ESI Sales COE Business Consultant

Position Purpose

To support the Sales Team and the Business Consulting team with RFx (Request for Information / Proposal / Quotation) answering , deliver first-level virtual demos of offerings via WebEx and produce Demo recordings that will be use as sales materials by District Managers (DMs)  and Global Sales Managers (GSMs).

A large part of RFxs include questionnaires covering topics such as product functionalities, services delivery, implementation, technical requirements, etc.

Key Responsibilities

• RFx answering & Responsive (Q&A database) content management
• The CoE Business Consultant logs and assigns Field BC support request in SFDC (Salesforce) or asks the DM/GSM to do it.
• Assesses RFx qualification score and threshold.
• Schedules calls with DM/GSM and BC country manager if qualification assessment is below the agreed threshold.
• Qualifies complexity of the bid (simple, average, complex) in Bid/no-Bid call and assign to DM/GSM if DYI applies.
• Assigns work split & assigns himself/herself as Bid Manager and Lead to an RFx if necessary.
• Defines the roles and rules of engagement to include other CoEs (EMEA or LATAM) if necessary.
• Organises the kick-off call with DMs/GSMs and BCs involved
• Solution overview complex personalization depending on solution offered – detailed, in-depth look at all value proposition aspects.
• Work with BC & DM/GSM to provide expertise on solution design and best solution combinations for prospects: functional scope, integration, and benefits.
• Bringing expertise and driving the contract/collateral appendices (Service Definition, Statement of Work, SLA and implementation services).
• Coordinates from a project management perspective other department specialists.
• Allocates work split of documents to be completed and start contacting various SMEs to complete responses when needed e.g. GSO/Legal/IT, Implementation Services, Client Services.
• Schedules regular follow-up calls with stakeholders involved to track progress.
• Provide parts of the response package of the RFx to the DM/GSM in accordance with work split.
• Autonomously offers guidelines and insight from an expert perspective on best applicable solution architecture.
• Works closely with SMEs and BCs to continuously improve existing Responsive content database.
• Collective and individual demo delivery & web-hosted demo recordings
• Provide high level product demos & overview.
• Send post-demo satisfaction survey to prospects, gather and analyse data.
• Create and update demo recordings s using web platform/tool & make available to DMs/GSMs.
• Track analytics on client engagement with the video recordings.

Experience

• 3-5 years of experience in similar roles (proposal consultant, business consultant, sales or sales consultant, client success manager, etc.).
• ADP global offerings, or Payroll and Time Management solutions.

Qualifications / Certifications: Appropriate tertiary level education or equivalent industry experience

Skills

• Project management.
• Stakeholder management.
• Customer relationship management
• Resourceful, self-motivated, prospect/client focused.
• Written and verbal communication
• Good presentation skills
• Self-driven, proactive and confident.
• Open, flexible and creative with regards to time management.
• Has methodologic, analytical mindset.
• Enthusiastic and ambitious – has a clear desire to progress within a large organization.

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