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Level Guides, Position Descriptions
and Global Grades
Level Guides, Position Descriptions and Global Grades
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.
Level Guides, Position Descriptions
and Global Grades
Level Guides
Level Guide PROF4
Experience
Knowledge
Responsibilities
Usually Reports to
Knows fundamental concepts,
practices and procedures of
particular field of
specialization.
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.
Lead Level
Knows and applies the
fundamental concepts,
practices and procedures of
particular field of
specialization.
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.
Lead Level
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.
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.
Lead Level or
Middle
Management
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.
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.
Upper Middle
Management or
Top Management
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.
Level Guides, Position Descriptions
and Global Grades
Level Guide SUPP3
Experience
Skill
Duties and Tasks
Supervision Given and Received
Duties and tasks are standardized.
Resolves routine questions and
problems, and refers more complex
issues to higher levels.
Works under direct supervision and
follows standard procedures and
written instructions to accomplish
assigned tasks.
Duties and tasks are frequently
nonroutine. Resolves most questions
and problems, and refers only the
most complex issues to higher levels.
Works under minimal supervision.
May assist in orienting and training
lower level employees.
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 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.
Level 1 - Junior
0-2 years of experience in position Applies basic skills and may
or specialization.
develop advanced skills using
tools and equipment
appropriate for the position or
specialization.
Level 2 - Intermediate
2-5 years of experience in position Applies some advanced skills
or specialization.
to the position or
specialization. May adapt
procedures, processes, tools,
equipment and techniques to
meet the more complex
requirements of the position.
Level 3 - Senior
5 or more years of experience in
position or specialization.
Applies advanced skills to the
position or specialization.
Adapts procedures,
processes, tools, equipment
and techniques to accomplish
the requirements of the
position.
Level Guides, Position Descriptions
and Global Grades
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
more individuals. There is virtually no authority for
personnel actions normally associated with full supervisory
status (e.g., salary increases, promotions, performance reviews, disciplinary
“Lead and direct”
responsibility may be for
either nonexempt or
exempt employees.
actions).
Coordinates the day-to-day operations of a group of
employees. “Leading and directing” is usually
restricted to assigning, monitoring and reviewing
progress and accuracy of work, directing efforts and
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).
The subordinate group may
be nonexempt and/or
exempt.
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.
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
organizations, incumbents in this position may be
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.
Provides leadership, coaching, and mentoring to
subordinate group.
In addition to Level 2 responsibilities, supervisors at
this level have impact on budgeting, controlling costs,
planning, scheduling, and procedural change.
Level Guides, Position Descriptions
and Global Grades
Position Descriptions
Pos.
Code
2720
Executive
Top Marketing and Sales Executive
Global Grade(s): 16-19
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.
2900
Top Marketing Executive (excluding Sales)
Global Grade(s): 16-19
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.
3130
Top Sales Executive (excluding Marketing)
Global Grade(s): 16-19
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.
1011
Direct Sales - Consumer Products/Services
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.
1012
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.
1013
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).
1021
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.
1022
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.
1023
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).
Level Guides, Position Descriptions
and Global Grades
Pos.
Code
1031
Direct Sales – Consumer Products/Services (continued)
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.
1032
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.
1033
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).
1041
Direct Sales - Industrial Products/Services
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.
1042
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.
1043
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).
1061
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.
1062
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.
1063
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).
1071
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.
Level Guides, Position Descriptions
and Global Grades
Pos.
Code
1072
1073
3220
Direct Sales - Industrial Products/Services (continued)
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
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.
3241
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.
3242
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.
3243
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).
3261
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.
3262
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.
3263
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).
3271
Channel Sales
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.
Level Guides, Position Descriptions
and Global Grades
Pos.
Code
3272
Channel Sales (continued)
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.
3273
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).
3281
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).
3282
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).
3283
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).
3230
Sales Management
Government Sales Manager
Global Grade(s): 13-16
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.
3142
National Sales Manager
Global Grade(s): 14-17
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.
3150
Regional Sales Manager
Global Grade(s): 13-16
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.
3160
District Sales Manager
Global Grade(s): 13-16
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.
Level Guides, Position Descriptions
and Global Grades
Pos.
Code
3135
Sales Management (continued)
Global Accounts Manager
Global Grade(s): 14-17
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.
3140
National Accounts Manager
Global Grade(s): 14-17
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.
3190
Sales Supervisor
Global Grade(s): 12-14
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.
2721
International
Top International Marketing and Sales Executive
Global Grade(s): 16-19
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.
2906
Regional Manager - International Marketing
Global Grade(s): 13-16
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.
2965
International Product or Brand Manager
Global Grade(s): 13-16
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.
3145
International Sales Manager
Global Grade(s): 13-16
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.
3131
Regional Director - International Sales
Global Grade(s): 15-17
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.
Level Guides, Position Descriptions
and Global Grades
Pos.
Code
5120
Product/Brand Management
Top Product Development Executive
Global Grade(s): 15-17
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.
2970
New Product Planning Manager
Global Grade(s): 13-16
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.
2960
Product or Brand Manager
Global Grade(s): 13-16
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.
2750
Advertising
Top Advertising Executive
Global Grade(s): 16-19
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.
1658
Online Advertising Sales Manager
Global Grade(s): 13-16
Generates advertising revenue utilizing the web site. Determines pricing and promotion of online advertising opportunities.
Selects and manages new sales channels to maximize revenue.
2760
Advertising Manager
Global Grade(s): 13-16
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.
2765
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.
2770
Media Manager
Global Grade(s): 13-16
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.
3290
Sales Promotion Manager
Global Grade(s): 13-16
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.
3295
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.
1676
Web Site Promotion Specialist
Global Grade(s): 9-11
Responsible for coordinating web based marketing promotions such as e-mail campaigns and banner advertising,
maintenance of web site links and updates to search engines. Compiles and reports data on all web site promotion activities.
Level Guides, Position Descriptions
and Global Grades
Pos.
Code
2780
2903
Advertising (continued)
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
Creative Services Director
Global Grade(s): 14-17
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.
2922
Art Manager
Global Grade(s): 13-16
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.
2923
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 SUPV3.
2790
Marketing Communications Manager
Global Grade(s): 13-16
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.
2795
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 SUPV3.
2793
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.
3070
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 PROF4.
3060
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 PROF4.
3055
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.
Level Guides, Position Descriptions
and Global Grades
Pos.
Code
3090
Creative Services (continued)
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 SUPP3.
3085
Exhibit/Display Manager
Global Grade(s): 13-16
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.
3080
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.
2955
Print Production Manager
Global Grade(s): 13-16
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.
2956
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.
2925
Direct Marketing
Database Marketing Manager
Global Grade(s): 13-16
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.
2924
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.
2927
Marketing Information Systems Manager
Global Grade(s): 13-16
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.
3326
Marketing Information Systems Supervisor
Global Grade(s): 10-13
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 SUPV3.
2730
Top e-Commerce Executive
Global Grade(s): 16-19
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.
Level Guides, Position Descriptions
and Global Grades
Pos.
Code
1651
2910
Direct Marketing (continued)
e-Commerce Marketing Manager
Global Grade(s): 13-17
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
Top Market Research Executive
Global Grade(s): 15-17
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.
2920
Market Research Manager
Global Grade(s): 13-17
Analyzes sales records, researches trends, and estimates market developments and potential. Provides management with
information used to predict sales potential and market conditions.
2915
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 SUPV3.
3020
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.
7955
Sales/Marketing Administration
Regional Business Manager
Global Grade(s): 13-16
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.
2940
Manager of Marketing Administration
Global Grade(s): 12-14
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.
2650
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.
3030
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.
2525
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.
Level Guides, Position Descriptions
and Global Grades
Pos.
Code
2676
Sales/Marketing Administration (continued)
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.
2523
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.
3310
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.
3300
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 SUPV3.
3305
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 SUPP3.
2800
Service Contract Administration Manager
Global Grade(s): 13-16
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.
2805
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.
2845
Field Services Manager
Global Grade(s): 13-16
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.
2865
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.
Level Guides, Position Descriptions
and Global Grades
Pos.
Code
3320
Training
Sales Training Manager
Global Grade(s): 13-16
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.
3325
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 SUPV3.
3330
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.
3370
Public/Trade Relations
Top Public Relations Executive
Global Grade(s): 15-19
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.
3380
Public Relations Manager
Global Grade(s): 13-16
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.
3390
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 PROF4.
2980
Trade Relations Manager
Global Grade(s): 13-16
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.
Level Guides, Position Descriptions
and Global Grades
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.
Level Guides, Position Descriptions
and Global Grades
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.
Level Guides, Position Descriptions
and Global Grades
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.
Level Guides, Position Descriptions
and Global Grades
Global Grade Map
Management Career
‘ROLE’ CONTRIBUTES (THROUGH)
Skills
2
Tasks
1
Expertise
3
Leadership
4
Functional Strategy
5FS
Business Strategy
5BS
BAND
1
GRADE
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
1st LINE
TOP MANAGEMENT
TOP MANAGEMENT
MIDDLE
MANAGEMENT
SUPERVISOR
Professional Career
1
1
2
2
3
4
5
6
3T
7
8
9
10
4T
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
SENIOR PROFESSIONAL
PROFESSIONAL
TECHNICIAN
SR. CLERICAL/
ADMIN.
CLERICAL/
ADMIN.
ANCILLARY
16
17
18
19
20
21
22
23
24
25
Number of
Employees
90
240
620
1,600
4,100
10,600
27,500
75,000
200,000
Turnover
(US $ MILL)
75
150
500
1,000
2,000
5,000
10,000
50,000
100,000
PRODUCT
DIVERSIFICATION
Domestic
COMPLEXITY OF MARKET
International
Global
Low
16
19
20
Medium
18
21
22
High
20
23
24