Description
Account Manager – Upper Mid Market (New Business / Field Sales)
Location - Scotland
JOB PURPOSE:
With full scope to sell across ADP's Payroll and HR solutions, this role also provides the infrastructure, presence and brand for sales professionals to have true, global conversations with organisations.
The key area of focus for this role will be to manage and grow strategic accounts within companies of 1000 to 1999 employees covering Scotland. Building on our Core Mid-Market responsibilities, this role demands a more strategic approach including comprehensive account planning, leveraging ADP executive sponsorship, and leading senior/executive-level conversations. You will operate within a more Upper Mid-Market sales motion, managing the commercial and political complexities of sales cycles. Your focus will be on increasing average order value and driving complex, multi-solution opportunities.
With a world class induction programme, a leadership team offering best-in-breed expertise built from within ADP and the wider industry, and over 75 years of heritage and capability, the role offers the perfect platform for sales professionals to succeed and develop.
This will involve being able to collaborate and orchestrate a leading team of expertise and resource to identify and address client needs in an evolving landscape of people management.
KEY RESPONSIBILITES
- Self-source and develop a robust pipeline of new business opportunities within your territory
- Lead conversations by articulating clear value propositions tailored to client needs.
- Conduct thorough discovery and analysis to build business cases demonstrating ROI.
- Utilize MEDDICC qualification framework to assess and prioritize opportunities.
- Develop and execute strategic account plans to grow and deepen client relationships.
- Leverage ADP executive sponsorship to influence and accelerate deals.
- Lead senior, executive, and CXO-level conversations externally to align solutions with business priorities.
- Demonstrate high business acumen to navigate complex commercial and political sales environments.
- Manage the commercial and political elements of sales cycles to ensure successful outcomes.
- Operate within an Upper Mid-Market sales motion, focusing on complex, multi-solution deals.
- Collaborate closely with internal stakeholders to align resources and support strategic account growth.
What we’re looking for:
- Previous sales experience of a service-based offering (process and / or solution) – SAAS, technology, or HR related
- UK field sales experience - with a UK Right to Work and a full UK Driving licence
- Proven success in strategic account management and Upper Mid-Market sales.
- Experience managing complex sales cycles with senior executives and CXOs.
- Strong business acumen and ability to manage commercial and political dynamics.
- Ability to leverage executive sponsorship effectively.
- Track record of increasing deal size and complexity.
- Excellent communication and negotiation skills at senior levels
What We Offer:
- Highly competitive salary and compensation plan
- An on-going, individualised, world class induction programme - offering both local and international training and development
- Realistic targets + valuable offerings = real earnings. We like to see our associates overachieving, and celebrate this regularly with early starts, quarterly and annual awards, clubs and trips. Recent ones include;
- A 5-star stay in Buenos Aires
- A luxury cruise around Greece
- Excellent support teams to help you get there!
- A strong sales support team and presence – you are not alone!
- Flexible benefits program
If this sounds like you and what you're looking for, or if you'd like to learn more, then please do get in touch!
New Business Sales, Sales Management, Software as a Service, SaaS, Human Resources, HR, Human Capital Management, HCM, Cloud Software
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.
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.
