Global Sales Manager

**Global Sales Manager**

**Position Title**: Global Sales Manager (National Accounts)
- Global Enterprise Solutions - Australia & New Zealand

**Reporting Line**: Sales Manager Enterprise Solutions

**Position Purpose**: Expand the product reach and sales revenues for ADP's Multinational products and services within the allocated Nationals Enterprise market segment. The primary purpose is to achieve established individual sales targets and KPIs and develop market presence is greenfield markets. Build brand awareness for ADP's products and services through contacts at senior management, executive levels, and established partner networks.

**Key Responsibilities**:

- The Sales Lead and key point of contact for all Target Account engagement.
- The ability to work autonomously to identify accounts within your allocated territory and develop an account plan leading to an opportunity plan and to build out direct relationships within the nominated target accounts.
- Nurture and develop an opportunity within your target accounts from "Gain Access" to closure and all the steps within a typical sales cycle.
- 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.
- Identify and analyse prospective clients / sales opportunities and successfully sell the concept of Business Process Outsourcing (BPO) within your allocated target accounts and territory (1500+ employees).
- Focus on accessing target accounts within your allocated territory and increasing Market Share and coverage within your allocated territory
- Establish a healthy pipeline of target accounts (5X of the Individual Monthly Quota) aligned with your allocated quota.
- Research, qualify and scope new business and revenue generating opportunities in line with ADP's strategic plan.
- Develop and grow partnerships and engagement with third party organistions within the HCM industry ecosystem so as to assist with insights and the management of the sales cycle with your target accounts within your allocated territory.
- Identify and harness additional sales opportunities, while promoting ADP's products and service offerings, through attendance at industry networking functions.
- Deliver accurate sales forecasts and activity reports as well as Account/Opportunity Plans for nominated accounts.
- Monitor and report on competitor activity and capability.
- Proactive participation during internal strategy meetings to focus on winning new business.
- Complete Tender submissions (RFI and RFP) tailored to effectively win ADP new business.
- Establish prospect's needs, identify ADP's ability to service those needs and propose appropriate solutions to meet them.
- Collaborate with Implementation to ensure clients receive a timely and effective migration to ADP.
- Manage the sales cycle with senior decision makers and key stakeholders.
- Develop and deliver board level presentations to 'C' level executives, demonstrating ADP's products and service offerings.
- Consistently achieve monthly, quarterly and annual targets in accordance with individual KPIs and Sales Plans.
- Create, develop and maintain effective business relationships with external clients and internal stakeholders.
- Leverage existing client relationships to generate additional opportunities and referrals.
- Network effectively within industry to generate additional business opportunities.

**Experience**:

- Minimum 8 years new business sales experience in a business-to-business corporate environment (Ideally SaaS market)
- Quantifiable and proven success in business development and solution sales in enterprise markets
- Significant experience responding to Tenders, RFP, EOIs, etc.
- Demonstrated experience in explaining complex systems to non-technical clients
- Success with the development and delivery of presentations, proposals and quotes to win new business.
- Proficiency in Microsoft Office Suite
- Experience in servicing markets remotely
- Previous experience in all sales reporting including sales forecasting and analysis of key metrics.
- Sound knowledge of sales channels and having the ability to leverage those to increase existing pipeline

**Certifications / Qualifications**:

- Tertiary Qualification or equivalent experience within Business / Management / Marketing discipline
- Professional training / Certification in Presentation skills, strategic selling, etc.

**Skills**:

- Sales Delivery
- Forecasting & Reporting
- Stakeholder Management
- Solution Focussed
- Product Knowledge
- Results Accountability
- Service Delivery
- Risk Management

**Key Stakeholders**:

- Executive Leadership Team
- VP Sales
- Sales Managers and District Managers
- Sales L&D Consultant
- Sales Operations Management
- Implementation and Service
- Relationship Management

**Diversity, Equity, Inclusion & Equal Employment Opportunity at ADP**: ADP affirms that inequality is detrimental to our associates