Sales Representative – Mid-Market - Italy (Rome)

 
ADP are hiring for a Sales Representative in our Mid-Market Sales team in Italy!

Who we are

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.

 Sales Representative – Client Base - Mid-Market – Rome, Italy

The sales responsibility of this role is for ADP's Italy's Payroll and HR solutions. The role involves new sales to existing customers with 200 to 1000 employees. Sales cycles are of a 4-6 month period but can be longer in deals involving ADP's capabilities to deliver solutions and services internationally. 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 €30,000 - €70,000 of year 1 revenue, but can be much larger.

KEY DUTIES/TASKS:

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 data base 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.

ADDITIONAL / 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

Modern Selling Skills – Combine sales technology and AI-driven tools and data insights to drive pipelines and revenue.

EDUCATION AND EXPERIENCE

Minimum 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)

Based commutable to Rome, with full right to work in Italy

Fluent Italian and English language skills

WHAT WE OFFER:

Highly 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

We also celebrate success regularly with early starts, quarterly and annual awards, clubs and trips. Recent examples include everything from all-inclusive cruises, to local sports events and luxury 5 start resort vacations.

Global brand, 75+ years of heritage, and a strong presence

Flexible working -- with a blend of office and home working

Flexible benefits program with competitive benefits relative to the level of the contract

English: For this position, the contractual classification level will be “Quadro” CCNL Terziario Distribuzione e Servizi

Italian: Per questa posizione livello di inquadramento contrattuale sarà Quadro del CCNL Terziario Distribuzione e Servizi

Mandati ADP

Sales Representative

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