Sales Development Representative

Sales Development Representative

Reporting Line: Sales Development Manager

Position Purpose:

The Sales Development Representative is responsible for making the first impression of ADP to our potential prospects. The SDR will work toward making that first impression truly amazing.

The SDR will act as a trusted advisor who will help and support the prospective buyer through commonly held areas of complexity, by uncovering pain points through sharing insights which help the prospective buyer find a way to overcome them.

Key Responsibilities:

• Encourage the prospective buyer to attend both in-person events and webinars.
• Set up and host a conference call with the lead when the prospect wants to learn more, detailing what the prospective buyer needs further help with.
• Establish opportunities to develop to Closed Won.
• Generate new business opportunities across key markets for our HCM solutions and maintain our position as a Global HCM provider.
• Execute the above objectives through a mixture of researching prospect accounts, providing insight and learning for prospects – conveyed through high level conversations with c-suite contacts, warm lead follow up, social media and marketing collateral.
• Ensure that ADP is at the forefront of the market by promoting our services, profiling and researching existing / emerging companies to identify their business objectives and critical business issues.
• Profile and desk research the existing database of potential clients (Targets) in order to ensure all key details – Decision maker names, addresses, current suppliers, etc. – are identified as well as mapping the structure of each target account
• Utilise specialist research tools in order to identify Critical Business Issues within targeted accounts as well as keep track of issues and trends within the wider market.
• Utilise Social Media platforms in order to assess and follow topics within the HCM marketplace and to help promote ADP as an HCM Thought Leader and Challenger.
• Ensure that ADP is active and seen as a "trusted expert" in arenas where targets are self -teaching.
• Build close business relationships with selected accounts in order to ensure that ADP is at the forefront of the Target's thinking when ready to review or has a critical business need.
• Use all of the above to produce a regular flow of qualified, sales ready opportunities – not simply appointments
• Work closely and collaboratively with members of field sales on any local campaigns or 'one off' events – such as Webinars – in terms of both profiling and follow up.
• Regular use of Salesforce.com. In all instances accurately update and maintain Salesforce.com to reflect all activity.
• Take part in regular 'one to ones' with SDR Team Leader to give/receive feedback, monitor performance / identify training needs.
• Take part in Company training sessions and 'team days'
• Ultimately take ownership and responsibility of individual tasks and targets to ensure the overall success of the team.

Experience:

• Minimum 1-2 years' experience in telemarketing / SDR.
• Strong influencing and negotiation skills.
• Proficient in MS Office suite of tools.
• Entrepreneurial and prepared to challenge the status quo.
• Self-motivated and confident.
• Articulate with good business acumen and commercial awareness
• Proven ability to organise effectively, prioritise given workload and meeting deadlines – adherence to standards & detail
• Has clear understanding of importance of processes
• Ability to communicate effectively, both verbally and in writing
• Comfortable holding business discussions with high level executives
• Familiar with the role of Social Media in today's sales environment
• Can build effective internal relationships with key ADP stakeholders
• Ability to develop effective and supportive relationships with sales colleagues and own team.
• Enthusiastic, committed and able to remain calm under pressure and deliver to tight deadlines.

Qualifications / Certifications:

Tertiary qualification or equivalent experience within Business / Management / Marketing discipline but not essential.