SENIOR TCO BUSINESS DEVELOPMENT CONSULTANT

JOB PURPOSE & KEY OBJECTIVES:The TCO (Total Cost of Ownership) Senior Business Consultant plays a crucial role in the sales process by working closely with the sales and business consulting teams, prospective clients, and internal stakeholders to analyze and communicate the long-term financial benefits of becoming an ADP client. This position involves creating and presenting TCO studies that help prospects understand the full scope of costs associated with Global Payroll over time and make informed decisions.By leveraging their consulting expertise and a proven TCO methodology, the Senior Business Consultant assists sales teams with data and insights to drive an increase in prospective client’s perception of ADP’s value proposition.The Senior Business Consultant will also contribute to the continuous improvement of the TCO practice. Both by researching internal and external resources for insights, but also by supporting the ongoing maintenance of the materials used to build and support the TCO studies, including the MNC Benchmark database and the team’s Business Insights Library.They will need to build an effective personal network of contacts within other ADP functions for cross-functional collaboration: including ADP Research Institute, Product Development, Sales Operations and Marketing, Area Product Leaders (APLs) to name just a few, to gather business insights and latest trends/whitepapers and information to improve our TCO approach and collateral.As part of the BAS (Business Advisory Services) team, the Senior Business Consultant will often work directly with Field and COE (Center of Excellence) Multi-country Business Consultants, local field TCO champions, Sales DMs (District Managers) and KAMs (Key Account Managers) to support on TCO activity.In addition to this role and as an expert of ADP products, the Senior Business Consultant will also produce recordings and documentation that will be used as TCO training material/guidelines for Sales DMs/KAMs and ESI Business Consultants.KEY DUTIES/TASKS:Present the TCO methodologyCreate and present targeted TCO studies to support salesMaintain MNC Benchmark Database and work with fellow BAS Consultants to extract and present business insights for use in the sales processProvide benchmark data to support campaigns whitepapers and marketing/sales collateralSupport the creation of high-level TCO tools/quick calculators and TCO collateral and develop training material including demo recordings to train othersChase down insights and TCO metrics from other ADP teams as required for the TCO/value proposition (e.g., marketing, product, security & compliance, implementation, R&D, etc.…) and incorporate insights to improve the TCO approach and Sales messageBuild demo recordings and publish them to Sales and BCs on ADP WorksManage content improvement process on TCO offerings and Business InsightsDevelop training methodology, documentation and provide ongoing support for TCO Estimator champions in the Business Consulting communityLead projects to automate the Multidomain Multi-country TCO calculator – like the project related to the Payroll TCO EstimatorDevelop/Create standard client-facing collaterals for the HR domain – needed to support generating more Sales Revenue on iHCM MulticountryImprove the TCO Multidomain Multicountry Calculator (e.g., automating the pricing input and the pricing calculations, reducing manual work and the risk of errors due to user input)Lead projects for new TCO tools (e.g., continuous UAT of the tool, track necessary changes, lead the communication with developers, organize and lead the project team meetings – establish priority of changes, track timelines and deadlines)EDUCATION AND EXPERIENCE:Language:English: native speaker/writer or fluent (C2)Additional languages are an advantage (Spanish is a plus)Should have a high level of skill in technical writing in English. They should be able to summarize or rephrase some data provided by subject matter expert or existing content, depending on the level of detail required for inclusion in the TCO/Business Insights presentations and collateralMust be able to converse with diverse audiences (typically functional HR and Financial controllers) and appropriately adjust BAS content to meet differing knowledge and interest, and juggling meetings with multiple audience levels.Experience and qualifications: Work experience:3-5 years of experience in similar roles (pre-sales, sales assistant, business analyst …)High mastery of MS Excel (advanced formula & pivot tables) and PowerPoint is mandatory. Client presentations are expected.Consulting, finance, payroll, or Human Resources background is a plusExperience with data science, data gathering, data consolidation, and building a business case/value proposition is a big plusExperience of working on multinational projects or in a multinational function is a plusExperience in a sales, implementation, or client service role is also a plus.ESSENTIAL COMPETENCIESExceptional written and oral customer service and communication skills are required.Is analytical and capable of building a big-picture assessment from detailed component inputsAbility to influence the actions of others.Ability to work under pressure while meeting deadlines.Strong organizational skills with the ability to effectively prioritize work and multi-task.Well-developed interpersonal skills, with an ability to communicate well at all organizational levels.Project Management ExperienceIs resourceful, self-motivated, prospect/client-focusedHighly valued interpersonal skills include the ability to be rational, objective and unbiased when making decisions or taking actionEnthusiastic, committed and able to remain calm under pressure and deliver to tight deadlinesHas the ability to encourage others to deliver/respond when faced with their apathy or low prioritizationAbility to travel for client on site meetings if required