Enterprise Sales Specialist

JOB PURPOSE AND KEY OBJECTIVE:

To deliver against the UK Sales plan in line with the agreed sales strategy and overall business plan. The sales responsibility of this role is for ADP’s UK Payroll and HR solutions. The role embraces new sales to new customers with over 1500 employees. Sales cycles are of a 8 - 12 month period and customer negotiation is likely to be with up to 5/6 people, depending on the organisation and structure of the prospect.

RESPONSIBILITIES

The sales responsibility of this role is for ADP's UK Payroll and HR solutions. The role embraces new sales to new customers with over 1500 employees. Sales cycles are of a 8 - 12 month period and 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 £80,000 - £100,000 of year 1 revenue and contract value £300,000. Multi-national / multi-solution orders can be significantly more.

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
• Teamwork and Co-operation
• Results Delivery
• Flexibility

EDUCATION AND EXPERIENCE

• Extensive (process and solution) sales experience: 10 years plus experience of SaaS/technology field based sales,
• Experience selling to large Enterprise companies with over 1000 employees
• Ideally you will have experience selling multi country products
• Track record of managing long sales cycles and closing large deals (£300k plus)
• A minimum A level education with a preferred degree level qualification or equivalent.