Job reference #6170_8497822

Generate sales

• Planning: preparation of the annual Sales Business Plan. Monitoring and monthly adaptation of the plan according to deviations incurred. Reporting of the status of the Plan as required.
• Monthly elaboration of the Forecast (forecast) of sales.
• Qualification of the assigned territory: in its territory composed of a segment (size of companies) and a geographical area, and optionally by a list of selected accounts (clients, targets or prospects), obtain all the information related to it: accounts, reference persons, competitors, sectoral information, trends and information of the context, environment and any other that is required.
• Recruitment of new clients in the qualified territory: telephone prospecting, visits to prospects, analysis of needs and design of the solution, presentation of offer, negotiation and closing of contract.
• Penetration in portfolio clients: qualification of the territory, telephone prospecting, visits to prospects, analysis of needs and design of the solution, presentation of offer, negotiation and closing of contract.
• Coordination with other departments to design the most appropriate solution for each prospect.
• Coordination with Sales Operations Manager for the generation of prospects.
• Coordination with ADP International for the management of international prospects.
• Obtain new references (leads) from contact persons in prospects and clients.
• Application of current sales processes in its segment.

Communicate image and ADP services.

• During the activity of Vein Generation: in each contact with prospects, by telephone or in person, communicate the image, values ​​and services of ADP. Use the material established for activity and stage of the sales cycle.
• During the Communication events: participate as required in the planning and execution of the events organized by Marketing in which accounts in their assigned territory can potentially participate.

Provide ADP with information on the territory.

• Capture in time and form, in the ADP management system, all the information obtained during the qualification of the territory.
• Report as determined by the established procedure.

Proactivity in the application of the commercial process and continuous improvement

• Proactivity to effectively and efficiently apply the policies, processes, procedures and techniques that are determined for your territory.
• Use the tools that are established for this purpose.
• Propose improvements to processes, procedures and techniques.

Networking in the sector.

Establish relationships with the actors (targets, prospects, partners, associations) of the “HR sector”.

Profile of Skills and Competencies

Abilities:

• Higher university education in: Information Technology, Labor Sciences, Labor Relations or Business Administration.
• Minimum experience of 5 years in sales of intangible and complex services to companies.
• Valuable experience in sales of outsourcing services.
• Very valuable experience in sales of consulting services in T.I.
• Valuable experience in companies with multinational exposure (personal activity carried out in several countries).
• Experience in sales processes with complex cost / benefit calculations and investment returns.

Competencies:

• Proactivity: ability to work independently, as well as to interact with and mobilize the people of ADP and the client that are necessary, in order to achieve the objectives set.
• Oriented to objectives and results: demonstrable having achieved objectives in your sales experience.
• Planner: ability to organize, plan and monitor their activity, based on the annual and quarterly objectives set.
• Communicator: ability to establish contacts and dialogue at the managerial level: General Manager, HR, IT, financial and to communicate effectively with each of them.
• Ability to manage complex sales situations, with multiple interlocutors in the client and in ADP.
• Capacity to sell intangibles.
• Ability to conceptualize (design on paper) and communicate the benefits of intangible services.
• Personal attitude to improve their professional skills.
• Experience with the following tools: Word, Outlook, Excel and PowerPoint.
• Valuable experience with SalesForce.
• English: fluent reading level; high level writing; high level spoken.

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.