Mid-Market District Manager

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 UK Payroll and HR solutions. The role involves new sales to new customers with 200 to 1000 employees. Sales cycles are of a 3-5 month period and 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 £20,000 - £50,000 of year 1 revenue, but can be much larger.

Key Duties / Tasks:

• Create your own business plan within the overall team framework
• Identify prospects and define contact programme within set parameters
• Arrange prospect appointments and undertake virtual and in-person meetings / demos
• 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

Education and Experience:

• Minimum 5 years sales experience of a service-based offering (process and solution) -- technology, or HR related
• At least 2 years of field sales experience - with a full UK Driving licence
• Experience with a variety of channels, with a structured approach, to generate net new business opportunities
• A background of carrying and achieving / exceeding annual net new business annual quotas excess of £3-400k
• Track record of managing complex sales cycles and closing deals (£20k plus of annual revenue) with mid-market companies with over 200 employees
• Ideally you will have experience selling multi-country products
• A minimum A level education with a preferred degree level qualification or equivalent.

What We Offer:

• Highly competitive salary and compensation plan
• Realistic targets - we like to see our associates overachieving
• Excellent support teams. We offer Sales Development Representatives and Marketing support to help generate leads. Then there's a full pre-sales team who are there to support you with everything from client assessments, recommendation documentation and software demonstrations
• Coaching and mentoring to help you progress your sales career from day one
• Opportunity to qualify for our annual Presidents Club, quarterly incentives
• Home based contract
• Flexible benefits program to include; 23 days holiday (increasing to 25 after 2 years, you can also buy and sell up to 5 days each year), private medical care, excellent pension scheme, subsidised gyms, car allowance etc.

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!

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, 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

If this sounds like you then please do get in touch, we would be delighted to tell you more!