Compensation Research
by OD&M
BOSNIA AND HERZEGOVINA
BULGARIA
C R OAT I A
I TA LY
LITHUANIA
MACEDONIA
MONTENEGRO
SERBIA
SLOVENIA
www.odmconsulting.com
02
FROM
CONSULTEAM
TO OD&M CONSULTING
NEW BRAND
SAME PASSION
From January 17th 2013, OD&M Consulting is the new brand of
Consulteam’s consulting and people development division. OD&M
Consulting is part of Gi Group, an international staffing business, with a
turnover of 1.2 billion Euros in 2012.
OD&M Consulting’s vision is to support organizations manage people
and develop their potential, with innovative and research-based HR
products and consulting services.
The expansion of OD&M Consulting brand in Eastern Europe is the
culmination of a process of integration which began in July 2011, when
Consulteam was acquired by Gi Group.
New tools and services, coupled with the same people and undiminished passion and dedication for clients makes OD&M Consulting a
preferred and reliable choice for many multinational and local
businesses. We look forward to offering you our extended portfolio on:
• Reward and Performance
• People Development and Training
• Trust and Engagement.
Stefano Colli-Lanzi
CEO Gi Group
03
SURVEY
OVERVIEW
Reliable compensation and benefits survey data is now more important
than ever. Such information is essential for building a consistent pay
strategy, which ensures external competitiveness and internal equity.
Our precise data collection and validation processes, coupled with the
depth of our database, guarantee the delivery of high-quality data and a
reliable reporting system.
CORE Compensation Research will help you to:
• get a better understanding of local market salary & remuneration trends
• attract, support and retain employees within the context of your company’s overall HR strategy
• efficiently plan your HR budget
• ensure that your top performers and key talents have attractive compensation packages
INDUSTRY COVERAGE
General industry survey covering:
• Consumer Goods
• Manufacturing
• High-Tech
• Retail
• Automotive and other sectors
SPECIFIC INDUSTRY CLUB SURVEYS:
• Banking Sector Survey
• Pharmaceutical Sector Survey
04
METHODOLOGY
GLOBAL
PROFESSIONAL
SYSTEM
(GPS)
CORE Compensation Research for job matching
purposes, uses our international Global Profes-
COMPANY
COMPLEXITY
PROFESSIONAL
COMPLEXITY
sional System (GPS), a simple and user-friendly
tool, which is designed to analyse and classify
roles within an organization.
GPS defines the ROLE’S MARKET VALUE by the
two different variables:
• PROFESSIONAL COMPLEXITY:
role type and professional level;
• COMPANY COMPLEXITY:
complexity of the organization in which the
role operates.
• The two variables are crossed to determine the
compensation class, a set of roles of similar
complexity. They provide a compensation
reference for comparison with the external
market.
COMPENSATION
CLASS
05
METHODOLOGY
PROFESSIONAL
AREAS AND
DISCIPLINES
CORE Compensation Research covers 18 professional sectors,
85 disciplines and over 345 benchmark positions, from executive to the most junior level within the organization, in the
following professional areas:
• General Management
• Support & Secretary
• Accounting, Finance & Control
• General Services
• Customer Service
• Supply Chain
• Sales
• Engineering
• Quality Assurance
• Marketing
• Production/ Operations
• Quality Control
• Public Relation & Communication
QUALITY
• Information Systems
• Research & Development
• Legal
• Environment, Health & Safety
• Human Resources
• Project Management
• Quality Audit
• Business Process
Improvement
06
CORE COMPENSATION RESEARCH
PAY ELEMENTS
Annual Base Salary
Total Annual Guaranteed Cash
Annual Total Cash
Monthly base salary times the number of
months guaranteed.
Annual base salary plus other additional fixed
payments or legally required cash payments.
Annual guaranteed cash plus variable incentives
(actual and target).
CORE COMPENSATION RESEARCH
STATISTICS
25th Percentile
Average
Median
75th Percentile
The data point that is higher than 25% of all other data in the sample when
ranked from low to high. Also known as the first quartile or lower quartile.
The sum of all data reported divided by the number of observations
in the sample. Also known as mean.
The data point that is higher than 50% of all other data in the sample
when ranked from low to high. Also known as the 50th percentile.
The data point that is higher than 75% of all other data in the sample when
ranked from low to high. Also known as the third quartile or upper quartile.
07
SURVEY
OVERVIEW
REPORT TYPES
GENERAL
STANDARD REPORT
• Sample overview
• Benchmark reports
CUSTOMIZED
REPORT
• Company data com-
comparison to selected
market refinements by:
peer group of minimum
Industry
with data clustering by
Region
the following criteria:
Company size
Industry
Company size
• Job family and Career
level reports
• Company data
parison to predefined
using position title
Region
PEER GROUP
REPORT
10 companies.
• Company data will be
compared to the
• Company data will be
selected sample by
compared to the
position title, job
selected sample by
family and career level.
position title, job
family and career level.
• Market Policy, Practice
and Benefits Report.
MARKET
DATA
WILL BE
UPDATED
QUARTERLY
REPORT SAMPLE
ANALYSIS BY POSITION TITLE
166 - Area Manager
Is responsible for direct and indirect sales management in a specific geographical
area (region or macro-region) and is in charge of coordinating the local sales force
with business strategies. Makes sure the budget is defined and the sales goal for the
area is achieved by the direct or indirect sales force. Coordinates the area sales force
Professional Area: SALES
scouting new sales opportunities and defining actions geared to ensuring customer
satisfaction. May assist the sales management in defining the sales strategy and the
marketing plan for the area. May be personally in charge of relations with key and
Discipline: Area Sales
potential accounts.
Sample
267 Incumbents
GREAT INDUSTRY
% of
Eligible
Mean
1* Decile
1° Quartile
Median
3°Quartile
9°Decile
a. Annual Base Salary (ABS)
n.a
50.487
43.513
42.968
49.857
58.934
65.938
b. Total Annual Guaranteed allowances
n.a
2.156
1.687
1.898
2.096
2.276
2.422
c. ANNUAL GUARANTEED CASH (a+b)
n.a
53.150
38.891
44.567
51.832
60.282
69.081
d. Annual Actual Bonus Amount
68%
8.485
7,564
8.987
9.200
11.750
15.754
e. Target Bonus (as % of ABS)
70%
19,3%
10,7%
15,6%
20,2%
22,1%
25,4%
f. Annual Actual Sales Commision Amount
20%
18.456
15.982
17.983
19.602
23.764
25.873
g. ANNUAL TOTAL CASH (c+d+f)
n.a
59.866
42.610
49.374
58.133
68.447
79.313
h. Profit sharing scheme
5%
i. LTI scheme
4%
ANALYSIS BY CLUSTER (Annual mean)
COMPANY CLUSTER
15 Companies
INDUSTRY
COMPANY SIZE
Telecommunication
GEOGRAPHICAL REGION
Large
North Italy Area
GUARANTED CASH
55.808
+5%
55.276
+4%
62.261
-7%
TOTAL CASH
63.458
+6%
62.261
+4%
62.261
-8%
REPORT SAMPLE
ANALYSIS BY COMPENSATION CLASS
€ 100.000
€ 90.000
Managerial
Roles
• Market compensation
data can be refined by:
Professional
Roles
€ 80.000
Industry
Region
Company size
Peer groupe
€ 70.000
€ 60.000
€ 50.000
€ 40.000
€ 30.000
€ 20.000
€ 10.000
mD
mC
pA
pB
pC
pD
BS Company
€ 66.579
€ 46.357
€ 23.486
€ 25.619
€ 33.854
€ 49.202
BS Market
€ 84.587
€ 52.787
€ 25.415
€ 27.302
€ 34.325
€ 41.511
TC Company
€ 83.213
€ 50.993
€ 25.835
€ 28.181
€ 37.239
€ 54.122
TC Market
€ 90.272
€ 59.766
€ 25.948
€ 28.083
€ 35.138
€ 43.339
Marketing Manager
Empolyee ID
002
Functional Area
Marketing
Location
Professional level
Market Benchmark
Base salary Total cash Variable cash
Marketing Manager
€ 70.456
€ 77.598
10%
MILANO
3°Quartile
€ 47.529
€
7%
Manager ML2
Medlan
€ 54.571
€
8%
3°Quartile
€ 82.082
€ 72.821
15%
Market difference for Milano area
Comparation versus...
1,29%
1,29%
Individual PosTraining
above
above
RBA
€ 80.000
RTA
€ 90.000
€ 70.000
€ 80.000
€ 60.000
€ 70.000
€ 50.000
€ 60.000
€ 40.000
€ 50.000
€ 30.000
€ 40.000
€ 20.000
€ 30.000
€ 10.000
€ 20.000
Marketing Manager
3°Quartile
Median
1° Quartile
€ 10.000
Internal Comparison
Marketing manager
Professional Level Mean
€ 77.591
€ 77.591
€ 50.993
€ 46.357
Base salary
Total cash
Marketing Manager
€ 70.456
€ 77.591
Professional Level Mean
€ 46.357
€ 50.993
Base salary
Total cash
Professional Level
Comprerative versus Professional Level
0,0%
Manager ML2
1,52
1,52
Marketing
Manager
Market practise
(0% of eligible)
Car
N
24%
Private petrol / Gas
N
8%
Medical plan
N
17%
Medical Check up
N
16%
Pension plan
Y
20%
Insurance
N
22%
Housing
N
1%
Cantees and meal tickets
Y
60%
Y
55%
Mobile phone, Blackberry,
Portable PC
School and family
57%
Portable PC
1%
Kindergarten
1%
School for children
1%
Fellowships
4%
Equality participation plans
N
Other
Mobile phone, BlackBerry
External and Internal Comparation matrix
Base salary
Total cash
Professional Level
1,29
1,29
Comprerative versus Professional Level
1,52
1,52
++
-+
Total cash
++
Internal Comparation
Base salary
Internal Comparation
-+
--
Market Comparation
+-
--
Market Comparation
+-
2013 ORDER FORM
Compensation Research
I’m interested to purchase 2013 CORE Compensation Research:
Name
Position
Organization
Address
Telephone
Email
Date
Signature
If you would like to purchase 2013 CORE Compensation Research, please complete this form
and send it to the email for specific country or contact us directly:
Srbija
BiH
Marko Polovina
Tel/Fax: +381 11 3087 331
Mob:
+381 62 80 33 471
marko.polovina@odmconsulting.com
Jelena Kostić
Tel/Fax: +381 11 3087 331
Mob:
+381 62 80 33 477
jelena.kostic@odmconsulting.com
Croatia
Montenegro
Dina Šosberger
Tel:
+385 1 492 14 27
Mob:
+385 98 479 693
dina.sosberger@odmconsulting.com
Vedran Roćenović
Tel/Fax: +382 20 665 555
Mob:
+382 69 378 333
vedran@careerteam.me
ABOUT OD&M
CONSULTING
Local experience – International know-how
OD&M Consulting was found in 2002 (under the name
of ConsulTeam) and since than it has become one of
the most intensively growing human resource
consulting businesses in South-East Europe.
Our mission is to support clients in achieving their
business strategy by offering a wide knowledge of the
local market, experience of our international consultants, and tried and tested practices of our partners.
We work with clients to address a broad array of their
most important human resource issues and have
expertise in different areas of human resource
consulting.
OD&M provides clients with leading edge services in
the area of compensation and benefits, performance
management, change management, training and
development, assessment and development centers
and human capital strategy.
During the past decade we have accomplished a
range of large-scale human capital consulting projects
for some of the most successful companies from
various industries within the region.
Our people are recognized and acknowledged by
clients for producing the most known salary survey in
region, combining local expertise and knowledge of
the market whilst applying the most rigorous
For more information, please contact us directly:
standards and the international know-how.
ODM Consulting Serbia
Smiljaniceva Street No 24, Belgrade
Combination of our consultant’s market knowledge,
Phone +381 11 3087 331
expertise in job evaluation and grading, as well as in
salary structure and bonus schemes design, has been
or visit our website
a valuable asset for our clients.
www.odmconsulting.com/rs