Head of Sales Japan

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.