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
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
