At a Glance
- Tasks: Drive new business sales and manage strategic accounts in the Upper Mid-Market sector.
- Company: Join a leading global company with over 75 years of expertise in payroll and HR solutions.
- Benefits: Competitive salary, world-class training, flexible benefits, and exciting rewards for top performers.
- Other info: Dynamic environment with excellent support teams and opportunities for career growth.
- Why this job: Make an impact by leading high-level conversations and driving complex sales opportunities.
- Qualifications: Proven sales experience, strong business acumen, and ability to engage with senior executives.
The predicted salary is between 50000 - 65000 £ per year.
Location - Scotland
JOB PURPOSE: With full scope to sell across ADP's Payroll and HR solutions, this role also provides the infrastructure, presence and brand for sales professionals to have true, global conversations with organisations. The key area of focus for this role will be to manage and grow strategic accounts within companies of 1000 to 1999 employees. Building on our Core Mid-Market responsibilities, this role demands a more strategic approach including comprehensive account planning, leveraging ADP executive sponsorship, and leading senior/executive-level conversations. You will operate within a more Upper Mid-Market sales motion, managing the commercial and political complexities of sales cycles. Your focus will be on increasing average order value and driving complex, multi-solution opportunities. With a world class induction programme, a leadership team offering best-in-breed expertise built from within ADP and the wider industry, and over 75 years of heritage and capability, the role offers the perfect platform for sales professionals to succeed and develop. This will involve being able to collaborate and orchestrate a leading team of expertise and resource to identify and address client needs in an evolving landscape of people management.
KEY RESPONSIBILITES
- Self-source and develop a robust pipeline of new business opportunities within your territory.
- Lead conversations by articulating clear value propositions tailored to client needs.
- Conduct thorough discovery and analysis to build business cases demonstrating ROI.
- Utilize MEDDICC qualification framework to assess and prioritize opportunities.
- Develop and execute strategic account plans to grow and deepen client relationships.
- Leverage ADP executive sponsorship to influence and accelerate deals.
- Lead senior, executive, and CXO-level conversations externally to align solutions with business priorities.
- Demonstrate high business acumen to navigate complex commercial and political sales environments.
- Manage the commercial and political elements of sales cycles to ensure successful outcomes.
- Operate within an Upper Mid-Market sales motion, focusing on complex, multi-solution deals.
- Collaborate closely with internal stakeholders to align resources and support strategic account growth.
What we’re looking for:
- Previous sales experience of a service-based offering (process and / or solution) – SAAS, technology, or HR related.
- UK field sales experience - with a UK Right to Work and a full UK Driving licence.
- Proven success in strategic account management and Upper Mid-Market sales.
- Experience managing complex sales cycles with senior executives and CXOs.
- Strong business acumen and ability to manage commercial and political dynamics.
- Ability to leverage executive sponsorship effectively.
- Track record of increasing deal size and complexity.
- Excellent communication and negotiation skills at senior levels.
What We Offer:
- Highly competitive salary and compensation plan.
- An on-going, individualised, world class induction programme - offering both local and international training and development.
- Realistic targets + valuable offerings = real earnings. We like to see our associates overachieving, and celebrate this regularly with early starts, quarterly and annual awards, clubs and trips.
- Excellent support teams to help you get there!
- A strong sales support team and presence – you are not alone!
- Flexible benefits program.
If this sounds like you and what you're looking for, or if you'd like to learn more, then please do get in touch!
Account Executive - Upper Mid Market (New Business) - Scotland employer: ADP
ADP is an exceptional employer that prioritises the growth and success of its employees, offering a world-class induction programme and ongoing training tailored to individual needs. With a strong focus on collaboration and support, our work culture fosters innovation and celebrates achievements through various rewards and recognition initiatives. Located in Scotland, this role provides a unique opportunity to engage with strategic accounts while benefiting from a flexible benefits programme and a dynamic team environment.
StudySmarter Expert Advice🤫
We think this is how you could land Account Executive - Upper Mid Market (New Business) - Scotland
✨Tip Number 1
Network like a pro! Get out there and connect with industry professionals on LinkedIn or at local events. The more people you know, the better your chances of landing that Account Executive role.
✨Tip Number 2
Practice your pitch! Be ready to articulate your value proposition clearly and confidently. Tailor your message to show how your skills can help potential employers grow their strategic accounts.
✨Tip Number 3
Research is key! Understand the companies you're targeting, especially their challenges and needs. This will help you have meaningful conversations and demonstrate your business acumen during interviews.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets noticed. Plus, we love seeing candidates who are proactive about their job search!
We think you need these skills to ace Account Executive - Upper Mid Market (New Business) - Scotland
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Account Executive role. Highlight your previous sales experience, especially in service-based offerings, and show how your skills align with the job description. We want to see how you can bring value to our team!
Showcase Your Achievements:Don’t just list your responsibilities; share your successes! Use specific examples of how you've managed complex sales cycles or increased deal sizes. This will help us understand your impact in previous roles and how you can contribute to our growth.
Be Clear and Concise:When writing your application, keep it straightforward. Use clear language and avoid jargon unless it's relevant to the role. We appreciate a well-structured application that gets straight to the point, making it easy for us to see your potential.
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows your enthusiasm for joining our team at StudySmarter!
How to prepare for a job interview at ADP
✨Know Your Product Inside Out
Before the interview, make sure you have a solid understanding of ADP's Payroll and HR solutions. Familiarise yourself with the features, benefits, and how they can solve client problems. This will help you articulate clear value propositions tailored to client needs during your conversation.
✨Master the MEDDICC Framework
Since this role involves managing complex sales cycles, it’s crucial to understand the MEDDICC qualification framework. Prepare examples of how you've used this method in past roles to assess and prioritise opportunities. This will demonstrate your strategic approach to account management.
✨Prepare for Executive-Level Conversations
Given that you'll be leading discussions with senior executives and CXOs, practice articulating your thoughts clearly and confidently. Think about potential questions they might ask and prepare your responses. Show that you can navigate the commercial and political dynamics of sales effectively.
✨Showcase Your Success Stories
Be ready to share specific examples of how you've increased deal size and complexity in previous roles. Highlight your experience in strategic account management and how you've leveraged executive sponsorship to influence deals. This will help you stand out as a candidate who can drive results.
