Position Description
At ADP we are driven by your success. We engage your unique talents and perspectives. We welcome your ideas on how to do things differently and better.
In your efforts to achieve, learn and grow, we support you all the way. If success motivates you, you belong at ADP.
As Major accounts strives to accelerate sales via ASP / AUP improvement and sales efficiency, improve cost of sales and attract and retain top talent, the need to align division strategies and execution efforts to overall sales strategy is critical.
Accelerating sales of BPO solutions and increasing external partner sales are key levers for growth and apply to all role types in MAS sales.
Ensuring our sales leaders have the capability to drive these programs is the critical element to achieving these goals.
A senior leader will be appointed for each division to serve as a strategic business partner to the field DVP. This leader will become an integral part of the divisional sales leadership team.
To accelerate growth in BPO and external channel selling, a key goal of this role is to elevate and scale the ability of VP's and SE's in driving these efforts.
The VP Sales Strategy will be an integral part of strategy creation, and responsible for driving leadership accountability for alignment, activity and results in each region.
Responsibilities include designing a comprehensive divisional strategy by evaluating existing sales, market opportunity and territory alignments.
These strategies will become a key aspect of Sales Effectiveness in every Division and will have sign off and full buy-in from the DVP and his / her leadership team.
The role will also liaise across multiple stakeholder groups outside of the division and BU to gain support or roll out large initiatives designed to drive sales.
This role provides significant autonomy, scope and responsibility, and is designed to assist hi-potential leaders get to the next level of their career by providing a high level of accountability and visibility across the division, functions and business units.
The individual will be measured on Divisional sales results (DVP achievement against plan) as well as Divisional results for External Partners and BPO Sales.
We strive for every interaction to be driven by our CORE values : Insightful Expertise, Integrity is Everything, Service Excellence, Inspiring Innovation, Each Person Counts, Results-Driven, & Social Responsibility.
RESPONSIBILITIES :
- Work closely with DVP Sales to design and implement the divisional sales strategy and exceed both External channel and BPO sales plans for the division
- Participate and present in operational reviews to senior MAS leadership (SVP, DVP Ops, DVP Core, DVP Alliances)
- Provide input to DVP for sales and territory planning to determine optimal alignment and distribution of resources and opportunity
- Evaluates key trends and metrics to drive continuous improvement and efficiencies
- Collaborates with relevant MAS division roles to create and implement programs to improve breadth of participation and sales results
- Works to ensure all sales leaders are mobilized to execute the strategy and are capable of supporting their constituents.
Assist with on-boarding and up-skilling sales leaders with a goal to increase effectiveness of the sales leadership team in driving programs in their regions.
Channel development pursue and attain new partners or partner acquisitions. Responsible for qualifying opportunity and liaising with MAS headquarters and other business units to execute commercial arrangements.
Will also be accountable for rolling out partnerships developed at ES or MAS level.
- Participate in recruitment selection efforts as required by the DVP
- Report market information regarding competitors, as well as sales inhibitors and field successes and best practices.
Business Leadership :
- Holds self & others accountable for executing the strategy
- Organizes available resources & provides systems to support successful execution. Takes into consideration cost of acquisition and profitability when formulating programs.
- Utilizes key metrics to analyze business situation.
Market Leadership :
- Understands BU business challenges and opportunities
- Outside in perspective considers goals and challenges and seeks to build win / win relationships to drive loyalty to ADP brand and increase collaboration with 3rd parties
- Stays abreast of market trends and seeks to differentiate ADP
People Leadership :
- Mobilizes groups of stakeholders behind the strategy, creates a call to action
- Sets clear direction, goals and expectations about performance for leaders and teams
- Fosters learning & development of others improving their impact on the business. Inspires cooperation with high degree of influence and credibility.
QUALIFICATIONS REQUIRED :
- Bachelors Degree in Marketing or Business
- 2+ years ADP sales leadership (preference at a VP level) and a solid track record Cross BU experience is not mandatory but also an asset.
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