THE 2013 HAYS SALARY GUIDE SHARING OUR EXPERTISE

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1 THE 2013 HAYS SALARY GUIDE SHARING OUR EXPERTISE

2 CONTENTS Introduction 03 About Hays 04 Accountancy & Finance 06 Banking 08 Construction 10 Energy 12 Human Resources 14 Insurance 16 IT & Telecoms 18 Legal & Tax 20 Manufacturing 22 Marketing 24 Medical Devices 26 Office Support 28 Pharma 30 Property 32 Purchasing 34 Retail & HoReCa 36 Sales 38 Transport & Logistics 40

3 INTRODUCTION Michał Młynarczyk Managing Director Welcome to the 2013 Hays Poland Market Overview and Salary Guide. We are delighted to present to you the latest report prepared by Hays Poland on salary levels as well as the trends currently prevailing on the Polish job market. In this publication you will find comprehensive salary level analysis for experts and managers split across the 18 specialist sectors. The guide looks at hiring trends over the past 12 months and considers the major economic, legislative and technological changes that will shape the labour market in the upcoming year. The report presents the minimum, maximum and the most commonly offered monthly remunerations in PLN (gross) on a full time position. The data is based on the analysis of a few thousand recruitment projects run by Hays for its SME and Corporate Clients across the territory of Poland in We hope you will find the data presented in this publication interesting and useful. Michał Młynarczyk Managing Director HAYS Poland/CEE

4 POWERING YOUR BUSINESS WITH OUR EXPERTISE Hays Poland is a part of Hays plc, the world s leading company in recruiting qualified, professional and skilled work. Today, with more than 40 years of recruitment experience, the Group operates out over 245 offices in 33 countries, employing around 7,800 staff worldwide across 20 specialisms. About Hays Having launched our first office in Warsaw in 2002, we are proud to have grown into the largest specialist permanent recruitment company in Poland, employing over 190 staff. Our offices are now located in Warsaw, Katowice, Wroclaw, Cracow, Gdynia (Tricity), Poznan, Lodz and Szczecin. How we can help you We offer tailor-made recruitment services on permanent, contract and temporary basis along with Executive Search, Recruitment Process Outsourcing (RPO) and Employer Branding Solutions. Our passion lies in helping people develop their professional careers, in whatever sector they are in - quite simply, we power the world of work.

5 20 AREAS OF SPECIALISM 33 COUNTRIES WORLDWIDE 245 OFFICES WORLDWIDE EMPLOYEES WORLDWIDE PERMANENT CANDIDATES PLACED IN PEOPLE PLACED INTO TEMPORARY ASSIGNMENTS IN 2012

6 ACCOUNTANCY & FINANCE RESILIENT SKILLS STEADY DEMAND While organisations operating in the retail, service and property sectors reported the greatest demand for finance specialists in 2012, recruitment in 2013 looks to be more subdued due to the economic slowdown, and in particular the slump in the construction industry. The same trend applies for the top positions in finance, such as Chief Financial Officer (CFO), Financial Directors and also for Financial Managers the latter will have similar responsibilities to Financial Directors, albeit on lower salaries. However, hiring activity for international accounting offices and consulting and audit firms (such as the Big Four ) will remain steady. Due to the specific nature of the work, knowledge of English is essential as well as experience of International Accounting Standards or US GAAP. The rise of the Finance Business Partner We have noticed an increase in accountancy and tax positions, so we expect a greater demand for professionals, especially those with knowledge of taxation law. The role of the Finance Business Partner is also expected to grow as finance departments need people who can analyse problems, minimise risks and optimise costs. Demand will be more pronounced in the pharmaceutical, FMCG and Manufacturing sectors.

7 SALARY GUIDE - ACCOUNTANCY & FINANCE POSITION MIN * MAX * OPTIMUM ** Accountant Independent Accountant Chief Accountant Chief Financial Officer Financial Manager Controlling Manager Risk Managing Specialist Financial Controller Financial Analyst * Data based on gross monthly salaries in PLN (full time) ** Most commonly offered salary for a given position The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

8 BANKING PRODUCT KNOWLEDGE GROWING REVENUE STREAMS Banks and financial institutions will continue with their cost reducing plans in 2013 and this will affect all areas, from sales departments to streamlining of support functions and company-wide restructuring. This situation is profitable for consulting companies whose important customers include financial institutions. We can expect to see an increased demand for business process management specialists, as well as restructuring and Mergers and Acquisitions (M&A) with project management experience of the financial sector. Sales directors who will be able to manage and motivate these new teams are in demand as are the specialists with very extensive product knowledge and the willingness to expand it even further. Salary levels are likely to fall and following redundancies in many banks, there are a lot of sector specialists actively looking for a new role and are prepared to take a cut in pay. The force of sales Furthermore, financial capital groups are looking to hire leasing and factoring specialists given the ability of these individuals to find new income streams during the economic downturn. For the same reason, financial institutions want to bring in experienced salespeople across all banking areas, from retail banking through solutions for small and mediumsized enterprises (SMEs) to corporate banking for the larger multinationals.

9 SALARY GUIDE - BANKING POSITION MIN * MAX * OPTIMUM ** Customer Advisor Private Banker Retail Branch Manager Credit Analyst SME Advisor Corporate Client Advisor Senior Corporate Client Advisor Corporate Branch Manager Stockbroker Invesment Analyst Capital Markets Manager Fund Accountant Senior Fund Accountant Fund Accountants Team Leader * Data based on gross monthly salaries in PLN (full time) ** Most commonly offered salary for a given position The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

10 CONSTRUCTION CHALLENGING TIMES EFFICIENT RESOURCE PLANNING The second half of 2012 was particularly challenging for the Construction sector, coming in the aftermath of the completion of the majority of investment projects related to the organisation of Euro A relatively new area for the Polish construction industry is sustainable, environmental construction, therefore specialists in the field will be sought by developers, consulting firms, contractors and architecture practices. This situation has obviously had a huge impact on the labour market with significantly lower demand for Project Managers, Construction Managers and Engineers. This is mainly due to the difficult market situation, companies are trying to make better use of available resources rather than hiring new staff person. Infrastructure investment, particularly for roads, has been put on hold and therefore this will lead to a lull in work and employment opportunities. This was also exacerbated by the winding down of several large companies. In addition, the bankruptcy of several large companies brought to the fact that there are many professionals in this field who actively seek work in the market. Railway projects on the up However, railway construction projects are just entering the implementation phase and companies are seeking Contract Managers, Construction Managers as well as Track Supervisors and Rail Traffic Controllers. We also expect to see an increase in job offers for Hydrotechnical and Energy Construction specialists.

11 SALARY GUIDE - CONSTRUCTION POSITION MIN * MAX * OPTIMUM ** Junior Architect Architect Senior Architect/ Team Leader Technical Director Site Supervisor Site Engineer Site Manager Works Manager Project Manager Quantity Surveyor/ Cost Manager Tender Specialist Cube Tender Specialist Roads FIDIC Specialist/ Claim Road Laboratory Specialist Designer Designer Assistant Sustainability Engineer/ Specialist Sustainability Manager * Data based on gross monthly salaries in PLN (full time) ** Most commonly offered salary for a given position The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

12 ENERGY DEVELOPING TECHNOLOGY AWAITING CHANGES Although considerable investment in renewable energy has just entered into the implementation phase, many companies are still waiting before making their final decisions to build due to the lack of regulation in the sector. The acquisitions that took place in the Biogas sector in 2012 could signal further investment in the near future. In 2013 we predict further development of the photovoltaic sector, both in the production of photovoltaic cells and their installation, which will be strongly promoted by energy effectiveness consultancies. Part of the investment is still at the concept and design phase, so companies will also need experienced consultants to lead the project for the client. Salaries in the Energy and Construction sectors remained stagnant in 2012 with companies no longer willing to hire candidates with excessive financial expectations. This trend is likely to continue in 2013 and will only change if there is a simultaneous entry into the implementation phase of several large construction projects, power plants and incinerators. However, this is not expected to happen before Jobs will also be created in the new shale gas industry in 2013, with demand particularly buoyant for geologists, geophysicists and drilling engineers due to the fact that the industry is still in the exploration stage. Demand for engineering skills Several major bids/tenders have been resolved for the construction of power plants and waste incinerators in 2012, which will drive demand for engineering staff managing ECP projects. This will result in a requirement for project managers, site managers and automation, electrics, sanitary and construction work coordinators.

13 SALARY GUIDE - ENERGY POSITION MIN * MAX * OPTIMUM ** Piping Designer Commissioning Engineer Development Director Drilling Manager Geologist Oil & Gas Drilling Engineer Electrical & IC Supervisor Power Trader Process Engineer Piping & Mechanical Supervisor Project Manager Biogas Key Account Manager Business Development Manager EPC Project Director Site Manager Electrical Engineer Planner O&M Engineer Boiler Engineer Mechanical Designer Wind Project Developer * Data based on gross monthly salaries in PLN (full time) ** Most commonly offered salary for a given position The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

14 HUMAN RESOURCES PARTNERING BUSINESS ADDING VALUE In the times of economic slowdown, there is a growing tendency to analyse the effectiveness of processes and create benchmarks for HR activities. Therefore we expect a growing demand for process analysis specialists. Many companies, especially those employing large salesforces, will seek to employ Compensation & Benefits specialists, who will be responsible for implementing an optimal remuneration system in the company. Having an enticing rewards structure will not only help attract the best talent but also cement a company s reputation as an employer of choice. HR salary levels are currently stable and for 2013 we do not foresee any significant changes. Companies are not expanding their HR departments, rather seeking to consolidate and maximise current resources. We do not expect significant layoffs either and with turnover ratio staying fairly low, salaries will remain constant. HR business partners on the rise, training reduced Another noticeable trend is the growing creation of HR Business Partner roles. These professionals act as HR advisors for specific teams or departments within the company. Conversely, training specialists and trainers will be less in demand, mainly due to the fact that EU funding for such activities has been withdrawn. This has clearly made life very difficult for some training companies, who relied on this financial support for their very existence.

15 SALARY GUIDE - HUMAN RESOURCES POSITION MIN * MAX * OPTIMUM ** HR Director Learning & Development Manager Training Specialist Internal Trainer Recruitment Manager Recruitment Specialist Employer Branding Specialist Payroll Manager Payroll Specialist Compensation & Benefits Specialist * Data based on gross monthly salaries in PLN (full time) ** Most commonly offered salary for a given position The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

16 INSURANCE SPECIALIST KNOWLEDGE DIVERSIFIED PORTFOLIOS The Insurance market in Poland has fared far better than its Banking counterpart. At the start of 2012 French sales company Proama started its selling activities in Poland with Britain s Prudential to follow suit in mid-2013 with both companies actively hiring to complete the teams. The greatest demand will be for Sales specialists (Insurance Advisors and Sales Team Managers) as well as Product Managers. To maintain their profit levels, insurance companies will also increase the use of non-traditional sales channels, such as bancassurance and multi-agency. Insurers will be looking for specialists to support these channels, such as Customer Data Administrators, and Trainers for bank and multi-agency staff. The new EU Solvency II insurance directive is scheduled to come into force on 1 January, Although this may now be further delayed until 2016, this does not exempt Polish insurance companies from having to adapt their internal systems to these requirements. They will therefore need to take on specialists, such as actuaries and risk specialists, who can command higher salaries as a result. Requirement for actuaries and risk specialists Insurance firms will be looking for Product Managers, due to new and more sophisticated products on the market to fill a greater number of market segments.

17 SALARY GUIDE - INSURANCE POSITION MIN * MAX * OPTIMUM ** Head of Actuarial Services Actuary Actuarial Analyst Claims Director Claims Specialist Product Director Product Manager Sales Director (base salary) Life Underwriter Underwriter Sales Team Manager Insurance Advisor * Data based on gross monthly salaries in PLN (full time) ** Most commonly offered salary for a given position The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

18 IT & TELECOMS NEW TECHNOLOGIES SALARY INCREASE The IT sector has proved extremely resilient and weathered the financial storm. Organisations have not been under the same pressures to reduce headcount; in fact, they continue to look for suitably qualified candidates. This is largely due to the steadily emerging new technologies in the market, which require highly qualified specialists. Programmers are one such example and we re already seeing salaries rise by around 10-15% compared with the beginning of This demand for specialists is also driven by the emerging new companies that are opening software development centres in Poland and want to attract the best candidates by offering attractive salaries. Organisations are also very keen to hire SAP specialists, the greatest demand here is for functional and implementation consultants and ABAP developers, especially those with knowledge of finance, HR and manufacturing modules. Other in demand skills include virtualization (e.g. VMware or Citrix), short-range communication (NFC), real-time communications (RTC), cloud computing and IT security. The need for technical IT skills Software development experts, primarily web applications specialists, mobile developers and telecommunications professionals, will also be in demand. Companies will be looking for individuals with development and testing experience, using the latest versions of technologies such as Java /JEE,.NET, C++, ios, Android, Windows Phone OS or HTML 5, CSS 3 and JavaScript.

19 SALARY GUIDE - IT & TELECOMS POSITION MIN * MAX * OPTIMUM ** IT Manager/ Director/ CIO IT Administrator Network Engineer Database Administrator/ Analyst Database Developer Helpdesk Support System Security Engineer Key Account Manager/ BD Manager Channel Sales Manager Project Manager Application Development Manager/ R&D Manager Systems Architect Business Analyst Developer HTML+CSS+JavaScript Java/ JEE Developer (min. 2 years exp.) NET Developer C++ Developer Embedded Engineer Mobile Applications Developer Senior Developer/ Team Leader QA Specialist/ Tester SAP Consultant CRM/ ERP Consultant Business Intelligence Consultant * Data based on gross monthly salaries in PLN (full time) ** Most commonly offered salary for a given position The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

20 LEGAL & TAX CAPITAL MARKET LITIGATION EXPERIENCE Cost cutting continues to be the order of the day in the Legal sector in 2013, with law firms bearing the brunt as organisations tend to bolster their in-house teams. This is reflected in the number of opportunities for in-house lawyers. Given the interest in the Polish market for foreign investors (including financial companies), we observe a growing demand for lawyers who can handle these types of transaction. Capital markets and cross-border tax specialists as well as compliance managers are also sought after. As a result of the reluctance of banks to grant corporate credits, companies are looking for extra funds in the capital markets, usually through the issue of corporate bonds. This is very popular in the energy (both traditional and renewable) and waste management sectors. Therefore professionals with experience in handling these types of transactions will typically have several job offers to consider. Litigation and arbitration expertise The development of new technologies and the growing volume of transactions in the Polish market, realised through e-trading sales channel, has led to an increase in the number of jobs for candidates who specialize in this area of law. There was a noticeable rise in the volume of work for litigation, arbitration and restructuring specialists, particularly in the construction sector in the second half of Given the complexity and duration of these issues, we expect increased demand for litigation and arbitration specialists.

21 SALARY GUIDE - LEGAL & TAX POSITION MIN * MAX * OPTIMUM ** Tax Advisor In-house Lawyer Legal Advisor (In-house) Junior Lawyer (Law firm) Legal Advisor/ Associate (Law firm) Senior Lawyer/ Senior Associate (Law firm) Tax Manager Tax Specialist Legal Department Manager * Data based on gross monthly salaries in PLN (full time) ** Most commonly offered salary for a given position The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

22 MANUFACTURING LEADERSHIP TALENT PRECISION PLANNING Organisations are increasingly looking to recruit people with regional responsibilities, covering all Central and Eastern European (CEE) countries. Health, Safety, Environment (HSE) and Quality Management are examples of departments having a requirement for this type of role. Candidates will be required not only to have expert knowledge of their subject but also speak English fluently and demonstrate leadership and strategic planning skills. The Fast Moving Consumer Goods (FMCG) sector investment in the Mazovia Region, especially in the food industry, has led to a growing demand for experienced professionals. Individuals with an automotive or white goods sector background are not however so highly sought after. The shortage of plastic injection moulding specialists (combined with good English) has increased their value, which has further been boosted by the fact that employers aren t prepared to consider individuals from different process backgrounds. Food technologists specialising in food additives are also in demand, particularly those with sales skills. In the Krakow and Malopolska region, R&D specialists are hot property. With a number of multinationals centralising some of their R&D activities in Poland, the need for skilled people with an excellent command of English is essential, not least because these centres usually cooperate with other similar entities across the world. We also expect R&D engineers and design engineers, especially those with mechanical skills, to be in demand.

23 SALARY GUIDE - MANUFACTURING POSITION MIN * MAX * OPTIMUM ** Plant Manager (more than 100 FTEs) Plant Manager (up to 100 FTEs) Production Director Production Manager Shift Manager Production Planner Engineering Manager Project Manager Project Engineer Maintenance Manager Maintenance Engineer Automation Specialist Service Manager Master Black Belt Lean Manager/ Director Lean Coordinator Lean Manufacturing Engineer R&D Manager R&D Engineer Process Engineer Quality Director Quality Manager Quality Engineer * Data based on gross monthly salaries in PLN (full time) ** Most commonly offered salary for a given position The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

24 MARKETING MARKETING GOES DIGITAL BOOSTING ONLINE INCOME Polish companies have, for the past few years, increased their digital marketing expenditure. These activities include online advertising, Search Engine Marketing (SEM) as well as content marketing, focusing primarily on the company s presence on social networking sites. This has naturally led to an increase in the demand for specialists with experience of SEM, Search Engine Optimisation (SEO), Marketing and Social Media. New company-specific roles in digital marketing are being created all the time, so the variation in salary levels can be quite considerable, although organisations will pay a premium for an impressive track record. Maximising online revenue Due to the need to increase efficiency and optimise costs, we expect to see an increased demand for professionals who specialise in the effectiveness of promotional campaigns, especially online. The Technology and FMCG sectors are also predicted to boost their marketing teams; for the former Product Managers will be in demand while Brand Managers will be sought after by the latter.

25 SALARY GUIDE - MARKETING POSITION MIN * MAX * OPTIMUM ** Marketing Specialist Marketing Manager Junior Brand Manager Brand Manager Senior Brand Manager/ Group Brand Manager Product Manager PR Manager PR Specialist Marketing Director E-marketing Manager E-marketing Specialist SEM/SEO Specialist Marketing Specialist Social Media Specialist * Data based on gross monthly salaries in PLN (full time) ** Most commonly offered salary for a given position The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

26 MEDICAL DEVICES ACQUIRING TALENT DEVELOPING BUSINESS The Medical Devices sector has experienced a lot of Mergers & Acquisitions (M&A) activity over the past 12 months. Several new players have entered the Polish market and started to build their salesforces. These companies usually look for business development specialists with national or regional remits. For these roles, employers are willing to offer very competitive salaries, often significantly higher than the remuneration offered by large corporations, who have already been established in Poland for a number of years. These salary increases are rather the exception than the rule. We have noticed that employers in the main have actually begun to lower the basic salaries, in some cases by up to 20%. However, the variable component, especially bonuses and salesbased commission, have increased. Whereas previously only people with the right background would be considered, employers are now open to giving opportunities to those with the necessary education and sales skills, but who lack the specific experience. Quality control and product compliance expertise will also be highly sought by employers in 2013, given the necessity of registration and adaptation of medical devices to the requirements of Polish law. Industry laboratories will also focus on hiring business development specialists and medical representatives while Market Managers, Laboratory Managers and Market Analysis and Forecasting specialists will also be in demand. Continuing demand for sales expertise We expect further increases in demand for medical representatives in the area of vascular and cardiac surgery in the north of Poland while a shortage of sales representatives that specialise in surgery will provide a talent challenge for employers in the South East, especially in the Lublin and Podkarpackie region. The demand for sales positions requiring knowledge of specific market and equipment usage training skills in the Medical Devices sector is likely to continue in 2013.

27 SALARY GUIDE - MEDICAL DEVICES POSITION MIN * MAX * OPTIMUM ** Laboratory Sales Representative Laboratory Manager Laboratory Director Junior Product Manager Product Manager Analyst Lab Assistant Medical Devices Sales Representative Product Manager Quality/Regulatory Market Manager/ Analyst (laboratory/ medical devices) * Data based on gross monthly salaries in PLN (full time) ** Most commonly offered salary for a given position The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

28 OFFICE SUPPORT COST REDUCTION FLEXIBLE PLANNING Office support departments will continue to be targeted in 2013 as part of organisational cost cutting. What this means is that on the one hand companies will be looking for candidates with several years of experience (preferably with international companies) and knowledge of at least two foreign languages, who will be able to add value in other areas without requiring further training. Organisations are keen to employ staff for lower level administrative positions, especially receptionists and assistants on temporary. This helps to reduce costs while affording companies the flexibility to increase or decrease headcount to adapt to the current market situation. On the other hand, companies will employ people with less experience and qualifications (and thus lower salary expectations), but who are well organized and are able to learn quickly. Flexible workforce planning We also expect to see Office Managers being replaced by Office Assistants during restructures to reduce headcount and costs. Although, these positions may have similar responsibilities, salary expectations will be significantly lower.

29 SALARY GUIDE - OFFICE SUPPORT POSITION MIN * MAX * OPTIMUM ** Administrative Director Office Manager Office Assistant Receptionist Board Assistant Fleet Manager Department Assistant Director Assistant Personal Assistant/ Executive Assistant Call Centre Consultant * Data based on gross monthly salaries in PLN (full time) ** Most commonly offered salary for a given position The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

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