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The Project

The Project……CCBM Certification Programme under AHRB Fellowship 2

Project 1: To Design and Develop a salary structure for 5‐6 positions for a particular division in an organization using either point plan or job grading.

Submitted By: Nitin Daangal

Note: This Assignment is the Intellectual property of Middle Earth Consultants or Carlton Advanced Management Institute. This may be uploaded on the net and hence any confidential material that is not to be shared is not put in the assignment. Any resemblance to an organization’s data, information or structure be treated as a matter of coincidence.


Objective: This project is done as a part of Certified Compensation & Benefits Manager Program under the AHRB Fellowship Programme. Project Title: To Design and develop a salary structure for 5‐6 positions for a particular division in an organization using point plan. INDEX 1) Introduction 2) Department Structure 3) Job Descriptions 4) Compensable Factors 5) Degrees & Their Definitions 6) Point Plan 7) Understanding of Point Plan & Designing the Structure 8) Salary Structure Break up for the Positions 9) Description of Salary Components 10) Conclusion


1) Introduction I have taken up this assignment considering the various compensable factors which affect the type of Industry that I have selected which is manufacturing, the domain “Sales” department is considered for this assignment. Its one of the Global Manufacturing Company, having its own manufacturing Setup and an Independent Sales Department, both are at different Locations. Various Roles coming under the Department have been studied with respect to the Importance of the Role in the organisation, co ordination factor in the Department and with other departments of the Organisation and its importance to the Business Process. Sales is one of the four important perspectives of any of the Business models, it has its own importance in a particular industry as such. Organizations do seek to have the best people in this important department, not only attracting such talent but retaining them, maintaining their Compensation Structure and aligning with the Organisation and other departments is one big challenge that is faced by the HR Department of such an Organisation. Thus it becomes utmost important to study the Compensable factors, The Equity Factor, Details of Job Descriptions and maintaining the balance in designing and preparing the Compensation Structure of this Department.


2) Department Structure: Being a part of a Global Company, there in not a very big Hierarchical Org. Chart for the Sales Department. This department is handling the overall requirements of various products of the company in the country.

DEPARTMENT STRUCTURE

HEAD SALES & MARKETING

BUSINESS DEVELOPMENT TERRITORY TERRITORY TERRITORY

MANAGER MANAGER MANAGER MANAGER (SOUTH) (NORTH) (WEST)

CUSTOMER ACCOUNT SPECIALIST CUSTOMER ACCOUNT SPECIALIST

SALES TRAINEE

3) Job Descriptions: Well structured JD’s make it easy to understand the Requirement of the role and similarly plays an important part in deciding the salary band for various class of employees in one department.


Job Description 1

Job Summary: Provide a brief description of the job:

Duties and Responsibilities: a) List in order of importance the duties and responsibilities of the job. Identify what is

done and how it is done. Indicate the percent of time spent weekly on each responsibility. Do not include responsibilities that require less than 5% of time.

Position Title: HEAD Sales & Marketing Department: Commercial EMEA Sales Reports To: Director, Commercial in Corporate(USA) Level: C1 Location: Mumbai (India)

The Sales Manager is primarily responsible for planning, directing, motivating and monitoring the activity of the Sales and Customer Service Team in order to achieve the established business targets. Accountability includes planning and implementing sales programs, both short and long range, targeted toward existing and new customers / markets according to the overall strategic directions. This role is also responsible for establishing and meeting budgets, developing best regional sales tactics and making personal decisions. The Manager will be accountable for ensuring collaboration between Sales, Product / Business Management, Operations and Technology as it relates to customers. Identifying, coaching and developing local employees are other important requirements.

Manage all aspects of sales territory, including but not limited to, reviewing and analyzing sales performances against programs and plans to determine effectiveness. Strong emphasis to be laid on profitable growth by improving both customer and product mix.

40%

In cooperation with Regional Sales Management, develop and implement strategic sales plans and forecasts to achieve corporate objectives.

30%

Build and maintain rapport with industry influencers and key strategic partners. 10%Coordinates liaison between sales department and other sales related units. 10%Manage, coach and develop the Sales / CAS Team by driving enhanced professional selling techniques and skills such as value selling, key account management etc.

10%


Knowledge and Skills: Specialized knowledge and skills needed to perform the job.

Proven commercial experience Effective ability to communicate orally or in written form effectively with co‐management, internal and external customers. Analytical, problem solving, critical thinking, listening skills. Ability to help dealing with local authorities and certifying entities in order to help establish the company and operate legally and ethically. Team builder.

Education: Education, licenses, certifications or degrees needed to perform the job.

Degree in B.E. Polymers with a minimum of 10 years related experience with progressive managerial responsibilities.


Job Description 2


The Business development manager will assist the Sales Manager to achieve the established business targets. Accountability includes assisting in planning and implementing of sales programs, both short and long range, targeted toward existing and new customers / markets according to the overall strategic directions. Representative will work in collaboration with Sales, Product / Business Management, Operations and Technology as it relates to customers.

Duties and Responsibilities: a) List in order of importance the duties and responsibilities of the job. Identify what is done and how it is done. b) Indicate the percent of time spent weekly on each responsibility. Do not include

responsibilities that require less than 5% of time.

Position Title: Business Development Executive Department: Commercial EMEA Sales Reports To: Head Sales & Marketing Level: B3/B2 Location: Mumbai (India)




Preferably Degree in B.E. Polymers with a minimum of 5‐7 years related experience Or Bachelor of Science Graduate (Chemistry) with 12‐15 years of experience in FRP industry.

Support Territory Managers for product development with new as well as existing customers. Support distributors in India as well as Sri Lanka for business development activity. Responsible for one territory (either south or North India) for Sales & receivable management as well as business development activity.Help to coordinate all aspects of sales. Strong emphasis to be laid on profitable growth by improving both customer and product mix.

40%

Contact Project Consultants like UHDE, Technimont ICB, Kvaerner Power gas, Toyo etc. for approval of our specialty resins & keep track of new project enquiries in India. Responsible for converting project opportunities into business. In cooperation with Regional Sales Management & Technology department, develop and implement strategic business development plans and forecasts to achieve corporate objectives.

30%

Help in building and maintaining rapport with industry influencers and key strategic partners. 20% Coordinates liaison between sales department and other sales related units. 10%

Proven techno ‐ commercial experience in FRP industry, Should be able to handle technical enquiries of the customer effectively. Should be able to conduct resin trials at customer plant Ability to communicate orally or in written form effectively with internal and external customers. Analytical, problem solving, critical thinking, listening skills. Ability to help dealing with local authorities and certifying entities in order to help establish the company and operate legally and ethically.


Job Description – 3

Position Title: Territory Manager Department: Commercial EMEA Sales Reports To: HEAD – Sales & Marketing Level: B3/B2 Location: For Different Territories in India

(North, South, West)


The Sales Representative will assist the Sales Manager to achieve the established business targets. Accountability includes assisting in planning and implementing of sales programs, both short and long range, targeted toward existing and new customers / markets according to the overall strategic directions. Representative will work in collaboration with Sales, Product / Business Management, Operations and Technology as it relates to customers. Duties and Responsibilities: a) List in order of importance the duties and responsibilities of the job. Identify what is done and how it is done. b) Indicate the percent of time spent weekly on each responsibility. Do not include responsibilities that require less than 5% of time.

Help to coordinate all aspects of sales. Strong emphasis to be laid on profitable growth by improving both customer and product mix.

40%

In cooperation with Regional Sales Management, develop and implement strategic sales plans and forecasts to achieve corporate objectives.

30%

Help in building and maintaining rapport with industry influencers and key strategic partners. 20% Coordinates liaison between sales department and other sales related units. 10%


Proven commercial experience Effective ability to communicate orally or in written form effectively with internal and external customers. Analytical, problem solving, critical thinking, listening skills.


Ability to help dealing with local authorities and certifying entities in order to help establish the company and operate legally and ethically.


Preferably Degree in B.E. Polymers with a minimum of 5‐7 years related experience Or Bachelor Graduate with 12‐15 years of experience in FRP industry.



Position Title: Customer Account Specialist Department: Commercial EMEA Sales

Reports To: HEAD – Sales & Marketing

Level: B2/B1 Location: Mumbai


This role is a critical part of the sales process responsible for building and maintaining a close working relationship with existing and new customers. Requires the ability to effectively work with sales, marketing, logistics, purchasing, technical, manufacturing, EHS and credit to ensure customer requirements are met. This position is also responsible for receiving and confirming customer orders, the maintenance and accuracy of customer records, forecasting, proactive management of short pays, corrective actions and problem solving. Working experience with export transactions is required for this role.

Duties and Responsibilities: a) List in order of importance the duties and responsibilities of the job. Identify what is done and how it is done. b) Indicate the percent of time spent weekly on each responsibility. Do not include

responsibilities that require less than 5% of time.


Building and maintaining close working relationships with customers – know and respond to the needs of customers in a timely manner. Build trust with timely, honest communication. Work with a variety of people, staying calm, professional, ethical and consistent. Work in team based environment that requires daily coverage of one’s customers as well as customers assigned to other team members in their absence. Demonstrate qualities and work habits that customers view as “excellence in customer service”. Responsible for maintaining excellent vendor performance with customers who measure us for Quality, Product Delivery, Servicing the Account, and Invoicing Accuracy

30%

Order management ‐ process sales orders, credits, debits, returns, corrective actions. Insure all orders are accurate, complete and confirmed with customer and plants in a timely fashion. Manage special services such as consignment, tank monitoring and 3rd party orders providing appropriate information to customers. Timely communication of any order changes that might affect customer or plant. Use web based tools such as sample management system to insure timely delivery of samples available through our independent sampling source.

30%

Problem solving – respond quickly to customer complaints and issues. Work with plants, logistics and other customer account specialist to resolve scheduling conflicts, delivery issues and carrier complaints. Anticipate change and arrive at creative solutions.

20%

Forecast management – work with customers and manufacturing to properly forecast customer requirements. Know and understand the customer’s current needs, seasonal trends, and future requirements.

10%

Accounts receivable management ‐ work in close coordination with credit specialist to resolve short pays, issue debits and credits and resolve billing disputes. Coordinate offsets in customer’s accounts with Treasury.

5%

Customer Master Data – Insure pricing is correct, create and maintain accurate customer texts relating to equipment and delivery requirements, special pricing arrangements such as pick up allowances, rebate agreements and freight charges.

5%

Knowledge and Skills: Specialized knowledge and skills needed to perform the job. Listening and negotiation skills Basic accounting knowledge/ability Detail oriented, good organizational skills and time management Ability to work independently Computer skills including SAP, Microsoft Word, Excel and Email Ability to communicate clearly and concisely verbally and in writing Fluent in English Education: Education, licenses, certifications or degrees needed to perform the job.

Degree in any discipline with MBA having experience in working with Chemical company for at least 3‐6 years, preferably FRP industry



Position Title: Sales Trainee Department: Commercial EMEA Sales

Reports To: HEAD – Sales & Marketing

Level: B1 Location: Mumbai


This is an entry level training position for new college graduates (or equivalent) that will eventually lead to a regular, full‐time position in Sales or Technical Service. The candidate will spend approximately one to two years in several disciplines throughout the company and demonstrate proficiency in each before moving on to a permanent position. The candidate is expected to achieve a reasonable level of expertise in the customer fulfillment process, business practices, technology, and account management primarily through on‐the‐job training and mentoring. The focus of this training position will be on skill and network development. This position requires heavy travel during the rotational period and the permanent Field position will be based on company need and demonstrated performance.

Duties and Responsibilities: a) List in order of importance the duties and responsibilities of the job. Identify what is done and how it is done. b) Indicate the percent of time spent weekly on each responsibility. Do not include responsibilities that require less than 5% of time.

Acquire necessary proficiency in the assigned area to function with minimum supervision 60%

Complete at least one significant project/program in each assigned area as proof of mastering the area

30%

Provide regular updates to supervisor and functional manager through the use of tools such as monthly reports, call reports, and presentations.

10%


Preferred candidates will have a degree in Chemical Engineering, Chemistry, Polymer Science, or Business; although, other fields may be considered for highly skilled candidates. Strong verbal and written communication, demonstrated math and science acumen (supported by relevant coursework listing), and Microsoft Office Suite proficiency are required. Preferred candidates must be self‐motivated and have strong organizational skills.


B Sc. in Chemical Engineering, Chemistry, Polymer Science, or Business.


4) Compensable Factors:

1) Experience in Specific Business Area 2) Education: Basic + Professional Qualification 3) Knowledge: About Industry & Product 4) Planning 5) Communication & Presentation Skills 6) Positive Attitude & Team Performance

5) Definition & Degree Statements: For Factor 1) Experience in Specific Business Area

DEGREE DEFINITION

1 Business and process knowledge. Fresh, May not be Experienced.

2 Experience between 2‐4 years in related industry. 3 Experience between 5‐7 years in related industry. 4 Experience between 8–10 years, atleast 6 years in related

industry. 5 10 years Experience in Managerial Cadre or Position

For Factor 2) Education: Basic + Professional Qualification

DEGREE DEFINITION 1 Fresh Graduate in Chemistry, Chemical Engg or Polymer Science 2 Degree in any discipline with MBA or any other professional

qualification related with related industry. 3 Bachelor of Science (Chemistry) or Graduate Engg in Polymer

Science. 4 Masters Degree in Science or Engineering + Professional Degree.5 Masters Degree + Professional Degree from Foreign University.


For Factor 3)Knowledge : About Industry & Products

DEGREE DEFINITION 1 Basic Knowledge about the Chemical Industry and Related

Products 2 Knows the Domestic Market Trends and the Product Base. 3 Thorough Knowledge about the Company’s products, its market

stake and bit of Customers to whom company provides the product.

4 Knowledge about the Company and other competitor’s Product Range and Market Share in the Industry. Knows the links between Customer and supplier in the domestic market.

5 To decide Company Strategy for the Indian Market and to promote Company Products in India.

For Factor 4) Planning DEGREE DEFINITION

1 Handles routine tasks as per given plans. 2 Needs to do everyday planning for assigned work. 3 To plan the given assignment & Delegate. 4 Responsible for meeting timeliness in the assigned plan and

meet the targets. 5 Planning for future. Setting the Goals of the Department in view

with the Vision of the Organisation.


For Factor 5)Communication & Presentation Skills

DEGREE DEFINITION 1 Basic Communication within the Department and Organisation,

Presentation Skills related with own work. 2 Interacting with other Departments of the Organisation and

certain Clients and Preparing reports as per given directions. 3 Good Command over written and spoken English Language & a

good Communicator at Organisation level. Domestic & Overseas. 4 Able to understand the Client requirements and provide

solutions to it independently. 5 Manage multiple clients, influence them positively, guide the

team members, provide solutions to the issues and good communication within the organisation and also to represent the Company at Corporate Level & in the outside Market.

For Factor 6) Positive Attitude & Good in Team Performance

DEGREE DEFINITION 1 Readiness to accept the directions given. Able to perform in an

assigned role. 2 Clear about own role, put forward own thoughts and able to

understand other members role. 3 Able to maintain positive Attitude within oneself and Perform in

team assignments. 4 Boost others through Motivation and Take Lead in Team

Assignments. 5 Resolving issues with Attitude problems within the team and

giving directions on Team Performance roles in the Department.


6) POINT PLAN

DEGREES Compensable Factors 1 2 3 4 5

Experience in Specific Business Area 15 30 45 60 75

Education: Basic + Professional Qualification 10 20 30 40 50

Knowledge: About Industry & Product 25 50 75 100 125

Planning 20 40 60 80 100

Communication & Presentation Skills 10 20 30 40 50

Positive Attitude & Team Performance 20 40 60 80 100

TOTAL 100 200 300 400 500

Degree Colour Code:

1 2 3 4 5


7)Understanding of the Point Plan & Designing the Structure: For JD# 5: SALES TRAINEE Compensable Factor Degree Points Experience in Specific Business Area

1 15

Education: Basic + Professional Qualification

1 10

Knowledge: About Industry & Product

1 25

Planning 1 20 Communication & Presentation Skills

3 30

Positive Attitude & Team Performance

2 40

TOTAL 140 Each Point = Rs. 1000/‐

Point Slabs Value of Points 100 to 200 Rs. 1000/‐ 201 to 300 Rs. 2000/‐ 301 to 400 Rs. 3000/‐ 401 to 500 Rs. 4000/‐

While evaluating the job a score of Points between 80 – 200 will be considered. (Some may be bit under performers or some may be high at a particular degree). For 14O Points the salary would be: 140Points x Rs. 1000/‐ Rs. 1,40,000/‐ CTC Per Annum


Salary Band is Rs. 12000 TO Rs. 15000/‐ CTC per month or (Rs. 1,40,000/‐ TO Rs.1,80,000/‐ CTC Per Annum) For JD# 4: CUSTOMER ACCOUNTS SPECIALIST (CAS) Compensable Factor Degree Points Experience in Specific Business Area 1 15 Education: Basic + Professional Qualification

1 10

Knowledge: About Industry & Product 1 25 Planning 2 40 Communication & Presentation Skills 4 40 Positive Attitude & Team Performance 4 80 TOTAL 210 While evaluating the job a score of Points between 180 – 250 will be considered. (Some may be bit under performers or some may be high at a particular degree). For 21O Points the salary would be: 210Points x Rs. 2000/‐ =Rs.4,20,000/‐ CTC Per Annum Salary Band is Rs. 35,000/‐ TO Rs. 45000/‐ CTC per month or (Rs. 4,20,000/‐ TO Rs.5,25,000/‐ CTC Per Annum) Similarly we can calculate for the Role of Business Development Manager, Territory Manager or Head Sales & Marketing where the Base would be kept flexible as Key Positions.


8) Salary Structure Break up for the Positions: There are various Salary Components considered as Salary heads under which we can make the Payments. They have been decided, keeping in view the Law of Natural Justice, Minimum Wages, Geographic Conditions, Bare Minimum cost of Living, Legal Statues applicable to the area, Help employee from paying un necessary taxes and save on the Net salary.

Salary Components Pay Outs Basic Salary Monthly

House Rent Allowance (HRA) Monthly Transport/Conveyance Reimbursement Monthly Medical Reimbursement Monthly Child Education Allowance Monthly Adhoc Allowance Monthly Provident Fund Monthly to the

Individual’s PF Account.

Leave Travel Assistance (LTA) Yearly

Total Cost to the Company (CTC)

Detail Break up of the Salary Components is given on the next page:


9) Description of Salary Components: Salary Component Details

Basic Salary

The basic salary component is 40% of the total CTC. There is no regulation in terms of amount or percentages from the minimum wages act but if the salary amount is below 6500 per month, the employees should be covered under the Provident Fund Act and Employee contribution to PF is a must. However company contribution is a must at 12% of basic if it employs more than 20 people. Most of the companies in India deduct employee contribution because it helps in reducing tax liability of the employee and is a part of Social Security Legislation. Basic Salary is one of the Components on which the Leave Encashment, Bonus etc are based.

House Rent Allowance (HRA)

House Rent Allowance is 50% of Basic. It is kept for the Expenses incurred on either taking up one’s own house or to live in a rented house also in view to avail benefit from the Income Tax Act.

Transport/Conveyance Reimbursement

This component takes care of the Employees Transport or conveyance Reimbursement and the minimum amount given is Rs.800/‐. This amount is fully exempted under the Income Tax Act.

Medical Reimbursement

To take care of the Medical Expenses the amount is reimbursed monthly in the salary. Employee has to give original bills in case he wants to avail the Exemption under the Income Tax Act. Maximum Amount Exempted is Rs. 15000/‐ per annum.

Child Education Allowance

Paid to take care of the Childrens Education related with fees etc. Amount of Rs. 100/‐ per child per annum upto 2 childrens max can be claimed under the Income Tax Act.

Adhoc Allowance

This amount is the balancing Figure where rest of the amount of the CTC is paid. Its fully taxable under the IT Act.

Provident Fund

Employer’s PF contribution to the PF fund is directly paid in the Employees Account every month. The Trust is maintained by the Regional PF Office. Employees get IT exemption from this component. Its social security legislation where employee saves an amount which he can take as advance for various needs like marriage or construction of house or at other needs. He gets interest on his corpus. An Insurance amount is also given in fatal case. Similarly after retirement and minimum 10 years of PF Contribution the employee gets pension for his life time.

Leave Travel Assistance (LTA)

Leave travel allowance is tax free for two times travel in a block of four years. The current block is 2006‐2010. The LTA limit is kept at one basic and is paid once in a year.

Total Cost to the Company (CTC)

This forms the Base Salary or the Salary Part of the Total Cost to the Company.


10) Conclusion: The above project states one of the ways through the Point plan to decide the Fixed Salary Components. Besides the Fixed salary and being the sales department some part of salary can be given as Incentive Pay which forms the Variable Pay. The Geographical Conditions of various states and the standard of living costs are also considered while deciding the Degrees. Thank You. For AHRB Fellowship (Aspirant) Nitin Daangal

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