Position Title: District Manager - Enterprise Solutions
Reporting Line: Sales Manager - Enterprise Solutions
Position Purpose:
Expand the product reach and profit revenues for ADP's products and services within the Enterprise market, while achieving individual sales targets and KPIs as set by the Sales Manager. The primary purpose is to achieve established individual sales targets and KPIs and develop market presence is greenfield accounts. This includes building brand awareness of ADP's value proposition in the Enterprise segment through engagement at senior management, executive levels, and established partner networks.
Key Responsibilities:
* Build and consistently maintain a validated pipeline of net new opportunities within the Enterprise segment, equal to a minimum of 4x annual sales quota on a rolling basis
* Ownership and management of the end-to-end sales process, including:
* Development and nurturing of relationships with key stakeholders within key accounts, from first meeting to post contract signing
* Partnering with key stakeholders within key accounts to support value and business case development
* Alignment of prospects core objectives and priorities with ADP's value proposition
* Overall responsibility for production and submission of sales proposals and formal responses to RFx and EOI processes.
* Commercial and contract negotiation
* Develop and maintain a thorough understanding of ADP's product and service offerings, including the ability to describe and align business benefits to prospective clients and ADP's positioning relative to key competitors.
* Research and analyse key business metrics of prospective accounts in order qualify their alignment with ADP's Enterprise Payroll and HCM solutions and prioritise allocation of time and resources.
* Develop and maintain detailed account plans key accounts with which you are actively engaged in a sales process, or which have been identified as key targets.
* Build relationships and work collaboratively with key internal stakeholders across the business, including senior leadership, to support key sales initiatives and opportunities
* Build and maintain relationships with a network of relevant key stakeholders in ADP's partner ecosystem.
* Identify and harness new business opportunities, while promoting ADP's products and service offerings, through attendance at industry events and networking functions.
* Maintain accurate sales forecasts and keep detailed, up to date notes on the status of all active opportunities within ADP's CRM tool.
* Develop and deliver presentations to senior decision makers, including the C-Suite, demonstrating the value of ADP's Enterprise Payroll and HCM solutions.
Experience:
* Minimum 5 experience in new business B2B sales in the technology (services, software, hardware) or BPO industries and a proven track record of consistently exceeding sales targets.
* Demonstrated track record of having consistently exceeded sales targets in a new business only Mid-Market or Enterprise solution sales role
* Experience producing business documents such as sales proposals and formal responses to RFx and EOI processes.
* Excellent written and verbal communication skills, including the ability to confidently present to C-level stakeholders in enterprise organisations
* Demonstrated ability to articulate the value of complex technology and services to a non-technical audience.
Certifications / Qualifications:
Tertiary Qualification or equivalent experience within Business / Management/ Marketing / Communications discipline.