Beruflich Dokumente
Kultur Dokumente
Romania 2010
We use the international job descriptions within Hay Group We identify and analyze the jobs that have a major impact on the business of the company We compare the results with the international Hay model
OTHER PROJECTS
The projects in which the job participated and that were directly influenced by the work of the job occupant. The description of each must include: job objectives, project team members, duration of project and budget, and the role that was assigned in the project
INTERACTIONS
The most important business relations and connections that the job must have outside the company in order to be efficient in the main activities.
MAIN CHALLENGES
The main activities that represent a challenge / a problem for the job occupants.
Job description
Hay Group is based on 2 international instruments: Job description & International matrix
Herewith an example of job description: Family: Sales (SL) Function: Territory Sales (SLB)
Sales Representative II Position Number: 1127 Reference Level: 15 General Characteristics Contacts assigned customer accounts or prospects to sell organizations products within a designated geographic territory or by nature of customers. Focuses on personal sales targets, new business development, maintaining customer relationships and troubleshooting specific customer problems. This position is for the intermediate level sales professional with developing product and market knowledge. Representative Activities Meets personal sales targets as established, focusing on small to moderate accounts, which are stable in nature within identified markets or geography. The product range, complexity and challenge may be somewhat limited. Receives periodic coaching from supervisor or more experienced professionals. Prepares sales presentations, contracts and proposals subject to review by supervisor. Participates in special projects such as major promotions, new product launches, and new marketing initiatives.
Matricea internationala
Example: Sales Family
In the international matrix the sales family is split into 3 sub-families: Support & Training, Territory Sales, Key Account Sales.
16
Upper position
15
Upper position
14
Upper position
13
Upper position
12
Lower position
Lower position
Lower position
Lower position
Final results
Sales Representative II
Sales Representative I
Telesales Operator
Merchandiser
11
19
18
17
16
15
12
Company matrix
13