Sales Representative Mid Market

Sales Representative -- Mid-Market - ItalyADP is a global NASDAQ listed organization, 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.Awards and RecognitionNamed a "Leader" in payroll business process outsourcing (BPO) services by Gartner.NelsonHall has named ADP as a "Leader" in Payroll Services.ADP is named on the Black Enterprise 50 Best Companies for Diversity list.Top-ranked company in Financial Data Services in FORTUNE magazine's The World's Most Admired Companies.Top 25 for Comparably's Happiest and Most Fulfilled Employees.100 Best Companies for Working Mothers.Top Company for Women Technologists.Key Duties / TasksCreate 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 MeasuresPractical, 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 RequiredIT – Internet, Networks, Client Servers, ASP, CRM, ERP.ADP Products – knowledge of these is desirable but not essential: Celergo, iHCM, ADP Freedom, HRA, SPA, MPS, SurePay, Reports.Industry KnowledgeFunctionality of the HR Department.Functionality of the Payroll Department.Common terminology and legislation for HR and Payroll.Market Trends.Good 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.Skills RequiredInformation Seeking.Analysis and Decision Making.Planning and Organising.Communication and Influencing.Teamwork and Co-operation.Results Delivery.Flexibility.Education and ExperienceMinimum 3-5 years sales of net new business experience of a service-based offering (process and solution).Technology, or HR related is preferred but not essential.Experience of generating your own new business opportunities and managing a varied pipeline.Experience selling to mid-market companies with over 200 employees.Ideally you will have experience selling multi-country solutions or services.Track record of managing complex sales cycles and closing deals (€30,000+ of annual revenue).What We OfferHighly competitive salary and compensation plan.Realistic targets – we like to see our associates over-achieving.Excellent support teams.We offer Sales Development Representatives to help generate those leads and have a full pre-sales team who are there to support you with software demonstrations.Coaching and mentoring to help you progress your sales career from day on.Opportunity to qualify for our annual Presidents Club, quarterly incentives.Flexible working – with a blend of office and home working.Flexible benefits program with competitive benefits relative to the level of the contract.#J-*****-Ljbffr