The position serves as an advocate of ADP's Global HCM Solution and Service capabilities, while driving ADP's message as a world leader in the HCM industry into the client base. The role supports ADP Canada's large and complex clients. Using well developed business relationship management skills influence client's willingness to partner with ADP depending on the various job levels available in the SCP job family.
Key areas of focus include the development/ ongoing management of strong, productive relationships with executive level client contacts (ie; CFO, CHRO), alignment with ADP General Managers and Executive Committee members as required, and collaborative efforts with ADP Sales, Service and Implementation teams and any other functional team as required in order to win new clients and influence additional business in existing clients in adherence with targets established annually.
The position demands a strong combination of sales / account management / relationship building skills and business/financial acumen. Success in this role can be defined by year over year increases in metrics related to: targeted revenue growth and share of wallet per client, (profitability percentages within assigned client base,), customer satisfaction indexes, and client retention rates, refrenceability and exceptional RM Client Survey Result.
Client Focus Effective management of the client relationship for: ADP's complex clients, with domestic, North America, and possibly global opportunity In some cases, consideration will be needed relative to clients with high potential for substantial growth over time Cultivation of a trusted-advisor relationship with clients in an effort to influence a propensity to partner with ADP Consultative client approach, with an ability to recognize what actions will demonstrate exemplary partnership to their client base, by incorporating a deep understanding of the client needs with appropriate ADP solutions and expertise Oversee and support effective and mutually beneficial contract negotiations and understands financial impact Ensure appropriate utilization and consistent execution of SCP tools, communications, processes, client retention activities, and metrics Maintain a sufficient client assignment base, while looking for opportunities to enhance and increase coverage
Client Communication Demonstrate strong presentation, meeting management and relationship management/servicing skills Confident with ability to challenge the current state and make a compelling case for change Lead and Drive continuous improvement and operate with flexibility Recognition of cultural/international nuances that may impact client relationships and MNC governance Significant understanding of HCM concepts with the ability to represent a broad range of ADP disciplines and solution platforms Comprehensive industry and competitive knowledge with an external network of expertise Exceptional verbal and written communication skills -- to be applied equally with external audiences and internal constituencies. Facilitate and encourage client participation in ADP events as appropriate ie; MOTM, ReThink, Beta Product opportunities, testimonials Primary responsibilities Revenue, Retention and Referencability
Opportunity Focus Execution of Large Account Planning techniques and skills to ensure strategic approach to client penetration and revenue forecasts Success in the role is defined by year over year increases in metrics related to: targeted revenue growth and share of wallet per client, profitability percentages within assigned client base, customer satisfaction indexes, and client retention rates. Individual revenue target to be established annually based on business needs. Facilitate client reference opportunities Lead and Support all activities related to new opportunities and retention efforts ie; RFP Adhere to all administrative aspects of monitoring revenue growth Primary responsibility Revenue/Retention and Referenceability
Internal Communication Ensures appropriate proactive internal communication and escalation of issues that impact the overall client relationship and retention Support all activities related to closed-loop processes ie; NCP, SCP Survey
Education and Certification Requirements: Degree or Equivalent Or, its equivalent in Business Administration, Human Resources, Finance or other related field Accreditation from appropriate organization (CPP, CEBS, PHR) is desired.
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