At a Glance
- Tasks: Drive new business sales and manage strategic accounts in the Upper Mid-Market sector.
- Company: Join ADP, a leader in Payroll and HR solutions with over 75 years of expertise.
- Benefits: Competitive salary, flexible benefits, and a world-class induction programme.
- Other info: Enjoy realistic targets, celebrate achievements, and access excellent support teams.
- Why this job: Make an impact by leading conversations with senior executives and growing client relationships.
- Qualifications: Sales experience in service-based offerings and strong communication skills required.
The predicted salary is between 50000 - 65000 £ per year.
JOB PURPOSE:
With full scope to sell across ADP's Payroll and HR solutions, this role 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.
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 RESPONSIBILITIES
- 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 empowers its Account Executives with a robust support system and a world-class induction programme, ensuring you have the tools and resources to thrive in the dynamic Upper Mid-Market sales environment. With a strong focus on employee growth, competitive compensation, and a culture that celebrates achievements through exciting rewards and recognition, ADP fosters a collaborative atmosphere where your contributions are valued and your career can flourish. Located in Scotland, this role offers the unique advantage of engaging with strategic accounts while leveraging ADP's extensive expertise and brand presence to drive meaningful conversations and impactful solutions.
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 sweet Account Executive role.
✨Tip Number 2
Practice your pitch! You’ll need to articulate clear value propositions tailored to client needs. Grab a friend or mentor and run through your sales conversations to refine your approach.
✨Tip Number 3
Research is key! Understand the companies you’re targeting, especially those in the Upper Mid-Market. Knowing their challenges will help you tailor your discussions and demonstrate your business acumen.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to get noticed and show us you’re serious about joining the team. Plus, we love seeing candidates who take that extra step!
We think you need these skills to ace Account Executive - Upper Mid Market (New Business) - Scotland
Some tips for your application 🫡
Tailor Your CV:Make sure your CV speaks directly to the role of Account Executive. Highlight your previous sales experience, especially in service-based offerings like SaaS or HR solutions. We want to see how your skills align with managing strategic accounts and navigating complex sales cycles.
Craft a Compelling Cover Letter:Your cover letter is your chance to shine! Use it to tell us why you're passionate about this role and how you can contribute to our team. Be sure to mention your experience with senior executives and your ability to drive complex, multi-solution opportunities.
Showcase Your Achievements:Don’t just list your responsibilities; showcase your achievements! Use specific examples that demonstrate your success in increasing deal sizes and managing strategic accounts. Numbers speak volumes, so include metrics where possible!
Apply Through Our Website:We encourage you to apply through our website for a smoother application process. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows us you’re keen on joining our team!
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 thinking and ability to navigate commercial complexities.
✨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 align solutions with their business priorities effectively.
✨Showcase Your Business Acumen
Be ready to discuss your experience managing commercial and political dynamics in sales environments. Use specific examples from your previous roles to illustrate how you've successfully navigated these challenges. This will highlight your capability to handle the complexities of Upper Mid-Market sales.
