District Manager - Majors

About the Position

Position Title: District Manager - Majors

Location: Perth, Western Australia, Australia

Reporting Line: Sales Manager

Position Purpose: Expand the product reach and profit revenues for ADP’s products and services within the Majors market, while achieving individual sales targets and KPIs as set by the Sales Manager. Build brand awareness for ADP’s products and services through contacts at multiple levels from Department Heads through to ‘C’ level executives.

Responsibilities

• Develop and maintain a solid understanding of ADP’s product and service offerings.
• Identify prospective clients / sales opportunities within Majors market segment (i.e. 200 to 1,999 employees) and successfully sell the concept of outsourcing.
• Research, qualify and scope all new business and revenue opportunities in line with ADP’s strategic plan.
• Identify and harness additional sales opportunities, while promoting ADP’s products and service offerings, through attendance at industry networking functions.
• Be a self-starter/motivator who will consistently achieve and exceed sales results and KPIs.
• Deliver accurate sales forecast and activity reports as well as Miller Heiman Account Plans for nominated accounts.
• Record and manage all client contact and sales related intellectual property within the specified Customer Relationship Management (CRM) tool SalesForce.com.
• Monitor and report on competitor activity and capability.
• Able to describe the features of ADP’s products and services and understand how it can benefit prospective customers.
• Participate in internal strategy meetings aimed at ensuring a concerted and credible approach to winning business.
• Respond to Tender documents (RFI and RFP).
• Summarize prospect’s needs, identifies ADP’s ability to service those needs and determines appropriate solutions to meet them.
• Liaise with implementation team collaboratively & effectively to ensure clients a timely and effective migration to ADP.
• Managing the sales cycle with senior decision makers, usually in Finance, HR/Payroll or IT service areas.
• 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 KPI’s and the Sales Plans.
• Create, develop and maintain effective business relationships with external clients and internal stakeholders.
• Effectively draw on client relationships to generate additional opportunities and referrals.
• Network effectively within industry to illicit additional business opportunities.
• Effectively utilize relationships with ADP’s Executive Team.

Requirements

• Minimum of 5 years Sales experience in a business to business environment
• Previous experience in a solution sales role
• Proven track record of identifying, hunting and closing new business
• Demonstrated experience in explaining complex systems to non-technical clients
• Previous experience in the development of proposals and quotes
• Experience networking at industry events
• Previous experience completing sales forecasting
• Experience in a role requiring the creating and delivery of sales proposals and presentations.
• Sales scoping and qualification experience
• Knowledge of sales channels and how to leverage those to build pipeline
• Experience responding to Tenders, RFP, EOI’s etc.

Skills

• Sales Delivery
• Forecasting & Reporting
• Stakeholder Management
• Solution Focused
• Product Knowledge
• Results Accountability
• Service Delivery

Key Stakeholders

• DVP Sales – ES Australia
• Sales Managers and District Managers – ES Australia
• Sales L&D Consultant – ES Australia

We Offer

• Competitive salary
• Opportunity to work with a global leader in cloud-based human capital management (HCM) solutions
• Comprehensive benefits package
• Professional development opportunities

About the Company

ADP is a comprehensive global provider of 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. We believe our people make all the difference in cultivating a down-to-earth culture that embraces our core values, welcomes ideas, encourages innovation, and values belonging. We've received recognition for our work by many esteemed organizations, learn more at ADP Awards and Recognition.

Diversity, Equity, Inclusion & Equal Employment Opportunity at ADP

ADP is committed to an inclusive, diverse and equitable workplace, and is further committed to providing equal employment opportunities regardless of any protected characteristic including: race, color, genetic information, creed, national origin, religion, sex, affectional or sexual orientation, gender identity or expression, lawful alien status, ancestry, age, marital status, protected veteran status or disability. Hiring decisions are based upon ADP’s operating needs, and applicant merit including, but not limited to, qualifications, experience, ability, availability, cooperation, and job performance.

Ethics at ADP

ADP has a long, proud history of conducting business with the highest ethical standards and full compliance with all applicable laws. We also expect our people to uphold our values with the highest level of integrity and behave in a manner that fosters an honest and respectful workplace. Click here to learn more about ADP’s culture and our full set of values.