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- Tasks: Drive sales for ADP's Payroll and HR solutions to large enterprises.
- Company: Join ADP, a leader in payroll and HR solutions, transforming businesses worldwide.
- Benefits: Enjoy competitive pay, flexible working options, and a vibrant company culture.
- Why this job: Be part of a dynamic team, tackle exciting challenges, and make a real impact.
- Qualifications: 10+ years in SaaS sales, experience with large enterprises, and strong negotiation skills required.
- Other info: Opportunity to work on multi-country products and manage long sales cycles.
The predicted salary is between 43200 - 72000 £ per year.
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 an 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:
- 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 database 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.
Enterprise Sales Specialist employer: ADP
Contact Detail:
ADP Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Enterprise Sales Specialist
✨Tip Number 1
Familiarise yourself with ADP's products and services, especially those related to Payroll and HR solutions. Understanding the specifics of what you’ll be selling will not only boost your confidence but also help you engage more effectively with potential clients.
✨Tip Number 2
Network within the industry by attending relevant events or webinars. Building relationships with professionals in the HR and Payroll sectors can provide valuable insights and potentially lead to warm introductions to prospects.
✨Tip Number 3
Develop a solid understanding of the Challenger sales methodology. This approach is particularly effective in complex sales environments like the one you'll encounter at ADP, where influencing multiple stakeholders is key.
✨Tip Number 4
Prepare for long sales cycles by honing your follow-up strategies. Create a structured plan for maintaining contact with prospects over time, ensuring you stay top-of-mind as they move through their decision-making process.
We think you need these skills to ace Enterprise Sales Specialist
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in sales, particularly in the SaaS or technology sectors. Emphasise your track record of managing long sales cycles and closing large deals, as this is crucial for the Enterprise Sales Specialist role.
Craft a Compelling Cover Letter: In your cover letter, demonstrate your understanding of ADP's products and the specific needs of large enterprises. Use examples from your past experiences to show how you can create business plans and identify prospects effectively.
Showcase Relevant Skills: Highlight key skills such as communication, teamwork, and results delivery in your application. Provide specific examples of how you've used these skills in previous roles, especially in relation to influencing customer needs and negotiating with multiple stakeholders.
Research ADP and the Industry: Familiarise yourself with ADP's Payroll and HR solutions, as well as current market trends. This knowledge will not only help you in your application but also prepare you for potential interviews, showing that you are genuinely interested in the company and its offerings.
How to prepare for a job interview at ADP
✨Understand the Sales Cycle
Familiarise yourself with the typical 8-12 month sales cycle for enterprise solutions. Be prepared to discuss how you have successfully navigated long sales processes in the past, and share specific examples of how you managed multiple stakeholders during negotiations.
✨Know Your Products
While in-depth knowledge of ADP products isn't essential, having a solid understanding of payroll and HR solutions will set you apart. Research the key features and benefits of products like Celergo and iHCM, and be ready to explain how they can meet the needs of large enterprises.
✨Demonstrate Challenger Sales Methodology
Be prepared to showcase your understanding of the Challenger sales methodology. Discuss how you can teach, tailor, and take control of conversations with prospects, especially when addressing their unique challenges and needs.
✨Showcase Your Industry Knowledge
Highlight your knowledge of market trends and the functionality of HR and Payroll departments. Be ready to discuss how these insights can help you identify prospects and influence their needs effectively.
