Market Overview and Salary Survey: Sales July 2012

Market Overview and Salary Survey: Sales July 2012

FMCG Anton Narinyani, Manager, FMCG Recruitment, Antal Russia The situation on the FMCG labour market barely changed compared to last year. During the first half of this year, as before, some mergers and acquisitions took place on the Russian market and as a result, a large number of candidates entered the labour market. However, most of them quickly found new jobs. The greatest number of inquiries from employers is for Key Account Manager positions. Requirements for candidates still include experience in the major brand companies, preferably market leaders with at least a good level of English and University education. Depending on the level of the position, an MBA degree may also be in the list of the requirements, or at least desirable. Companies are willing to pay for strong sales managers. Due to frequent moves from one company to another, the average level of fixed salary offered by employers is rising. However this trend is weaker than in the pre-crisis period. The FMCG market at the beginning of 2012 was expecting changes in the political situation, although after the elections, the general mood of these companies is fairly positive. Anyway FMCG sector is traditionally less affected by any instability in the economy. Business is growing, but with adjustments to the current moment. Sales Director (Companies with turnover USD 5 50 mln.) 270 000 400 000 National Key Account Director 250 000 450 000 National Key Account Manager 160 000 220 000 Senior Key Account Manager 150 000 180 000 Key Account Manager 100 000 150 000 Regional Sales Manager 100 000 200 000 Territory Sales Manager 80 000 120 000 Business Development Manager 150 000 250 000 Divisional Manager 200 000 300 000

B2B Vera Filatova, Senior Manager, B2B Recruitment, Antal Russia The first half of this year was quite positive for B2B sector. The market maintained an upward trend with companies actively opening new positions for sales managers at various levels. Companies have expanded their sales departments and are hiring new salespeople. Start-ups continued entering the Russian market, increasing the trend for skilled professionals too. Particular demand for strong sales professionals was observed in the food and chemical sectors. In the wake of instability in the global economy, international B2B companies are not yet ready to make predictions for the second half of the year. Now the market froze a little, awaiting for further developments. A fixed part of income offered by employers has increased by about 10% compared to the last year and many candidates have received particularly improved bonuses for 2011 and thus were satisfied with their size. Commercial Director 250 000 400 000 Sales Director 200 000 350 000 Sales Manager 110 000 150 000 National Sales Manager 150 000 250 000 Regional Sales Director 170 000 250 000 Regional Sales Manager 110 000 180 000 Key Account Manager 120 000 170 000 Business Development Manager 150 000 200 000

IT/Telecoms Irina Kuzmenko-Trok, Manager, IT/Telecom Recruitment, Antal Russia The number of new, international firms entering the Russian market continues to increase. The economic recession in Europe has had an impact in the IT / telecoms sector which explains why more and more companies, both vendors and service providers who did not previously consider entering the Russian market have begun to think more seriously about its prospects, and have started setting up an office here. Companies need sales managers who are ready to engage in the development of start-ups and are ready to compete with larger, more established outfits. There is demand for professionals who sell solutions, services, services, not only licenses and packaged solutions. When searching for a sales manager, considerable attention is paid to the knowledge of specific industries, known as verticals: professionals working with the public sector, financial institutions, and oil & gas companies are in particular demand. Companies are ready to headhunt and outbid each other to win the services of the best candidates due largely to the significant lack of experienced candidates. Whilst salaries have strangely remained virtually unchanged compared to last year, in most cases candidates can expect to receive a substantial increase in salary (usually an absolute minimum of 20%) only when they move to another company. IT Commercial Director 200 000 400 000 Sales Director 150 000 300 000 Sales Manager 100 000 180 000 National Sales Manager 120 000 200 000 Regional Sales Director 150 000 300 000 Regional Sales Manager 100 000 180 000 Key Account Manager 100 000 200 000 Business Development Manager 150 000 250 000

Telecoms Commercial Director 200 000 500 000 Sales Director 180 000 400 000 Sales Manager 100 000 150 000 National Sales Manager 120 000 180 000 Regional Sales Director 180 000 400 000 Regional Sales Manager 120 000 200 000 Key Account Manager 100 000 180 000 Business Development Manager 120 000 200 000

Pharmaceutical Timur Omelchenko, Manager, Pharma Recruitment, Antal Russia, Marina Dmitrieva, Principal Consultant, Pharma Recruitment, Antal Russia The demand for strong salespeople for pharmaceutical companies has remained at a high level. As expected no major changes in the market occurred and the general trends is positive. Despite the law limiting interaction of medical representatives with doctors, the number of vacancies has not decreased, forcing companies to look for new ways to promote their products. In addition, new companies entering the market are actively hiring salespeople. However, due to this law, some candidates either left the pharmaceutical sector altogether or simply moved into other departments, such as marketing or medical. The market for top salespeople is extremely competitive. If a particular company does not come to an agreement with one candidate, there are many more firms who are willing to extend this person an offer. Pharmaceutical companies continue to headhunt the most valuable employees from competitors, but many try to achieve this without offering particularly high increases in salary (often hampered by strict salary brackets imposed from head office). Employers are occasionally willing to consider candidates not only from pharmaceutical market, but also from the FMCG sector, although without product and market knowledge being crucial to success in the job, it s often a last resort. Sales Director 230 000 300 000 National Field Force Manager 180 000 270 000 Regional Field Force Director 150 000 230 000 Key Account Manager 75 000 140 000 Business Development Manager 200 000 250 000