Sales Representative - Enterprise Sales

Sales Representative – Enterprise Sales – Italy (Milan)

ADP are hiring for a Sales Representative in our Enterprise Sales team in Italy!

Who we are

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 is 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

• Selling ADP’s Italy payroll and HR solutions.
• New sales to existing customers with 2000 employees and above.
• Sales cycles of 6‑12 months, sometimes longer for international solutions.
• Customer negotiation often involves 5–6 stakeholders.
• Contracts vary; average order value €100,000–€200,000 in year‑one revenue; larger opportunities possible.

Key duties and 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 to develop solutions fitting prospect needs.
• Present response to meet prospect needs with existing product‑service solution.
• Maintain chosen ADP database management tool and adhere to 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: Celergo, iHCM, ADP Freedom, HRA, SPA, MPS, Sure pay, reports.

Industry knowledge

• Functionality of HR and Payroll Departments.
• Common terminology and legislation for HR and Payroll.
• Market trends.
• In‑depth knowledge of industry processes.
• Sector, territory, geographic area knowledge.
• Challenger sales methodology.
• Full sales cycle and process.
• Marketing techniques and tools.
• Understanding of organisational structures.

Skills required

• Information seeking.
• Analysis and decision making.
• Planning and organising.
• Communication and influencing.
• Teamwork and co‑operation.
• Results delivery.
• Flexibility.

Education and experience

• Minimum 5+ years of sales of net new business experience of a service‑based offering (process and solution); technology or HR related preferred but not essential.
• Experience generating own new business opportunities and managing a varied pipeline.
• Experience selling to mid‑market companies with over 1,000 employees.
• Experience selling multi‑country solutions or services (ideally).
• Track record of managing complex sales cycles and closing deals of €80,000–€100,000+ annual revenue.

What we offer

• Highly competitive salary and compensation plan.
• Realistic targets and opportunities to over‑achieve.
• Support from Sales Development Representatives and a full pre‑sales team for lead generation and software demonstrations.
• Coaching and mentoring for career progression.
• Celebration of success with awards and trips.
• Global brand and strong presence.
• Flexible working – blend of office and home.
• Flexible benefits program with competitive benefits relative to contract level.

Languages and classification

English: The contractual classification level will be “Quadro” CCNL Terziario Distribuzione e Servizi.

Italian: Per questa posizione il livello di inquadramento contrattuale sarà Quadro del CCNL Terziario Distribuzione e Servizi.

Compensation

The full‑time compensation for this role is EUR 79,600 – EUR 171,800 per year (gross). This range includes annual gross base salary and sales commissions on target. The compensation offered may vary based on location, skills, and relevant experience.

Diversity, Equity, Inclusion & Equal Employment Opportunity

ADP is committed to an inclusive, diverse and equitable workplace and is further committed to providing equal employment opportunities regardless of any protected characteristic. Hiring decisions are based upon ADP’s operating needs and applicant merit.

Ethics

ADP has a long history of conducting business with the highest ethical standards and full compliance with all applicable laws. We 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.