District Manager - Majors

Automatic Data Processing, Inc.; Western Australia; On-site; AUD 100,000 - 140,000; Full time

Job summary

Automatic Data Processing, Inc. is seeking a District Manager for the Majors market to expand ADP’s product reach and revenue.

The role reports to the Sales Manager and focuses on selling outsourcing concepts to mid-market clients (200–1,999 employees) while building brand awareness. You will own the sales cycle from prospecting to closure, forecast activity, and deliver board-level presentations to senior executives.

Qualifications

• Minimum of 5 years sales experience in a business-to-business environment.
• Proven track record of identifying, hunting and closing new business.
• Demonstrated experience in explaining complex systems to non-technical clients.
• Experience developing proposals and quotes.
• Experience networking at industry events.
• Experience completing sales forecasting.
• Experience creating and delivering 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.

Responsibilities

• Develop and maintain a solid understanding of ADP’s product and service offerings.
• Identify prospective clients within Majors market segment (200 to 1,999 employees) and sell outsourcing.
• Research, qualify and scope all new business and revenue opportunities in line with ADP’s strategic plan.
• Attend industry networking functions to promote ADP’s offerings.
• Be a self-starter 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 activity in Salesforce.
• Monitor and report on competitor activity and capability.
• Describe the features of ADP’s products and understand benefits to customers.
• Participate in internal strategy meetings for a credible approach to winning business.
• Respond to Tender documents (RFI and RFP).
• Summarise prospect’s needs and determine appropriate solutions to meet them.
• Liaise with implementation team for timely migration to ADP.
• Manage the sales cycle with senior decision makers in Finance, HR/Payroll or IT.
• Deliver board-level presentations to C-level executives.
• Create, develop and maintain relationships with external clients and internal stakeholders.
• Draw on client relationships to generate additional opportunities and referrals.
• Network effectively within industry for additional opportunities.
• Utilise relationships with ADP’s Executive Team to advance opportunities.

Skills

Sales Delivery

Forecasting & Reporting

Stakeholder Management

Solution Focused

Product Knowledge

Results Accountability

Service Delivery

Education

Tertiary Qualification or Equivalent experience in Business/Management/Marketing

Strategic selling certification

Presentation skills certification

Job description

Position Title: District Manager - Majors

Reporting Line: Sales Manager

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

• To develop and maintain a solid understanding of ADP’s product and service offerings.
• Identifying prospective clients / sales opportunities within Majors market segment (i.e. 200 to 1,999 employees) and successfully sell the concept of outsourcing.
• To research, qualify and scope all new business and revenue opportunities in line with ADP’s strategic plan.
• Identify and harness additional sales opportunities, while promoting ADP’s products and service offerings, through attendance at industry networking functions.
• To be a self-starter/motivator who will consistently achieve and exceed sales results and KPIs.
• Delivery of accurate sales forecast and activity reports as well as Miller Heiman Account Plans for nominated accounts.
• Recording and management of 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.
• Able to describe the features of ADP’s products and services and understand how it can benefit prospective customers.
• Participates in internal strategy meetings aimed at ensuring a concerted and credible approach to winning business.
• Respond to Tender documents (RFI and RFP).
• Summarise prospect’s needs, identifies ADP’s ability to service those needs and determines appropriate solutions to meet them.
• Liaises with implementation team collaboratively & effectively to ensure clients a timely and effective migration to ADP.
• Managing 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 KPI’s and the Sales Plans.
• Create, develop and maintain effective business relationships with external clients and internal stakeholders.
• To effectively draw on client relationships to generate additional opportunities and referrals.
• To network effectively within industry to illicit additional business opportunities.
• To effectively utilise 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 creating 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.

Certifications / Qualifications

• Tertiary Qualification or Equivalent experience within Business / Management / Marketing discipline
• Professional Training / Certification in strategic selling
• Professional Training / Certification Presentation skills

Skills

• Sales Delivery
• Forecasting & Reporting
• Stakeholder Management
• Solution Focused
• Product Knowledge
• Results Accountability
• Service Delivery

Key Stakeholders

• DVP Sales – ES Australia
• Sales Managers and District Managers – ES Australia
• Sales L&D Consultant – ES Australia

A little about ADP:

We are a comprehensive global provider of 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. We believe our people make all the difference in cultivating a down-to-earth culture that embraces our core values, welcomes ideas, encourages innovation, and values belonging. We've received recognition for our work by many esteemed organizations, learn more at ADP Awards and Recognition.

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 https://jobs.adp.com/life-at-adp/ to learn more about ADP’s culture and our full set of values.