Director of Business Development, EMEA

Director of Business Development - EMEA

ADP are a global NASDAQ listed organisation, providing cloud-based Human Capital Management (HCM) solutions that unite HR, payroll, talent, time, tax and benefits administration, and a leader in business outsourcing services, analytics and compliance expertise. Our unmatched experience, deep insights, and cutting-edge technology have transformed human resources from a back-office administrative function to a strategic business advantage.

AWARDS AND RECOGNITION

• Named a "Leader" in payroll business process outsourcing (BPO) services by Gartner.
• NelsonHall, a global BPO analyst firm, has named ADP as a "Leader" in Payroll Services
• ADP is named on the Black Enterprise 50 Best Companies for Diversity list.
• Top-ranked company in Financial Data Services in FORTUNE® magazine's The World's Most Admired Companies®
• Top 25 for Comparably's Happiest and Most Fulfilled Employees
• 100 Best Companies for Working Mothers
• Top Company for Women Technologists

Director of Business Development - EMEA

The Director of Business Development EMEA is responsible for developing and managing the BDR leadership teams in region to deliver on the meeting and opportunity creation targets to support the sales target achievement for EMEA. This role will be critical to the growth success of our business and will have a high level of input and ownership into the overall SDR strategy and its evolution.

Main responsibilities focus on the optimization of BDR activity to the prospect base, through the support and management of the BDR country managers as well as close strategic and day to day alignment with Sales leadership to ensure a successful and mutually respectful relationship focused on growth success.

This position reports directly to the Vice President of Business Development for ESI (EMEA/APAC/LATAM) but will focus solely on the delivery of BDR success across EMEA, although sharing and driving best practice BDR approaches across ESI will be vital. This position will work closely with the wider sales and marketing team, to ensure alignment of BDR and LDR activity to in-market campaigns and account targeting priorities of sales.

ESSENTIAL RESPONSIBILITIES:

• Own the 'number' for BDR teams across EMEA by ensuring delivery in each country team
• Build and execute a market dominating strategy for BDR team
• Deliver via 5-person direct line management
• Nurture a BD leadership team that delivers excellence through high-converting sales ready meetings and opportunities
• Maintain BDR process/methodology to meet targets and goals
• Ensure continuous coordination between regional sales activities & BDR focus and support
• Responsible for all BDR delivery associated with targeted account sales plans
• Partners with marketing and sales to ensure BDR team are aligned to propositional messages and reflect current GTM in every conversation and interaction with prospects to optimize for conversion
• Measure, track and develop strategies to continuously improve performance of all BDR teams
• Responsible for the continuous and on-going development of SDR methodology and best practice adoption and implementation
• Create and maintain a close working relationship with the inside sales leadership to ensure accurate and effective hand-off between teams
• Delivery of transparent and appropriate KPI reporting dashboards to sales and marketing leadership
• Use all available digital identifiers and research techniques to maximize SDR effectiveness
• Develop BDR use of social media as a tool for lead generation as well as account and industry research
• Contribute to any corporate initiative as needed.

EXPERIENCE:

• A minimum of 5+ years' experience leading a B2B demand generation environment preferably for a software company, with direct responsibility for delivery and optimization of BDR leaders and teams
• 5+ years using CRM tools to deliver valuable and actionable insights
• Substantial knowledge of current best practice approaches to SDR performance improvement and proven track record of successful implementation
• International experience working with different cultures and languages in a global organization required, any additional European languages are of benefit but not required. The language of business at ADP is English.
• Use of analytic and business intelligence tools to improve and deliver BDR strategy.
• Experience working within a direct sales organization in B2B demand generation with a proven proficiency in executing business-aligned programs of demand a plus.

GENERAL SKILLS AND QUALIFACTIONS:

• Strong motivational leader
• Excellent technical, oral and written communication skills required.
• Experience of working with and communicating to senior sales and business leaders
• Ability to build strong individual and team relationships and manage multiple programs concurrently.
• Good attention to detail skills.
• Ability to problem solve, multi-task and meet deadlines.
• Ability to function in a flexible, constantly changing environment essential.
• Outstanding organizational and time management skills for managing multiple, diverse and conflicting activities.
• Exceptional ability to translate business requirements into high-level and detailed functional specifications.
• Effectively plans, coordinates and prioritizes work efforts of multiple groups.
• Problem Analysis/Resolution - Gathers information on issues to construct options and either make decisions or recommends options to Sr. Mgmt, as appropriate
• Anticipates, identifies, and resolves problems in a timely manner.
• Assigns tasks to appropriate cross functional resources but most importantly owns the follow-up.
• Ability to communicate effectively with both business and technical staff and convey complex ideas.