Job Description
What is the goal of Strategic Accounts?
The Strategic Accounts program will streamline GES's GTM approach toward strategic accounts, improving long-term value creation and retention for the world's top HCM solution buyers. Our goals are to:
Accelerate penetration and growth of most strategic accounts,
comprised primarily of payroll new logos (i.e., pure prospects, and current US non payroll clients)
Develop a long-term view of account relationship, sales and retention,
with focus on driving synergistic value for both account and ADP
Deliver attractive value proposition for the client and growth potential for sales rep,
removing distractions for targeted focus on strategic accounts
What is the Strategic Account s Principal role and what are my responsibilities?
Relationship & Sales Management
Serve as single point of contact for key decision makers in allocated accounts
Identify opportunities in allocated accounts and execute successful sales process
Ensure value creation for client by clearly defining business objectives and measuring success against it
Identify cross-sell & upsell opportunities (land and expand); & ensure renewals / retentions in portfolio
Liaise with ADP's cross functional teams to develop ADP's unique value proposition to the account
Develop detailed account plans -- current client needs & evolution, solutions, short-term goals, yearly targets, planned activities
Identify key decision makers & build relationships with C-suite, HR, Procurement, IT of Strategic Accounts
Capture and communicate value created for client in quarterly reviews and end of year capstone
Keep track of balance of trade with top accounts who are also suppliers to ADP, and devise means to address imbalance
Implementation and Service
Steering on implementation and client service through periodic check-ins with Project Manager / Global Program Director
Collaborate with client team to develop project scope, roadmap and timeline
Assess and address roadblocks to ensure project delivery timelines
What's in it for me?
ADP C-suite access/relationship through Executive Sponsorship Program
End-to-end white glove service, from initial sales to implementation
Thought partnership with ADP to drive product innovations and roadmap
Connect with exclusive ADP facilitated community comprising Strategic Accounts' c-suite
Access to ADP's Global Security Organization (GSO) for Insights on security and compliance
Strategic advice on PR/HR processes and policies based on ADP's industry experience and benchmarks
Global sales experience
10 or more years of HCM sales experience
Preference will be given to candidates who have the following:
A college degree is great but not required. What's more important is having the skills to do the job.
Experience working on a sales quota
Demonstrated ability to exceed sales quotas
Business-to-business experience in (HCM) human capital management, payroll, HR solutions, HRBPO or talent management
Goal oriented and ambitious, with capacity and drive to reach and exceed quotas
Demonstrated cold calling sales ability, with assertive, positive and persistent style
Proven customer service and relationship building skills
Ability to effectively communicate through all mediums (verbal, listening, written)
Aptitude for acquiring sales skills and product knowledge
Organized, with effective time management skills
Ability to work independently and with a team
General business acumen
Mature and self-confident
Capacity to work under pressure
Strong work ethic
Committed to building a career path
Base salary offers for this position may vary based on factors such as location, skills, and relevant experience. Some positions may include additional compensation in the form of bonus, equity or commissions. We offer the following benefits: Medical, Dental, Vision, Life Insurance, Matched Retirement Savings, Wellness Program, Short-and Long-Term Disability, Charitable Contribution Match, Holidays, Personal Days & Vacation, Paid Volunteer Time Off, and more. The compensation for this role is $87,500.00 - $189,200.00 / Year
A little about ADP:
We are 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 (https://www.adp.com/about-adp/awards-and-recognition.aspx) .
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
https://jobs.adp.com/life-at-adp/
to learn more about ADP?s culture and our full set of values.
The Strategic Accounts program will streamline GES's GTM approach toward strategic accounts, improving long-term value creation and retention for the world's top HCM solution buyers. Our goals are to:
Accelerate penetration and growth of most strategic accounts,
comprised primarily of payroll new logos (i.e., pure prospects, and current US non payroll clients)
Develop a long-term view of account relationship, sales and retention,
with focus on driving synergistic value for both account and ADP
Deliver attractive value proposition for the client and growth potential for sales rep,
removing distractions for targeted focus on strategic accounts
What is the Strategic Account s Principal role and what are my responsibilities?
Relationship & Sales Management
Serve as single point of contact for key decision makers in allocated accounts
Identify opportunities in allocated accounts and execute successful sales process
Ensure value creation for client by clearly defining business objectives and measuring success against it
Identify cross-sell & upsell opportunities (land and expand); & ensure renewals / retentions in portfolio
Liaise with ADP's cross functional teams to develop ADP's unique value proposition to the account
Develop detailed account plans -- current client needs & evolution, solutions, short-term goals, yearly targets, planned activities
Identify key decision makers & build relationships with C-suite, HR, Procurement, IT of Strategic Accounts
Capture and communicate value created for client in quarterly reviews and end of year capstone
Keep track of balance of trade with top accounts who are also suppliers to ADP, and devise means to address imbalance
Implementation and Service
Steering on implementation and client service through periodic check-ins with Project Manager / Global Program Director
Collaborate with client team to develop project scope, roadmap and timeline
Assess and address roadblocks to ensure project delivery timelines
What's in it for me?
ADP C-suite access/relationship through Executive Sponsorship Program
End-to-end white glove service, from initial sales to implementation
Thought partnership with ADP to drive product innovations and roadmap
Connect with exclusive ADP facilitated community comprising Strategic Accounts' c-suite
Access to ADP's Global Security Organization (GSO) for Insights on security and compliance
Strategic advice on PR/HR processes and policies based on ADP's industry experience and benchmarks
Global sales experience
10 or more years of HCM sales experience
Preference will be given to candidates who have the following:
A college degree is great but not required. What's more important is having the skills to do the job.
Experience working on a sales quota
Demonstrated ability to exceed sales quotas
Business-to-business experience in (HCM) human capital management, payroll, HR solutions, HRBPO or talent management
Goal oriented and ambitious, with capacity and drive to reach and exceed quotas
Demonstrated cold calling sales ability, with assertive, positive and persistent style
Proven customer service and relationship building skills
Ability to effectively communicate through all mediums (verbal, listening, written)
Aptitude for acquiring sales skills and product knowledge
Organized, with effective time management skills
Ability to work independently and with a team
General business acumen
Mature and self-confident
Capacity to work under pressure
Strong work ethic
Committed to building a career path
Base salary offers for this position may vary based on factors such as location, skills, and relevant experience. Some positions may include additional compensation in the form of bonus, equity or commissions. We offer the following benefits: Medical, Dental, Vision, Life Insurance, Matched Retirement Savings, Wellness Program, Short-and Long-Term Disability, Charitable Contribution Match, Holidays, Personal Days & Vacation, Paid Volunteer Time Off, and more. The compensation for this role is $87,500.00 - $189,200.00 / Year
A little about ADP:
We are 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 (https://www.adp.com/about-adp/awards-and-recognition.aspx) .
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
https://jobs.adp.com/life-at-adp/
to learn more about ADP?s culture and our full set of values.
Key skill Required
- Customer Service
- Sales
- Accounts
- Cold Calling
- Ambitious
- Analytics
- Business Objectives
- Capital Management
- Compliance
- Comprehensive
- Cooperation
- Demonstrated Ability
- Equal Employment Opportunity
- Ethics
- Executive Sponsorship
- History
- Human Capital
- Human Capital Management
- Implementation
- Inclusive
- Innovation
- Insurance
- Life Insurance
- Management
- Orientation
- Outsourcing
- Partnership
- Product Knowledge
- Quarterly Reviews
- Relationship Building
- Respectful
- Roadmap
- Sales Management
- Sales Process
- Security
- Single Point of Contact
- Strategic Advice
- Talent Management
- Time Management
- Value Creation
- Work Ethic
- Work Independently
