Assistant Manager
1 week ago
Drive sales performance by facilitating the deal pricing process through:
Reviewing presented pricing and discount requests, analyzing profitability, deciding if the further escalation to BU Finance is needed
Acting as a consulting partner to external stakeholders to win new / additional business opportunities
Ultimately making the decision to accept or reject a discount request and communicating to Sales partner
Assess any one-off pricing requests in collaboration with BU Finance or in-country partner, where applicable
Overseeing the creation and hand-off of the contracting documents, where applicable for BU
Submitting the deal to Order Entry, where applicable for BU
The DA will be the single point of contact for a Sales rep for pricing negotiations and will partner with the DSO contracting associates and Legal, who are responsible for contract presentation, negotiation, and execution process. Provides support to the DSO-supported Sales organizations and BU Finance/Product Owners, through expertise of ADP products and services.
Essential Responsibilities
Partners with Sales teams (assigned by region/territory where applicable for BU) with getting pricing requests pushed through the system as quickly as possible to help them meet assigned quotas
Develops relationships with Sales team and establish themselves as a key member while ensuring key finance controls are maintained; must build a relationship based on trust, credibility, and respect so that when decisions are made against taking a deal the decision is respected
Performs pricing and margin analysis to understand discount levels and profitability; makes decisions within guardrails, escalating as necessary within and outside DSO
Performs pricing analytics, depending on BU requirements
Must focus on improving speed of overall deal turnaround cycle times from proposal to booking and reducing the amount of time spent by ADP Sales personnel in the deal process
Must be capable of facilitating all current and future DSO-supported products for assigned area; DA coordinates/drives final deal construction with finance team and BU decision
Assist in locating the required internal ADP SMEs as needed to help answering sales questions
Ensure proper notification and required analyses are provided to ADP Commercial Leasing (ADPCL) team when client opts to defer implementation fees and ensure contract documents reflect appropriate deferral terms, where applicable for BU
Assist Sales in navigating new products and feature enhancements in pricing tools
Provide feedback to DSO Continuous Improvement team around pricing tool enhancement opportunities; assist in testing of pricing tool enhancements
Qualification ----
5-8 years of related professional experience (i.e., product practitioner, system implementation, sales representative, IT representative, business consultant, application support/client service representative, or ADP Finance or pricing role)
In-depth knowledge of DSO-supported products for assigned BUs, including administration
Able to effectively own multi-service opportunities
Highly developed communication, listening, probing, analysis, and presentation skills
Technical aptitude to support Microsoft Office suite and other DA pricing tools
Actively participates and is a consistent contributor in area sales meetings
Maintains a consistent positive attitude and is a strong influence on the team
Focused on region and area sales goals and what is necessary to achieve/exceed
Communicates actively and escalates issues to the DA Leader and DSO Leader through regular communication
Understands which issues should be escalated
Actively involved with the Sales team throughout the qualification/sales process, offering input and ideas as appropriate
Provides consistent, constructive, quality feedback on the overall solution and sales strategy
Handles conflicts effectively; demonstrates creativity and tact in their resolutions for sales pricing efforts
Coordinates with DSO Contracting Team as needed in negotiations
BS degree or equivalent in education and experience
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