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Head of Sales Japan

Head of Sales Japan

ADPMinato-Ku Tokyo, jpn-jp
30+ days ago
Job description

Position Description

Key Responsibilities

  • Responsible for the selection, performance and development of Sales Associates.
  • Coach, support and develop Sales Associates. Conduct quarterly performance reviews and prepare development plans; monitor performance against agreed targets, and take action as necessary.
  • Host regular one-on-one catch-ups, team meetings and training sessions to improve effectiveness and knowledge of the Sales Associates.
  • Primarily responsible for the on-boarding of Sales Associates.
  • To grow market share and revenue for ADP. To represent ADP in the market, and raise the profile of the organisation through interactions.
  • Balances business needs (margin, service-ability) with market demand and solutions focus.
  • To contribute to longer term sales and growth strategies.
  • Delivery of recurring revenue sales target.
  • Delivery of accurate sales forecasts and situation reports as determined by senior management.
  • Delivery and execution of business plan.
  • Fiscal responsibility around expenses to align to national budget.
  • To act as liaison internally on new approaches, crafting solutions, performing due diligence on prospective solutions.
  • Active engagement in key MNC, Multi Country Payroll, Enterprise & Mid-Market level sales processes and internal strategy sessions to maximize close rates.
  • Negotiate pricing and contractual conditions in conjunction with Sales Associate and Internal Counsel of ADP.
  • Business conversations with C-level contacts (CEO / CFO / CIO) to promote outsourcing as a business strategy.
  • Input to product development teams and keep up to date on legislative and product changes.
  • Monitor, evaluate and report on market conditions including competitor product strategies, win / loss data, industry trends, potential acquisition targets or new markets.
  • Track statistical sales trends and provide insight to the business via reporting and presentations.
  • Work effectively across departments (Finance, Implementation, Service, HR) to ensure client satisfaction, Associate and client effectiveness / retention.
  • Deliver effective presentations, internal and external to ADP.
  • Be a presence in the payroll / HR community at events and through associations. Conduct presentations at industry and client / prospect events. Promote the best of breed and global branding of ADP.

Experience

  • Previous sales management experience (3-5 years) in large Enterprise and Multi-National markets (1000+ employees) with proven track record in achieving targets and driving Associate retention in Japan market.
  • Proven previous successful sales experience to senior decision makers in fortune 500 companies, preferably in Finance, HR / Payroll or IT service areas.
  • Experience working with multinational and matrix organisations.
  • Experience in negotiation of complex contracts through multiple stakeholders in large MNCs including procurement and legal.
  • Proven ability to work with broader sales teams
  • Minimum 8 years sales experience in a business to business corporate environment in Japan market.
  • Demonstrated previous experience success in a new business development and solution sales role
  • Proven track record of identifying, pursuing and closing new business
  • Demonstrated experience in explaining complex systems to non-technical clients
  • Previous experience with the development and delivery of presentations, proposals and quotes to win new business
  • Experience using networking to drive sales opportunities
  • Previous experience in all sales reporting including completing sales forecasting and analysis of key metrics.
  • Sales scoping and qualification experience
  • Significant experience responding to Tenders, RFP, EOI’s, etc.
  • Previous direct sales experience in a solution sell environment.
  • Payroll and Human Resources experience preferred.
  • Proven track record of identifying, hunting and closing new business.
  • Demonstrated experience in presenting and communication with ‘C’ level executives.
  • High level of integrity and business ethics.
  • Trained in strategic selling and marketing.
  • Japanese and English language skill mandatory (written and verbal).

    • Certifications / Qualifications

    A tertiary qualification in Business, Marketing or a related discipline is preferred.

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    Head Of Sales Japan • Minato-Ku Tokyo, jpn-jp