Sales Representative - Mid Market

pADP are hiring for a Sales Representative in our Mid-Market Sales team in Italy! /ph3Who we are /h3pADP 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. /ph3Sales Representative New Business - Mid-Market – Milano, Italy /h3pThe 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. /ph3KEY DUTIES/TASKS: /h3ulliCreate own business plan within overall framework /liliIdentify prospects and define contact programme within set parameters. /liliArrange prospect appointments and undertake visits /liliIdentify and, where possible, influence prospect needs. /liliWork with pre sales when necessary to develop solutions to fit prospect needs /liliPresent response to meet prospect needs with existing product service solution /liliMaintain chosen ADP data base management tool and adhere to the current defined sales processes /li /ulh3PERFORMANCE MEASURES: /h3ulliPractical, relevant business plan agreed /liliQuality of pipeline /liliProductivity level targets met. /liliRatio of initial visits to follow -- ups /liliCompletion of pre sales documentation /liliConversion ratio --proposals to orders /liliAccurate data entry of calls made and progress of prospect through sales stages /li /ulh3KNOWLEDGE REQUIRED /h3ulliIT - Internet, Networks, Client Servers, ASP, CRM, ERP /liliADP Productsb-- /bknowledge of these is desirable but not essential: Celergo, iHCM, ADP freedom, HRA, SPA, MPS, Sure pay, Reports. /li /ulh3ADDITIONAL / INDUSTRY KNOWLEDGE /h3ulliFunctionality of the HR Department /liliFunctionality of the Payroll Department /liliCommon terminology and legislation for HR and Payroll /liliMarket Trends /liliGood in -- depth knowledge of industry processes. /liliMarket knowledge, e.g. sector, territory, geographic area /liliChallenger sales methodology /liliFull sales cycle and process /liliMarketing techniques and tools /liliUnderstanding 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. /li /ulh3SKILLS REQUIRED: /h3pMust be able to demonstrate the following competencies as per the attached competency profile. /pulliInformation Seeking /liliAnalysis and Decision Making /liliPlanning and Organising /liliCommunication and Influencing /liliTeamwork and Co-operation /liliResults Delivery /liliFlexibility /li /ulh3EDUCATION AND EXPERIENCE /h3ulliMinimum 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 /liliExperience of generating your own new business opportunities and managing a varied pipeline /liliExperience selling to mid-market companies with over 200 employees /liliIdeally you will have experience selling multi-country solutions or services /liliTrack record of managing complex sales cycles and closing deals (€30,000 + of annual revenue) /li /ulh3WHAT WE OFFER: /h3ulliHighly competitive salary and compensation plan. /liliRealistic targets - we like to see our associates over-achieving /liliExcellent 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 /liliCoaching and mentoring to help you progress your sales career from day on /liliWe also celebrate success regularly with early starts, quarterly and annual awards, clubs and trips. Recent examples include everything from all-inclusive cruises, to local sports events and luxury 5 start resort vacations. /liliGlobal brand, 75+ years of heritage, and a strong presence /liliFlexible working -- with a blend of office and home working /liliFlexible benefits program with competitive benefits relative to the level of the contract /li /ulullibEnglish: /bFor this position, the contractual classification level will be “Quadro” CCNL Terziario Distribuzione e Servizi /lilibItalian: /bPer questa posizione livello di inquadramento contrattuale sarà Quadro del CCNL Terziario Distribuzione e Servizi /li /ulpMid 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 /p #J-18808-Ljbffr