Position Description
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
1. Named a "Leader" in payroll business process outsourcing (BPO) services by Gartner.
2. NelsonHall, a global BPO analyst firm, has named ADP as a "Leader" in Payroll Services
3. ADP is named on the Black Enterprise 50 Best Companies for Diversity list.
4. Top-ranked company in Financial Data Services in FORTUNE magazine's The World's Most Admired Companies
5. Top 25 for Comparably's Happiest and Most Fulfilled Employees
6. 100 Best Companies for Working Mothers
7. Top Company for Women Technologists
Mid-Market District Manager (New Business Sales) - Germany
The sales responsibility of this role is for ADP's Germany's Payroll and HR solutions. The role involves new sales to new customers with 200 to 1000 employees in Germany (and up to 3,500 employees globally). Sales cycles are of a 3-6 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 3/4 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 €40,000 - €80,000 of year 1 revenue, but can be much larger.
KEY DUTIES/TASKS:
8. Create own business plan within overall framework
9. Identify prospects and define contact programme within set parameters.
10. Arrange prospect appointments and undertake visits
11. Identify and, where possible, influence prospect needs.
12. Work with pre sales when necessary to develop solutions to fit prospect needs
13. Present response to meet prospect needs with existing product service solution
14. Maintain chosen ADP data base management tool and adhere to the current defined sales processes
PERFORMANCE MEASURES:
15. Practical, relevant business plan agreed
16. Quality of pipeline
17. Productivity level targets met.
18. Ratio of initial visits to follow -- ups
19. Completion of pre sales documentation
20. Conversion ratio --proposals to orders
21. Accurate data entry of calls made and progress of prospect through sales stages
Knowledge Required
22. IT - Internet, Networks, Client Servers, ASP, CRM, ERP
23. ADP Products -- knowledge of these is desirable but not essential: Celergo, iHCM, ADP freedom, HRA, SPA, MPS, Sure pay, Reports,
Industry knowledge
24. Functionality of the HR Department
25. Functionality of the Payroll Department
26. Common terminology and legislation for HR and Payroll
27. Market Trends
28. Good in -- depth knowledge of industry processes.
29. Market knowledge,. sector, territory, geographic area
30. Challenger sales methodology
31. Full sales cycle and process
32. Marketing techniques and tools
33. 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.
34. Information Seeking
35. Analysis and Decision Making
36. Planning and Organising
37. Communication and Influencing
38. Teamwork and Co-operation
39. Results Delivery
40. Flexibility
EDUCATION AND EXPERIENCE
41. Minimum 3-5 years+ of net new business sales experience, in a service-based offering (process and solution). Technology, or HR related is preferred but not essential
42. Experience of generating your own new business opportunities and managing a varied pipeline
43. Experience selling to mid-market companies with over 200 employees
44. Ideally you will have experience selling multi-country solutions or services
45. Track record of managing complex sales cycles and closing deals (€30,000 + of annual revenue)
What We Offer:
46. Highly competitive salary and compensation plan.
47. Realistic targets - we like to see our associates over-achieving
48. Excellent 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
49. Coaching and mentoring to help you progress your sales career from day on
50. Opportunity to qualify for our annual Presidents Club, quarterly incentives.
51. Flexible working -- with a blend of office and home working
52. Flexible benefits program with competitive benefits relative to the level of the contract
If this sounds, like you then please do get in touch, we would be delighted to tell you more!
Mid Market Sales, Business Development Manager, New Business Sales, Business Development, New Business, Software as a Service, SaaS, Human Resources, HR, Human Capital Management, HCM, Cloud Software