP: ADP is committed to an inclusive, diverse and equitable workplace, and is further committed to providing equal employment opportunities regardless of any protected characteristic including: race, color, genetic information, creed, national origin, religion, sex, affectional or sexual orientation, gender identity or expression, lawful alien status, ancestry, age, marital status, protected veteran status or disability. Hiring decisions are based upon ADP's operating needs, and applicant merit including, but not limited to, qualifications, experience, ability, availability, cooperation, and job performance.
Ethics at ADP: ADP has a long, proud history of conducting business with the highest ethical standards and full compliance with all applicable laws. We also expect our people to uphold our values with the highest level of integrity and behave in a manner that fosters an honest and respectful workplace. Click here to learn more about ADP's culture and our full set of values.
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