Job reference #6170_8498246
Position:Â Global Sales Representative
HIERARCHICAL RESPONSIBLE: Commercial Director
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Location: NANTERRE
MISSION AND OBJECTIVE:
You will be in charge of the commercial development of ADP Streamline’s sales with multinationals based in France and operating in France, as part of our prospection in the segment of international companies. Experienced salesperson, you have a solid experience in prospecting and selling to new customers. Your mission will be to develop business sales with large multinationals with subsidiaries in total in more than 104 countries. Dynamic and endowed with a sense of initiative, you are able to manage complex sales in close collaboration with internal partners of different departments, in order to win new customers. Mobility is a prerequisite for this position, and you will need to be able to go on the move at a moment’s notice to Europe and eventually to the rest of the world. To succeed in your mission, you must understand, adopt and embody the Challenger profile.
The sales cycle extends over a period of a month and a half to a year or more. In the context of customer negotiations, you will likely have to adopt a multi-level business approach, depending on the organization and the structure of the prospect. You will deal directly with directors based at the global / regional headquarters for EMEA in the UK, at sites with up to 1,000 employees.
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MAIN OBJECTIVES
Within the framework of the strategic objectives Customers international of increase of the turnover in the region, you will have to make sales with companies based in France or in the zone EMEA and having subsidiaries abroad. Negotiations will take place at the executive level, usually with the CFO, COO, CIO, HRD or CEO, within a team dedicated to the tender, involving partners Local ADP.
You will need to validate ADP Streamline’s monthly and annual sales targets for new customers as part of the development of the Global Clients portfolio. You may need to sell other portfolio solutions without becoming a priority.
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RESPONSIBILITIES / MAIN TASKS:
- Understand and demonstrate the key principles of partnership and collaboration with ADP’s business units around the world
- Demonstrate a full understanding of the projects we support, the markets and the issues associated with this type of transaction
- Work in a field team and be able to go at a moment’s notice to a company or one of its subsidiaries abroad
- Organize on-site client meetings, host webinars and manage all business activities, from due diligence to signing and forwarding the contract for processing
- Identify and, if possible, influence the client’s needs and future requirements for assistance
- Provide Salesforce.com with any new account, opportunity, contact, and forecast information and follow applicable sales procedures.
- Work from data from different sources and relevant to the defined target market: marketing campaigns, inbound contacts, third-party recommendations, etc.
- Produce reports and weekly / monthly reports on figures, market performance and areas for improvement
- Create, communicate and master a business plan as part of the overall strategy to achieve the goal of annual figure; welcome development suggestions
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PERFORMANCE MEASURES:
(As defined in the Performance Standards document which will be published in due course and modified later if necessary)
- Achievement of the monthly and annual sales targets set by the commercial director International customers, as defined in the objectives sheet of the current fiscal year
- Validation of a practical and relevant business plan
- Pipeline quality
- Achievement of productivity objectives
- Rigorous capture of calls made and lead progress at each stage of the sales process
SKILLS AND KNOWLEDGES :
- Justify excellent communication skills both orally and in writing, regardless of the position and hierarchical position of your interlocutor within the organization
- Demonstrate solid experience in selling global solutions to multinationals
- Have some experience in complex international negotiations, with interlocutors of all levels
- Be able to apply the Challenger sales model and establish sound strategic planning at the territory level
- Master Microsoft Live Meeting
- Demonstrate motivation, initiative and dynamism
- Demonstrate excellent organizational skills
- Master office tools, including Word, Excel and PowerPoint
- Be able to analyze a situation and solve any problems
- Have the commercial fiber and think strategy
- Being able to exert influence and impact
- Have already worked in a team and have a sense of collaboration
- Get involved in the business
- Demonstrate an excellent customer relationship
- Being able to identify personal development points and work on them
- Be ready to go abroad for work (internal meetings or with a prospect)
- Mastering professional vocabulary in several European languages ​​is a plus
TRAINING AND EXPERIENCE:
- Demonstrate a solid experience in selling solutions to different positions
- Have preferably already practiced in the sale of advice and / or sale of financial products
- Justify preferably experience with large global companies
COMPÉTENCES ET CONNAISSANCES :
- Justifier d’excellentes compétences en communication à l’oral comme à l’écrit, quelles que soient la fonction et la position hiérarchique de votre interlocuteur au sein de l’organisation
- Justifier d’une solide expérience dans la vente de solutions globales à des multinationales
- Avoir une certaine expérience des négociations internationales complexes, avec des interlocuteurs de tous niveaux
- Être capable d’appliquer le modèle de vente Challenger et d’établir une solide planification stratégique au niveau du territoire
- Maîtriser Microsoft Live Meeting
- Faire preuve de motivation, d’initiative et de dynamisme
- Démontrer d’excellentes capacités organisationnelles
- Maîtriser les outils bureautiques, notamment Word, Excel et PowerPoint
- Être capable d’analyser une situation et de résoudre les problèmes éventuels
- Avoir la fibre commerciale et penser stratégie
- Être capable d’exercer une influence et un impact
- Avoir déjà travaillé en équipe et avoir le sens de la collaboration
- S’impliquer dans l’entreprise
- Démontrer un excellent relationnel client
- Être capable d’identifier des points de développement personnel et travailler sur ces derniers
- Être prêt(e) à partir à l’étranger pour le travail (réunions internes ou avec un prospect)
- Maîtriser le vocabulaire professionnel dans plusieurs langues européennes est un plus
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FORMATION ET EXPÉRIENCE :
Justifier d’une solide expérience dans la vente de solutions à différents postes
Avoir de préférence déjà exercé dans la vente conseil et/ou la vente de produits financiers
Justifier de préférence d’une expérience auprès de grandes entreprises mondiales
Software in the Cloud. Experts on the Ground:
ADP powers the working world with comprehensive solutions that drive business success. Consistently named one of the “Most Admired Companies” by FORTUNE® Magazine, and recognized by Forbes® as one of “The World’s Most Innovative Companies,” ADP has over a half-million clients around the globe and 65 years of experience as one of the largest providers of human capital management solutions world-wide.
At ADP, we believe that diversity fuels innovation. ADP is committed to equal employment opportunities regardless of race, color, genetic information, creed, religion, sex, sexual orientation, gender identity, lawful alien status, national origin, age, marital status, non-job related physical or mental disability, or protected veteran status. We support an inclusive workplace where associates excel based on personal merit, qualifications, experience, ability, and job performance.
