Specialist Sales Consultant

Adp; Lazio; Ibrido; EUR 100.000 - 200.000; Tempo pieno

Descrizione del lavoro

Un'azienda leader nel settore della gestione del capitale umano ricerca un Enterprise Sales Representative a Roma. La figura si occuperà delle vendite per le soluzioni Payroll e HR di ADP, focalizzandosi su nuovi clienti con oltre 1,000 dipendenti. È richiesta un'esperienza di almeno 5 anni nella vendita di nuovi business, preferibilmente nel settore tecnologico o HR, e la capacità di gestire complessi cicli di vendita. Offriamo un salario e un piano di compenso altamente competitivi, con opportunità di lavoro flessibile.

Servizi

Piano di compenso competitivo

Regime di lavoro flessibile

Coaching e mentoring

Competenze

• Almeno 5 anni di esperienza nella vendita di nuove attività.
• Preferibile esperienza in tecnologia o risorse umane.
• Capacità di gestire cicli di vendita complessi.

Mansioni

• Creare un piano aziendale all'interno del framework definito.
• Identificare i prospect e definire il programma di contatto.
• Presentare soluzioni per soddisfare le esigenze dei prospect.

Conoscenze

Ricerca di informazioni

Analisi e decision making

Pianificazione e organizzazione

Comunicazione e influenza

Lavoro di squadra e cooperazione

Flessibilità

Formazione

5+ anni di esperienza nella vendita di servizi

Strumenti

CRM

ERP

Descrizione del lavoro

Overview

Specialist Sales Consultant ADP•Roma, Lazio, Italia

Descrizione dell’offerta di lavoro Enterprise Sales Representative – Italy - Rome. ADP is 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 experience, insights, and technology support transforming human resources from a back-office function to a strategic business advantage.

Role

Enterprise New Business Sales Representative

The sales responsibility of this role is for ADP's Italy Payroll and HR solutions. The role involves new sales to new customers with 1,000 employees and above. Sales cycles are typically 6-12 months, and may be longer for deals involving cross-border delivery of solutions and services. Customer negotiation is likely to involve up to 5–6 people, depending on the organisation and structure of the prospect. Average order value is circa €100,000 - €200,000 of year 1 revenue, but can be larger.

Responsibilities

• Create own business plan within the overall framework.
• Identify prospects and define contact programme within set parameters.
• Arrange prospect appointments and undertake visits.
• Identify and influence prospect needs.
• Work with pre-sales when necessary to develop solutions to fit prospect needs.
• Present responses to meet prospect needs with existing product/service solutions.
• Maintain chosen ADP data base management tool and adhere to 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, Sure Pay, Reports.
• Industry knowledge: HR and Payroll terminology, trends, and legislation.
• Market knowledge — sector, territory, geographic area.
• Challenger sales methodology; full sales cycle and process; marketing techniques and tools; understanding of organisational structures.
• Skills: Information seeking; analysis and decision making; planning and organizing; communication and influencing; teamwork and cooperation; results delivery; flexibility.

Education and Experience

• Minimum 5+ years of sales of net new business experience with a service-based offering (process and solution). Technology or HR-related experience is preferred but not essential.
• Experience generating your 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+ annual revenue).

What We Offer

• Highly competitive salary and compensation plan.
• Realistic targets with a track record of over-achievement.
• Excellent support teams, including Sales Development Representatives and a full pre-sales team for software demonstrations.
• Coaching and mentoring to progress your sales career.
• Opportunity to qualify for the annual Presidents Club and quarterly incentives.
• Flexible working — blend of office and home working.
• Flexible benefits program with competitive benefits relative to contract level.