Business Consultant - Pre Sales REPORTS TO: Pre sales ManagerJOB PURPOSE: Responsible for developing customer solution in the sales cycle, based on understanding customer needs and aligning those needs with the spectrum of product offerings.Shall support the sales team with the required product information, communicate sales strategies effectively and support sales team in the entire liaison required.KEY RESPONSIBILITIES: ? Works deals assigned to the sales team supported, prioritizing effort based on maximizing total impact on team productivity and profit, or as directed by the sales manager.? Proactively scopes the technical solution required to address customer requirements, assesses customers' met and unmet needs, and recommends solutions that optimize value for both the customer and the firm.? Secures input from all necessary solution stakeholders within the customer firm.
Adapts solutions, as necessary, to ensure appropriate support.? Coordinates closely with internal sales, sales support, and service resources to align solution design with customers' business requirements.? Secures from customer technical staff commitments needed to ensure a deal's "technical close."? Meets assigned targets for profitable sales growth in assigned product lines, market areas, channel, or teams supported.? Provides coaching and professional development to team-member sales associates in order to enhance their product knowledge, technical acumen, and technical sales skills.? Opportunistically pursues additional business development opportunities within customer firms.
? Collaborates with sales to ensure these opportunities are effectively covered and advanced.? Responsible for understanding business and technical problems addressed by the products including key regulations, business drivers, evolving business needs etc.? Responsible for staying on competitive analyses and understanding differentiators between the company and its competitors? Responsible for preparing for meetings and understanding differentiators between the company and its competitorsKEY DUTIES/TASKS: ? Work with Product Management and Marketing to help define / refine sales messages and ensure sales packages are developed and messages communicated to sales team? Ensure that the Pre-Sales resources evolve in line with the Marketing Message and Sales Teams stated requirements? Production of responses to Requests for information and Requests for pricing ? Work with Sales personnel to provide product, business and technical knowledge in support of pre sales activities ? Monitors customer support for technical solutions proposed throughout the sales process, and alerts the sales and account teams to potential risks of deal closure.? Liaison with Product Managers and Strategy & Marketing to understand details of product direction and design and communicate information back to sales organization.SUPERVISORY RESPONSIBILITIES: ? Will be expected to work under own initiative for day to day tasks in line with overall management guidance.? Reports to the Pre sales Manager and has no direct supervisory responsibilities but will be expected to manage project resources.SKILLS AND KNOWLEDGE: Knowledge required:? Strong Microsoft Office skills to include PowerPoint & Advanced Excel (must be able to create pivot tables, formulas etc).? Ability to analyse client requirements and utilise solution selling techniques to meet their needs.? Creation, development and present of sales proposals, using ADP's standard pricing, templates and collateral as directed.? Professional communication and presentation style.? PC proficiency? Strong presentation skills.? Excellent verbal, written, presentation and interpersonal communication skills ? Knowledge of related applications, relational databases, and web technology ? Basic programming experience in HTML, Javascript or other web based technologiesSkills required: ? Ability to work as part of a team to solve business and technical problems in varied political environments ? Technology/systems focus.? Able to assimilate technical information quickly and apply it to a given situation ? Strong influencing and negotiation.? Effective organisational capabilities.? High level of collaboration, respect & internal consultation? Team worker ? Able to build relationships with customers, identifying and focusing on their needs? Ability to uncover business requirements, develop a technical sales strategy, and create and effectively demonstrate solutions that address customer requirements? Heightened organisation skills.? Ability to perform multiple tasks; set and monitor priorities.? Demonstrated ability to analyse and design new processes and procedures.? Commitment to quality and accuracy.? Report back to your manage with in the desired time lines as instructed.? Results Orientation? Seek opportunities to delight customers.? CollaborationLeadership Expectations: ? Business Leadership: Creates and articulates a vision and inspires others to action.
(Strategy and Planning- Results Accountability)? People Leadership: Focuses on Impactful Communication and Relationship Building to develop internal and external relationships required for success.? Market Leadership: Drives a performance based culture that engages associates to achieve excellence(Client focus - Outside in Perspective – Bias for grow).EDUCATION AND EXPERIENCE:? Minimum of 5 - 7 years Sales experience solution selling.? Proven track record of identifying, hunting and closing new business.? Demonstrated experience in presenting and communication.? Strong literacy and numeracy skills.? Payroll experience would be highly desirable but is not essential.? High level of integrity and business ethics.? Trained in strategic selling and marketing 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.
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