Sales Representative - Mid Market

ADP are hiring for a Sales Representative in our Mid-Market Sales team in Italy!

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.

The sales responsibility of this role is for ADP's Italy's Payroll and HR solutions. The role involves new sales to new customers with 200 to 1000 employees. Sales cycles are of a 4-6 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 €30,000 - €70,000 of year 1 revenue, but can be much larger.

• →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

• 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

• 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.

• 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.

• Minimum 3-5 years sales of net new business experience of a service-based offering (process and solution). Technology, or HR related is preferred but not essential
• Experience of generating your own new business opportunities and managing a varied pipeline
• Experience selling to mid-market companies with over 200 employees
• Ideally you will have experience selling multi-country solutions or services
• Track record of managing complex sales cycles and closing deals (€30,000 + of annual revenue)