Position Descriptions include the current benchmark job description used by participants to facilitate job matching.

Transcription

1 Level Guides, Position Descriptions Introduction This section includes the following: Level Guides set forth the criteria (i.e., the experience, education, skills, duties/tasks, and supervision given/received) typically used to distinguish between or among the various levels of a job. Position Descriptions include the current benchmark job description used by participants to facilitate job matching. Global Grades are the end result of a systematic approach developed by Watson Wyatt Worldwide. They were designed to support survey job matching on a consistent worldwide basis. The structure has been applied to each job and job family currently found in this survey. Included is a map which diagrams the structure.

2 Level Guides Level Guide PROF4 Experience Knowledge Responsibilities Usually Reports to Level 1 - Entry/Junior 0-2 years professional experience. Entry level for employees with Bachelor's Degree or equivalent. OR For legal positions, those with J.D. or LL.B. or equivalent Level 2 - Intermediate 2-5 years professional experience. Level 3 - Senior 5-8 years professional experience. Fully competent professional - the first career level in the ladder (i.e., it is expected that all competent professionals will reach this level). Level 4 - Lead More than 8 years professional experience. Management is typically the next higher level. Knows fundamental concepts, practices and procedures of particular field of specialization. Knows and applies the fundamental concepts, practices and procedures of particular field of specialization. Possesses and applies a broad knowledge of principles, practices, and procedures of particular field of specialization to the completion of difficult assignments. For legal positions, specializes in a particular area, such as litigation, tax, patent, etc. Possesses and applies comprehensive knowledge of particular field of specialization to the completion of complex assignments. For legal positions, is fully qualified in a particular area, such as in litigation, tax, patent, etc. Using established procedures and working under immediate supervision, performs assigned tasks. Work is routine and instructions are usually detailed. Little evaluation, originality or ingenuity is required. For legal positions, may prepare briefs and documents or draw up contracts for review and evaluation by others. Under supervision, performs work that is varied and that may be somewhat difficult in character, but usually involves limited responsibility. Some evaluation, originality or ingenuity is required. Usually works with minimum supervision, conferring with superior on unusual matters. May be assisted by Entry/Junior or Intermediate Level personnel. Assignments are broad in nature, usually requiring originality and ingenuity. Has appreciable latitude for unreviewed action or decision. For legal positions, acts in advisory capacity, making recommendations which may have an important bearing on the conduct of the organization s business. Under general supervision, plans, conducts and supervises assignments. Reviews progress and evaluates results. In legal setting, conducts and supervises broad legal assignments, necessitating ability to evaluate matters which may have a major bearing on the conduct of the organization s business. Plans and assigns personnel for given projects or tasks. Assists with the review and evaluation of personnel performance. Interprets and applies organization policy. Recommends changes in procedures. Operates with substantial latitude for unreviewed action or decision. Reviews progress with management. Lead Level Lead Level Lead Level or Middle Management Upper Middle Management or Top Management

3 Level Guide SUPP3 Experience Skill Duties and Tasks Supervision Given and Received Level 1 - Junior 0-2 years of experience in position or specialization. Level 2 - Intermediate 2-5 years of experience in position or specialization. Level 3 - Senior 5 or more years of experience in position or specialization. Applies basic skills and may develop advanced skills using tools and equipment appropriate for the position or specialization. Applies some advanced skills to the position or specialization. May adapt procedures, processes, tools, equipment and techniques to meet the more complex requirements of the position. Applies advanced skills to the position or specialization. Adapts procedures, processes, tools, equipment and techniques to accomplish the requirements of the position. Duties and tasks are standardized. Resolves routine questions and problems, and refers more complex issues to higher levels. Duties and tasks are frequently nonroutine. Resolves most questions and problems, and refers only the most complex issues to higher levels. Duties and tasks reflect substantial variety and complexity. Assignments are broad in nature and usually require originality and ingenuity. May serve as a resource to others in the resolution of complex problems and issues. Works under direct supervision and follows standard procedures and written instructions to accomplish assigned tasks. Works under minimal supervision. May assist in orienting and training lower level employees. Works under general supervision. Relies on experience and judgment to plan and accomplish assigned tasks and goals. May orient, train, assign and check the work of lower level employees. May be designated as "lead" worker.

4 Level Guide SUPV3 Nature of Supervision Employees Supervised Responsibilities Level 1 - Descriptive Titles: Working Supervisor, Group Leader, Lead Person Incumbents at this level lead and direct a group of two or Lead and direct Coordinates the day-to-day operations of a group of more individuals. There is virtually no authority for responsibility may be for employees. Leading and directing is usually personnel actions normally associated with full supervisory either nonexempt or restricted to assigning, monitoring and reviewing status (e.g., salary increases, promotions, performance reviews, disciplinary exempt employees. progress and accuracy of work, directing efforts and actions). providing technical guidance on more complex issues. FLSA classification is typically the same as subordinate employees, and most of the work time is spent performing many of the same duties. Level 2 - Descriptive Titles: Supervisor, Unit Supervisor, Foreperson This is the first level of full supervision. Incumbents may initiate and communicate a variety of personnel actions (e.g., employment, termination, performance and salary reviews, disciplinary actions, scheduling and/or approving overtime). Generally, the subordinate group performs a single task or multiple, but closely related tasks. Supervision is provided directly or through group leaders (Level 1 supervisors). Plant supervisors at this level generally supervise only one shift and/or area of the plant. The subordinate group may be nonexempt and/or exempt. Oversees the day-to-day operations of a group of employees. Responsible for training and development of subordinate staff, estimating personnel needs, assigning work, meeting completion dates, interpreting and ensuring consistent application of organizational policies. Under FLSA, incumbents in this position meet the criteria for exempt status. Level 3 - Descriptive Titles: Senior Supervisor, General Foreperson, Assistant Manager/Department Head This is the highest level of supervisor. In some Provides leadership, coaching, and mentoring to organizations, incumbents in this position may be subordinate group. considered middle or lower middle management. The subordinate group will generally possess a wide variety of skills and/or knowledge, performing somewhat complex to very complex tasks. Employee pay, within the subordinate group, may vary considerably. Plant supervisors at this level generally supervise more than one shift and/or area of the plant. The subordinate group may consist of Level 1 and 2 supervisors and/or nonsupervisory employees engaged in a wide variety of often complex tasks. In some staff positions, a function (with no subordinate staff) may be managed. In addition to Level 2 responsibilities, supervisors at this level have impact on budgeting, controlling costs, planning, scheduling, and procedural change.

5 Position Descriptions Code Executive 2720 Top Marketing and Sales Executive Global Grade(s): Develops objectives, policies and programs for marketing and sales activities of the organization. Plans, directs and coordinates the efforts of marketing and sales personnel toward the accomplishment of objectives. Maintains and constantly improves the organization's competitive position. Ensures maximum sales volume at minimum cost. Provides advice and assistance to the Chief Executive Officer and other operating units on sales and marketing issues Top Marketing Executive (excluding Sales) Global Grade(s): Plans, directs and coordinates the marketing of the organization's products and/or services. Continually evaluates the timely adjustment of marketing strategy and plans to meet changing market and competitive conditions. Recommends changes in marketing philosophy and policy when such changes serve the best interests of the organization. Provides marketing advice and guidance to various operating units to ensure overall marketing effectiveness Top Sales Executive (excluding Marketing) Global Grade(s): Plans, controls and directs activities of the sales force to attain maximum sales volume and develop maximum potential volume from all markets for the organization's products and/or services. Direct Sales - Consumer Products/Services 1011 Sales Representative - Consumer Prods/Svcs (Non-Incentive Eligible) Global Grade(s): 10 Sells the organization's products and/or services by interacting with established customers and developing new prospects. This intermediate sales position requires sales experience and a broad knowledge of the organization's policies, products and/or services. The end user of the products/services is an individual or group of individuals Sales Representative - Consumer Prods/Svcs (Incentive Eligible) Global Grade(s): 10 Sells the organization's products and/or services by interacting with established customers and developing new prospects. This intermediate sales position requires sales experience and a broad knowledge of the organization's policies, products and/or services. The end user of the products/services is an individual or group of individuals Generic Sales Representative - Consumer Prods/Svcs (All Pay Types) Global Grade(s): 10 The data reported for this position is a combination of the data reported by participants for the following Direct Sales - Consumer Products/Services positions: 1011 Sales Representative - Consumer Prods/Svcs (Non-Incentive Eligible) and 1012 Sales Representative - Consumer Prods/Svcs (Incentive Eligible) Senior Sales Representative - Consumer Prods/Svcs (Non-Incentive Eligible) Global Grade(s): 12 Sells the organization's products and/or services to major accounts by contacting established customers and developing new prospects. This senior level position requires several years of experience and is characterized by a sustained record of sales achievement and complete knowledge of the organization's policies, products and/or services. May have specialized training within product and/or service line(s). The end user of the products/services is an individual or group of individuals Senior Sales Representative - Consumer Prods/Svcs (Incentive Eligible) Global Grade(s): 12 Sells the organization's products and/or services to major accounts by contacting established customers and developing new prospects. This senior level position requires several years of experience and is characterized by a sustained record of sales achievement and complete knowledge of the organization's policies, products and/or services. May have specialized training within product and/or service line(s). The end user of the products/services is an individual or group of individuals Generic Senior Sales Representative - Consumer Prods/Svcs (All Pay Types) Global Grade(s): 12 The data reported for this position is a combination of the data reported by participants for the following Direct Sales - Consumer Products/Services positions: 1021 Senior Sales Representative - Consumer Prods/Svcs (Non-Incentive Eligible) and 1022 Senior Sales Representative - Consumer Prods/Svcs (Incentive Eligible).

6 Code Direct Sales Consumer Products/Services (continued) 1031 Account Specialist - Consumer Prods/Svcs (Non-Incentive Eligible) Global Grade(s): 13 Solicits and maintains favorable contacts with current and potential key accounts. Develops sales of products and/or services by researching and resolving customer problems, recommending modifications to the product/service line, and coordinating sales negotiations with appropriate regional personnel. Provides information for sales forecasts. The end user of the products/services is an individual or group of individuals Account Specialist - Consumer Prods/Svcs (Incentive Eligible) Global Grade(s): 13 Solicits and maintains favorable contacts with current and potential key accounts. Develops sales of products and/or services by researching and resolving customer problems, recommending modifications to the product/service line, and coordinating sales negotiations with appropriate regional personnel. Provides information for sales forecasts. The end user of the products/services is an individual or group of individuals Generic Account Specialist - Consumer Prods/Svcs (All Pay Types) Global Grade(s): 13 The data reported for this position is a combination of the data reported by participants for the following Direct Sales - Consumer Products/Services positions: 1031 Account Specialist - Consumer Prods/Svcs (Non-Incentive Eligible) and 1032 Account Specialist - Consumer Prods/Svcs (Incentive Eligible). Direct Sales - Industrial Products/Services 1041 Sales Representative - Industrial Prods/Svcs (Non-Incentive Eligible) Global Grade(s): 10 Sells the organization's products and/or services by interacting with established customers and developing new prospects. This intermediate sales position requires sales experience and a broad knowledge of the organization's policies, products and/or services. The end user of the products/services is an organization Sales Representative - Industrial Prods/Svcs (Incentive Eligible) Global Grade(s): 10 Sells the organization's products and/or services by interacting with established customers and developing new prospects. This intermediate sales position requires sales experience and a broad knowledge of the organization's policies, products and/or services. The end user of the products/services is an organization Generic Sales Representative - Industrial Prods/Svcs (All Pay Types) Global Grade(s): 10 The data reported for this position is a combination of the data reported by participants for the following Direct Sales - Industrial Products/Services positions: 1041 Sales Representative - Industrial Prods/Svcs (Non-Incentive Eligible) and 1042 Sales Representative - Industrial Prods/Svcs (Incentive Eligible) Senior Sales Representative - Industrial Prods/Svcs (Non-Incentive Elig.) Global Grade(s): 12 Sells the organization's products and/or services to major accounts by contacting established customers and developing new prospects. This senior level position requires several years of experience and is characterized by a sustained record of sales achievement and complete knowledge of the organization's policies, products and/or services. May have specialized training within product and/or service line(s). The end user of the products/services is an organization Senior Sales Representative - Industrial Prods/Svcs (Incentive Eligible) Global Grade(s): 12 Sells the organization's products and/or services to major accounts by contacting established customers and developing new prospects. This senior level position requires several years of experience and is characterized by a sustained record of sales achievement and complete knowledge of the organization's policies, products and/or services. May have specialized training within product and/or service line(s). The end user of the products/services is an organization Generic Senior Sales Representative - Industrial Prods/Svcs (All Pay Types) Global Grade(s): 12 The data reported for this position is a combination of the data reported by participants for the following Direct Sales - Industrial Products/Services positions: 1061 Senior Sales Representative - Industrial Prods/Svcs (Non-Incentive Elig.) and 1062 Senior Sales Representative - Industrial Prods/Svcs (Incentive Eligible) Account Specialist - Industrial Prods/Svcs (Non-Incentive Eligible) Global Grade(s): 13 Solicits and maintains favorable contacts with current and potential key accounts. Develops sales of products and/or services by researching and resolving customer problems, recommending modifications to the product/service line, and coordinating sales negotiations with appropriate regional personnel. Provides information for sales forecasts. The end user of the products/services is an organization.

7 Code Direct Sales - Industrial Products/Services (continued) 1072 Account Specialist - Industrial Prods/Svcs (Incentive Eligible) Global Grade(s): 13 Solicits and maintains favorable contacts with current and potential key accounts. Develops sales of products and/or services by researching and resolving customer problems, recommending modifications to the product/service line, and coordinating sales negotiations with appropriate regional personnel. Provides information for sales forecasts. The end user of the products/services is an organization Generic Account Specialist - Industrial Prods/Svcs (All Pay Types) Global Grade(s): 13 The data reported for this position is a combination of the data reported by participants for the following Direct Sales - Industrial Products/Services positions: 1071 Account Specialist - Industrial Prods/Svcs (Non-Incentive Eligible) and 1072 Account Specialist - Industrial Prods/Svcs (Incentive Eligible). Direct Sales - General 3220 Sales Trainee Global Grade(s): 9 Learns the organization's policies, products and/or services, as preparation for sales responsibilities. Studies sales techniques by reading manuals, attending seminars and working in the field with more experienced sales representatives Government Sales Representative (Non-Incentive Eligible) Global Grade(s): 10 Negotiates product sales and/or service agreements with government agencies. Promotes the inclusion of the organization's products and/or services on government specification lists. Investigates complaints and coordinates special projects for government use. Provides information for sales forecasts Government Sales Representative (Incentive Eligible) Global Grade(s): 10 Negotiates product sales and/or service agreements with government agencies. Promotes the inclusion of the organization's products and/or services on government specification lists. Investigates complaints and coordinates special projects for government use. Provides information for sales forecasts Generic Government Sales Representative (All Pay Types) Global Grade(s): 10 The data reported for this position is a combination of the data reported by participants for the following Direct Sales positions: 3241 Government Sales Representative (Non-Incentive Eligible) and 3242 Government Sales Representative (Incentive Eligible) Special Market Representative (Non-Incentive Eligible) Global Grade(s): 13 Promotes, directs and assists sales and/or service activities among selected types of customers or prospects in assigned territories. Contacts existing or potential customers, resolves and/or refers customer problems to appropriate function, and provides information for sales forecasts Special Market Representative (Incentive Eligible) Global Grade(s): 13 Promotes, directs and assists sales and/or service activities among selected types of customers or prospects in assigned territories. Contacts existing or potential customers, resolves and/or refers customer problems to appropriate function, and provides information for sales forecasts Generic Special Market Representative (All Pay Types) Global Grade(s): 13 The data reported for this position is a combination of the data reported by participants for the following Direct Sales positions: 3261 Special Market Representative (Non-Incentive Eligible) and 3262 Special Market Representative (Incentive Eligible). Channel Sales 3271 Channel Sales Representative (Non-Incentive Eligible) Global Grade(s): 10 Sells the organization's products and/or services through indirect sales channels such as Value Added Reseller (VAR), Original Equipment Manufacturer (OEM), Systems Integrators, Distributors, Dealers, Alliances, Partners, Aggregators, Mass Merchandisers or Retail. This intermediate sales position requires sales experience and a broad knowledge of the organization's policies, products and/or services.

8 Code Channel Sales (continued) 3272 Channel Sales Representative (Incentive Eligible) Global Grade(s): 10 Sells the organization's products and/or services through indirect sales channels such as Value Added Reseller (VAR), Original Equipment Manufacturer (OEM), Systems Integrators, Distributors, Dealers, Alliances, Partners, Aggregators, Mass Merchandisers or Retail. This intermediate sales position requires sales experience and a broad knowledge of the organization's policies, products and/or services Generic Channel Sales Representative (All Pay Types) Global Grade(s): 10 The data reported for this position is a combination of the data reported by participants for the following Channel Sales positions: 3271 Channel Sales Representative (Non-Incentive Eligible) and 3272 Channel Sales Representative (Incentive Eligible) Senior Channel Sales Representative (Non-Incentive Eligible) Global Grade(s): 12 Sells the organization's products and/or services to major accounts through indirect sales channels such as Value Added Reseller (VAR), Original Equipment Manufacturer (OEM), Systems Integrators, Distributors, Dealers, Alliances, Partners, Aggregators, Mass Merchandisers or Retail. This senior level position requires several years of experience and is characterized by a sustained record of sales achievement and complete knowledge of the organization's policies, products and/or services. May have specialized training within product and/or service line(s) Senior Channel Sales Representative (Incentive Eligible) Global Grade(s): 12 Sells the organization's products and/or services to major accounts through indirect sales channels such as Value Added Reseller (VAR), Original Equipment Manufacturer (OEM), Systems Integrators, Distributors, Dealers, Alliances, Partners, Aggregators, Mass Merchandisers or Retail. This senior level position requires several years of experience and is characterized by a sustained record of sales achievement and complete knowledge of the organization's policies, products and/or services. May have specialized training within product and/or service line(s) Generic Senior Channel Sales Representative (All Pay Types) Global Grade(s): 12 The data reported for this position is a combination of the data reported by participants for the following Channel Sales positions: 3281 Senior Channel Sales Representative (Non-Incentive Eligible) and 3282 Senior Channel Sales Representative (Incentive Eligible). Sales Management 3230 Government Sales Manager Global Grade(s): Establishes effective business contacts with government agencies for the purpose of promoting and selling present and potential products and/or services of the organization. Provides the organization with information concerning government and competitive activities that may affect business National Sales Manager Global Grade(s): Plans and implements for all or some of the company's product line national sales programs. Coordinates development of sales objectives, strategies, advertising and promotional programs and ensures their execution. Gathers new product ideas and evaluates their potential. Provides management with information used to evaluate national opportunities. Periodically visits key national markets to investigate operations and local conditions Regional Sales Manager Global Grade(s): Manages the sale of products in a specified region or other major geographic area. Manages several districts, as well as the selection and development of dealers or other distributor outlets and warehousing or other distribution facilities District Sales Manager Global Grade(s): Manages the sale of products and/or services in a specified district or other geographic area through assigned sales representatives and sales office activities. Selects and develops dealers or other distributor outlets. May manage warehousing or other distribution facilities.

9 Code Sales Management (continued) 3135 Global Accounts Manager Global Grade(s): Manages the sales of products and/or services to global accounts that operate across both domestic and international regions to ensure attainment of revenue and profit objectives. Develops and maintains business relationships at the customers' headquarters/executive level. Provides leadership and coordination, directly and/or indirectly, for locally focused sales teams in multiple countries. Responsible for developing and implementing strategies to grow the organization's business; executing contracts; and account and brand forecasting National Accounts Manager Global Grade(s): Manages, develops, and maintains business relationships with existing and potential national clients to meet sales objectives. May be responsible for developing and implementing strategies to grow the organization's business; executing contracts; and account and brand forecasting Sales Supervisor Global Grade(s): Supervises the sale of products/services by prospecting new customers and enhancing sales or services to existing accounts through direct field sales representatives. Trains and familiarizes new Sales Representatives with established policies, practices, products and services. Implements sales plans and special promotions in the achievement of sales goals. Prepares regular and special reports reflecting activity and results of the sales effort. Maintains and services some key accounts. See Level Guide SUPV3. International 2721 Top International Marketing and Sales Executive Global Grade(s): Develops objectives, policies and programs for international (outside U.S.) marketing and sales activities of the organization. Plans, directs, and coordinates the efforts of all international marketing and sales personnel toward the accomplishment of objectives. Maintains and constantly improves the organization's international competitive position. Ensures maximum sales volume at minimum cost. Provides advice and assistance to the Chief Executive Officer and operating units on international sales and marketing issues Regional Manager - International Marketing Global Grade(s): As delegated by the Top International Marketing and Sales Executive, manages and coordinates the marketing of products and/or services in international markets, typically in an assigned region that consists of a country or group of countries. Ensures that products and/or services are marketed in accordance with budgeted objectives to obtain maximum profitability and sales volume. Continually evaluates the timely adjustment of marketing strategies and plans to respond to changing markets and competitive conditions. Provides marketing advice and guidance to various international operating units International Product or Brand Manager Global Grade(s): Plans, develops, designs, and implements non-u.s. or global marketing programs for assigned product(s) in one or more countries. Coordinates and oversees the execution of advertising and promotional programs to ensure profits meet objectives. Negotiates with outside vendors as appropriate. May research, identify, and evaluate potential new products International Sales Manager Global Grade(s): Plans and implements international sales programs for all or some of the company's product line. Coordinates development of sales objectives, strategies, advertising and promotional programs and ensures their execution. Gathers new product ideas and evaluates their potential. Provides management with information used to evaluate international opportunities. Periodically visits key international markets to investigate operations and local conditions Regional Director - International Sales Global Grade(s): As delegated by the Top International Marketing and Sales Executive, directs the sales, service and distribution of the organization's products and/or services within a specified region or other major geographic area that typically consists of a country or group of countries. Ensures maximum sales volume and profitability for the organization's products and/or services in assigned region.

10 Code Product/Brand Management 5120 Top Product Development Executive Global Grade(s): Oversees the development of new product ideas, including the study and evaluation of their potential and practicality. Coordinates the initial stages of new product development, as well as modifications or design changes in existing product lines New Product Planning Manager Global Grade(s): Researches, identifies, and evaluates potential new products. Coordinates the initial stages of product planning and development among marketing, sales, finance, engineering, and manufacturing in order to ensure the successful introduction of products into the marketplace Product or Brand Manager Global Grade(s): Plans, develops, designs, and implements domestic marketing programs for assigned product(s). Coordinates and oversees the execution of advertising and promotional programs to ensure profits meet objectives. Negotiates with outside vendors as appropriate. May research, identify, and evaluate potential new products. Advertising 2750 Top Advertising Executive Global Grade(s): Initiates, develops and coordinates effective advertising and promotion programs utilizing all media to publicize the organization's products and/or services. Directs the creation and placement of all advertising to support sales and profit objectives Online Advertising Sales Manager Global Grade(s): Generates advertising revenue utilizing the web site. Determines pricing and promotion of online advertising opportunities. Selects and manages new sales channels to maximize revenue Advertising Manager Global Grade(s): As delegated by the Top Advertising Executive, promotes the sale of the organization's products and/or services through various advertising media. Coordinates functions with Sales Promotion, Marketing and other departments Advertising Coordinator Global Grade(s): 10 Coordinates all aspects of print advertising. Establishes and updates production schedules and coordinates the preparation and completion of local and/or national market advertisements, promotional materials, brochures, flyers and other special projects. Acts as liaison between company individuals and outside vendors to ensure timely flow of all projects. Evaluates production processes in order to minimize costs. Objectively reviews all advertisements to ensure accuracy, layout/design, copy, pricing, etc Media Manager Global Grade(s): Develops, prepares, negotiates and/or administers the media contracts of the organization. Ensures that the most effective medium is used to advertise products and/or services at the most advantageous rates Sales Promotion Manager Global Grade(s): Formulates and executes sales promotion policies and programs. Analyzes the competitive position of the organization's products and/or services. Identifies new uses and markets for established products. Evaluates sales methods and prepares sales promotion materials to facilitate and maximize the effectiveness of the organization's sales efforts Promotions Coordinator Global Grade(s): 9-13 Plans, recommends, and implements promotions and events that are designed to increase sales and provide publicity for the organization and its product line. May establish and track promotion budgets and plan for purchases. Participates in the selection of promotional items and materials to support promotional events Web Site Promotion Specialist Global Grade(s): 9-11 Responsible for coordinating web based marketing promotions such as campaigns and banner advertising, maintenance of web site links and updates to search engines. Compiles and reports data on all web site promotion activities.

11 Code Advertising (continued) 2780 Media Purchasing Representative Global Grade(s): 9-13 Consistent with established quality and cost standards, negotiates and administers contracts for the purchase of advertising and promotion media. Appraises suitability and appropriateness of media to specific products and/or services. Analyzes advertising expenditures and sales potentials in relation to media purchases. Creative Services 2903 Creative Services Director Global Grade(s): Plans, directs and controls the overall efforts of Creative Services including but not limited to desktop publishing, digital production/print production and graphic arts for the organization. Ensures that all projects meet objectives, standards, timing and budget Art Manager Global Grade(s): Responsible for effectively planning, directing and coordinating all activities of the Art Department. Develops, designs and creates media ads including TV commercials, catalogs, brochures, and direct mail efforts to meet marketing objectives. Prepares timely reports relating to productivity, turnaround times and changes in workflow and equipment resulting in improved processes and cost containment Art Services Supervisor Global Grade(s): 9-14 Supervises overall efforts of the art/graphic design group. Determines or reviews specifications for projects and provides supervision of artwork and photography. Negotiates and purchases services of outside studios/engravers/art services. See Level Guide SUPV Marketing Communications Manager Global Grade(s): Plans and directs the development of the communications program for the organization including in-house graphics, services, audio visual, graphic and photographic media. Oversees research and development of text describing the company and its products and services. May provide ideas for the organization's web site structure. Ensures that new information is regularly added to all other communications media, which may include a company web site Marketing Communications Supervisor Global Grade(s): 9-14 Supervises employees engaged in planning and coordinating marketing communications and materials. Ensures that product bulletins, newsletters and related marketing materials are accurate and issued on a timely basis. Directs departmental projects and coordinates internal publications. Maintains outside vendor list and performs other responsibilities as assigned. See Level Guide SUPV Marketing Communications Specialist Global Grade(s): 8-11 Plans and coordinates marketing communications and materials. Develops and writes print publications (i.e., newsletters, brochures, manuals, etc.). Supports the implementation of marketing strategies and assists with research and analyses. May assist in determining marketing and promotional needs Editor Global Grade(s): 9-13 Selects, develops, writes, and edits material for various organization publications. Ensures that all materials meet established standards as to appearance and content. Obtains cost estimates and collaborates in the selection of illustrator(s) and printer(s), and approves their work. See Level Guide PROF Copywriter Global Grade(s): 9-13 Writes copy on specific topics for promotions and direct mailings. Assists in the preparation of the sales/marketing program and coordinates layouts with the art department. May assist in estimating production costs or monitoring work done by outside suppliers. See Level Guide PROF Graphic Design Specialist (Computer-Assisted) Global Grade(s): 8-11 Utilizes current graphic design technology and computer software packages to produce advertisements, sales promotions and public relations material for visual communications media. Originates design, art and copy layouts. Determines style, size and arrangement of type and illustrations. Provides instructions or directly assembles and prepares final layouts for printer. See Level Guide PROF4.

12 Code Creative Services (continued) 3090 Photographer Global Grade(s): 8-11 Schedules, coordinates and provides photographic services, including stills, motion pictures and videotapes to support sales, promotions and other organization-wide needs. Provides related processing, studio and darkroom services. Collaborates with outside vendors as needed. Maintains files of projects. Arranges for the repair and maintenance of supplies and equipment. See Level Guide SUPP Exhibit/Display Manager Global Grade(s): Manages all activities involved in creating and interpreting a variety of unique visual displays. Ensures adherence to quality standards regarding appearance and content. Authorizes or contracts and negotiates with vendors in the preparation of displays. Coordinates efforts involved in constructing and installing displays. Establishes and controls departmental budget Exhibit/Display Coordinator Global Grade(s): 6-10 Originates and prepares exhibits and displays, including design, layout, cost estimates, construction, installation, and arrangement. Reports effectiveness of each exhibit or display and suggests modifications for improvement. May travel to various locations setting up or dismantling exhibits or displays Print Production Manager Global Grade(s): Manages the preparation of project schedules, production specifications, estimates, and project status updates. Reviews quality, and approves print samples as well as all final products. Ensures the delivery of materials and samples in a timely manner whether in-house or outsourced. May advise senior management on cost-effective alternatives to production. Negotiates with third party providers Print Production Coordinator Global Grade(s): 9-13 Investigates, compares and recommends suppliers of marketing production services, including typography, paper and printing. Provides estimates for all printed marketing material. Direct Marketing 2925 Database Marketing Manager Global Grade(s): Manages the design and development of the company's direct marketing database. Analyzes demographics, industry/competitor information, contact history, general market trends, etc. Identifies, develops, and implements direct marketing programs to increase business opportunities. Designs and implements methods to gauge program effectiveness. Directs outside agencies, list brokers, and data source managers, as appropriate Database Marketing Analyst Global Grade(s): 9-13 Conducts database analyses for program measurement and evaluation. Generates marketing reports to identify potential sales opportunities, retain customers and increase sales. Implements the development, maintenance, and information flows of customer data for marketing purposes Marketing Information Systems Manager Global Grade(s): Manages the design, development, and implementation of sales and marketing office procedures into electronic data systems in support of sales and marketing administration and projects. Develops, tests, and implements new or modified systems to meet changing requirements. Recommends new equipment and/or software to support sales and marketing objectives Marketing Information Systems Supervisor Global Grade(s): Supervises employees engaged in implementing and maintaining a market information system utilizing internal company data including prospect/customer demographic information, competitive information, contact history, industry information, and general market information. Provides analytical support to answer requests for reports and analyses from Sales and Marketing Department personnel as well as appropriate personnel from other departments. See Level Guide SUPV Top e-commerce Executive Global Grade(s): Directs a cross-functional management team responsible for the development and management of e-commerce projects. Responsible for concept development, strategizing, planning, implementation, and coordinating of e-commerce marketing initiatives. Effectively presents the company's products and/or services to target audience. Responsible for on-line assortment, pricing, promotions, and product presentation. Tracks and reports on the effectiveness of Internet marketing success and appeal. Analyzes web service usage trends to improve and/or add functionality. Manages relationships with external Internet business partners.

13 Code Direct Marketing (continued) 1651 e-commerce Marketing Manager Global Grade(s): Manages the development and implementation of strategies intended to promote the organization's products and/or services through web site marketing. Participates in the design and implementation of web site marketing plans. Ensures web site achieves marketing objectives and adheres to quality standards regarding appearance and content. Monitors web site visitor patterns and trends, and adjusts strategies as appropriate. Market Research 2910 Top Market Research Executive Global Grade(s): Directs the analysis of sales records, trend research and estimates of market development and potential. Ensures that management is provided with the data needed to predict future market conditions Market Research Manager Global Grade(s): Analyzes sales records, researches trends, and estimates market developments and potential. Provides management with information used to predict sales potential and market conditions Market Research Supervisor Global Grade(s): 9-14 Supervises employees engaged in market research activities. Oversees the collection and analysis of market research data on current and prospective customers and competitors. Supervises and performs analyses on existing and potential markets for company products/services. See Level Guide SUPV Market Research Analyst Global Grade(s): 9-13 Analyzes existing and potential product/service markets. Collects and analyzes data on established and prospective customers and on competitors. Prepares reports that interpret market conditions and potentials. Investigates methods, costs of distribution, and advertising. See Level Guide PROF4. Sales/Marketing Administration 7955 Regional Business Manager Global Grade(s): Manages all business activities of one or more field office(s) within an assigned region. Responsibilities may include several of the following: accounting, budgeting, installing financial controls, assisting in the assessment of technology and training needs, providing technical sales support, ensuring customer satisfaction, and evaluating and establishing efficient and effective work processes for location(s) within the assigned region Manager of Marketing Administration Global Grade(s): Performs a variety of administrative functions, such as office management, order processing, scheduling of customer orders, and assembly of sales and incentive earnings data for the sales staff. Prepares and controls the marketing department budget Marketing Specialist Global Grade(s): 8-11 Provides support and assistance in several of the following marketing areas; market research (identification and interpretation of key business trends and findings unique to the industry), development and design of company and business unit marketing literature (brochures, advertisements, annual reports, etc.), review and update of the marketing infrastructure which may include a database system, intranet, and external web site. May coordinate graphics production of proposals, projects, and marketing literature Sales Analyst Global Grade(s): 9-13 Collects and evaluates sales data and analyzes economic conditions to measure the attainment of sales objectives. Prepares sales forecasts, recommends quotas for sales representatives, and advises on changes in promotional efforts Meetings and Special Events Manager Global Grade(s): 9-11 Oversees the planning and execution of logistics for company meetings and special events, which may include trade shows and other sales promotion events. Manages facility selection, contract negotiations, food and beverage selections, and arrangements for audio visual service, transportation, etc. Conducts reconciliations and makes periodic reports on activities costs.

14 Code Sales/Marketing Administration (continued) 2676 Meetings and Special Events Planner Global Grade(s): 10 Plans and executes logistics for company meetings and special events. Recommends selection of facility, negotiates contracts, makes food and beverage selections, and ensures arrangements for audio visual service, transportation, etc Meetings and Special Events Assistant Global Grade(s): 7 Assists the Meetings and Special Events Manager in the planning and execution of logistics for company meetings, special events, trade shows and other sales promotion events. Assists in site selection, food and beverage selection as well as makes arrangements for audio visual, transportation and other services. Keeps track of all expenses and assists in conducting reconciliations and preparing reports on activities costs Sales Estimator Global Grade(s): 9-13 Prepares cost estimates and price quotations on new work and coordinates the preparation of cost estimates on project continuations. Collects information for proper quotations from other functions as appropriate Sales Office Supervisor Global Grade(s): 9 Supervises a group of employees providing administrative and clerical functions in a sales office. Maintains office records, answers questions about the organization's products and/or services, and assists in advertising and promotion programs. Note: This position is usually found in organizations having a large clerical/administrative staff in a sales office. It is not the position of District Sales Manager or Regional Sales Manager. Typically, this position reports to either of these positions. See Level Guide SUPV Sales Assistant Global Grade(s): 5 Provides clerical/administrative support to a sales office or centralized sales function. Processes data and generates routine reports regarding sales results, sales force earnings, and market conditions. Maintains office records, calendars and travel itineraries. Answers questions about the organization's products and/or services. May assist in customer service functions. Operates a personal computer and appropriate software packages or its equivalent. See Level Guide SUPP Service Contract Administration Manager Global Grade(s): Manages the organization's service contract function. Responsible for negotiating, interpreting and administering all aspects of service contracts for the organization's products/services. Ensures that the organization fulfills the terms and conditions of each contract sold. May manage several Service Contract Administrators Service Contract Administrator Global Grade(s): 13 Under the direction of management, ensures that the terms and conditions of each service contract are fulfilled. Interprets contract provisions and refers nonroutine questions or problems to management. May assist in contract negotiations Field Services Manager Global Grade(s): Directs the installation, service and repair of equipment and machinery at customer sites. Plans, organizes and directs field service schedules, offices and facilities. Oversees the maintenance and utilization of required spare parts and supplies. Negotiates and monitors service contracts for machinery and equipment. May direct customer training and technical support services Technical Sales Support Specialist Global Grade(s): 9-13 Serves as advisor to the sales force, customers and potential customers regarding the resolution of technical, scientific or engineering issues that affect the sales, installation and utilization of organization products and/or services. Proposes changes in products and/or services that result in cost reductions and increased sales. May prepare operating manuals, references or training materials for customers and the sales force. See Level Guide PROF4.

15 Code Training 3320 Sales Training Manager Global Grade(s): Establishes and implements training programs to ensure the maximum effectiveness of the sales effort. Keeps informed of new training methods, techniques of competitors, and pending introduction of new products in order to ensure current and effective courses for sales personnel. Assists in recruitment of personnel for the sales organization Sales Training Supervisor Global Grade(s): 9-13 Supervises sales training programs to maximize effectiveness of the sales effort. Monitors progress of personnel in training and prepares reports on the results of training programs. Recommends changes to improve program content. Participates in the development of training programs with regard to new products or services. Participates in the recruitment of sales personnel. See Level Guide SUPV Sales Trainer Global Grade(s): 8-13 Develops, implements, and/or modifies training programs to ensure maximum effectiveness of the sales force. Reports on individual progress and identifies additional training needs. May assist in developing new training courses associated with the introduction of new products and/or services. Public/Trade Relations 3370 Top Public Relations Executive Global Grade(s): Organizes and directs public relations policies and programs to develop and maintain public, employee and stockholder interest, understanding and goodwill towards the organization. Administers policies covering the broad field of public relations activities, including the dissemination of public, employee and stockholder information Public Relations Manager Global Grade(s): As delegated by the Top Public Relations Executive, administers public relations policies and programs that cover a broad field of public relations activities, including public information, employee information services, and stockholder information services Public Relations Representative Global Grade(s): 9-12 Plans, prepares and disseminates publicity and good-will information concerning the organization through newspapers, periodicals, and audio and visual communication media. Accomplishes assigned duties through written communications, speeches and personal contact. Performs assignments in specialized areas of public relations activities such as press, radio and TV relations, community relations, stockholder relations, and intra-industry relations. See Level Guide PROF Trade Relations Manager Global Grade(s): Develops and maintains good relations with allied organizations, customers and potential customers. Formulates plans for trade association activities, represents the organization at association meetings, and assists in promotional activities to achieve maximum useful publicity in the trade.

16 Global Grades In order to address the variety of ways companies describe and structure jobs in markets around the world, Watson Wyatt has developed the Watson Wyatt Global Grades. This Global Grading System is designed to underpin survey job matching on a consistent world-wide basis. The Watson Wyatt Global Grades methodology allows companies to compare positions in this reference with those in other references, from country to country, and has its roots in basic job evaluation. The sizing factors selected are transferable across national boundaries and provide an appropriate mechanism for job matching. The factors include a combination of input factors such as the knowledge, skills and competencies demanded by a job/role as well as output factors such as the nature and scope of impact of the job/role within the organization/business. We have used the factor plan to evaluate a broad sample of jobs from our existing survey databases around the world. (The Watson Wyatt Data Services Global 50 Remuneration Planning Report includes selected jobs that are common and stable to all countries/markets. Many of these jobs are found in all sectors; however, the data provided in the study are sourced primarily from the Industrial, High Technology, and Service Sectors.) Because the use of evaluation points on an ongoing basis to differentiate relative job size can be very burdensome, we felt that a Global Grading System would be a more immediately useful tool. Additionally, we found that while a factor plan will differentiate between job roles as a direct result of organization size, it may not be sufficiently sensitive to reflect all organization scope differences that are important in the collection and analysis of market data, particularly at senior job levels. We discovered through extensive research that there are a number of quantitative and qualitative factors that play a stronger part than others in determining the size of roles of senior executives including: Sales/Turnover Total Assets Under Management (for Financial Institutions) Number of Employees Complexity/Diversity of Organization and Markets (Domestic, International, Global) Geographical Breadth The Watson Wyatt Global Grades methodology described above is a 25-grade job-worth hierarchy, and has been applied to each job and job family currently found in all of our surveys/reports. The hierarchy is mapped out diagrammatically at the end of this section. Benchmark Roles/Jobs Each benchmark job, and its levels contained in this survey/report, has been assigned a discrete global grade (GG) or a range of grades. These levels either reflect a difference in the scope of skills requirements/responsibilities of a single job/role, or different jobs/roles within an organizational hierarchy.

17 Broad Grade Band Definitions Many participants use a series of broad bands or role levels within their internal compensation program. Our Global Grading System can easily reflect that, as shown in the descriptions that accompany each of the groupings listed below and portrayed in the Global Grade Map. Top Management 1 - GG 21-25: This category covers all Senior Executives at the group or board levels in large multinational companies, up to and including Chief Executives. Executives in this band will be responsible for defining business strategy and contributing to the organization through their vision. Top Management 2 - GG 16-20: This category covers all heads of functions or divisions below the group board level in the large multinationals or Chief Executives in medium to large organizations. Heads of Function in this band actively participate in developing company policy and closely advise the Chief Executive on strategy. They will contribute to the organization through strategy definition and implementation and to their function through their vision. Chief Executives and Business Unit Managers in this band will be responsible for defining business strategy and contributing to the organization through their vision. Middle Management - GG 12-16: This category covers Middle Managers below Heads of Function and/or those reporting to Senior Management in medium to large organizations, as well as Top Management positions in small organizations or business units. These positions would typically contribute through their people leadership. Positions with supervisory responsibility not regarded as having full management status would not be included here. This category may also cover Technical Experts, individual contributors who deliver a job that is key to the company. These positions would contribute to the organization through their professional leadership. Professional/Administration/Junior Management - GG 9-16: This category covers Supervisory Positions and Junior Managers where staff responsibility is a large portion of the job, e.g. accounts department supervisors, operations supervisors, etc. The category also includes professional staff, e.g. accounting, computing, engineering, marketing, personnel and purchasing staff. Finally it also covers some senior administrative jobs. Although similarly leveled, these three employee groups differ in their nature. Junior Management jobs contribute primarily through others; administrative jobs contribute independently and professional jobs contribute through the use of their expertise. Some organizations may separate them into different levels based on that criterion.

18 Clerical/Technicians - GG 5-8: This category covers all clerical, administrative and secretarial staff with little or no supervisory responsibility but that contribute independently through their skills to the organization, e.g. junior staff in finance, marketing, office services and personnel functions. It also covers basic computing/data processing staff such as operators, customer service assistants and skilled craftsmen/technicians, as well as senior production operators and occasionally team leaders in manufacturing environments. Manual/Junior Clerical - GG 1-4: This category includes manual workers/operatives, messengers, receptionists, telephone operators, and typists who contribute to the organization with assistance from more senior positions.

19 Global Grade Map Management Career ROLE CONTRIBUTES (THROUGH) Tasks 1 Skills 2 Expertise 3 Leadership 4 Functional Strategy 5FS Business Strategy 5BS BAND GRADE st LINE TOP MANAGEMENT TOP MANAGEMENT MIDDLE MANAGEMENT SUPERVISOR Professional Career 1 2 3T 4T ANCILLARY CLERICAL/ ADMIN. SR. CLERICAL/ ADMIN. TECHNICIAN PROFESSIONAL SENIOR PROFESSIONAL Number of Employees Turnover (US $ MILL) ,600 4,100 10,600 27,500 75, , ,000 2,000 5,000 10,000 50, ,000 PRODUCT COMPLEXITY OF MARKET DIVERSIFICATION Domestic International Global Low Medium High