8-Benchmarking-Towers Watson

2011
Compensation Survey
Participant Guide
International
2011 High Tech Compensation Survey
International Participant Guide
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Section 1 – Introduction
General Overview
This Participant Guide provides instructions for reporting data to Towers Watson's High Tech
Compensation Survey. The High Tech Compensation Survey incorporates a consistent methodology
around the world to provide data on compensation levels and practices for use by organizations in
their compensation planning. This survey focuses on base salary and total cash compensation as well
as total direct compensation in North America, and total remuneration in Asia/Pacific and Latin
America.
The Executive Career Band facilitates the presentation of executive compensation results in a level-
based format along with non-executive results. This design delivers results in a single top-to-bottom
format across all Career Bands. Comprehensive executive compensation results analyzed by
organization size continue to be available by benchmark job in major markets including North
America.
The High Tech Compensation Survey builds on Towers Watson’s collective experience in serving
client data and consulting needs for more than 60 years. This survey consists of two offerings: the
International offering for Asia/Pacific, Europe, Middle East, Africa and Latin America, which is a single
product that covers all employee levels, and the North America offering where there is a separate
Executive survey and Middle Management, Professional and Support (MMPS) survey.
Participant Guide and Survey Input Overview

The High Tech Compensation Survey Participant Guide consists of four sections:
● Section 1 – Introduction provides a general overview of the survey, the integrated leveling
methodology, the process for submitting data, key dates and who to contact with questions
● Section 2 – Job Matching details the three-step job matching process
● Section 3 – Leveling provides the documentation needed to assign a Career Band, Career Level
and Global Grade to each of your jobs
● Section 4 – Functions and Disciplines contains titles, codes, matching notes and descriptions
for the Functions and Disciplines covered in this survey
Survey input consists of two parts: the Data Submission Workbook, which includes the Data Element
definitions and guidelines, and the online Policies and Practices Questionnaire.

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Extensive Geographic Coverage and Local Knowledge

Our extensive global network of dedicated in-country experts have deep local knowledge of
employment markets, laws and cultural practices to provide a complete rewards picture that can be
used to create sound market-based pay programs.
In many countries, participants in the High Tech Compensation Survey have the opportunity to
network with other participants and discuss a wide range of human resource and compensation-
related topics. In several countries, Towers Watson facilitates regular participant forums and interest-
group meetings based on the specific industry sectors or market segments. For details about the
various interest groups, visit https://www.twdataservices.com/twds/public/events.jsp
Industry Coverage
The High Tech Compensation Survey Participant Guide is specifically for High Tech participants. In
addition to the General Industry Compensation survey, separate industry compensation surveys are
offered for other industries, including Energy, Financial Services, Media and Pharmaceuticals. The
High Tech Compensation Survey includes high tech specific jobs which can be found within the
Functions and Disciplines and are summarized at the beginning of Section 4 – Functions and
Disciplines.
Integrated Leveling Methodology

The Towers Watson survey methodology has been developed as an integrated process combining
elements from each of our two proprietary leveling methodologies, Career Map and the Global
Grading System (GGS). Global Grades provide the foundation, or underpinning, for both benchmark
executive jobs and the broad-based Career Levels, as well as define the start and end points of a
career progression to form an integrated leveling methodology. The result is a unique and systematic
approach to matching jobs that encompasses the concept of career progression through Career
Levels with differentiated job size as determined by Global Grades. See Section 3 – Leveling for
further details.
● Career Levels – The Towers Watson Career Level methodology is based on a series of Career
Bands, each with a number of distinct Career Levels. Career Bands enable companies to structure
work and jobs based on progressive levels of expected contribution. Career Levels represent
discernible broad steps in a career progression, which are consistent across organizations. They
reflect the normal market progression of jobs requiring higher levels of competence and
knowledge as people advance in their careers.

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Integrated Leveling Methodology (continued)

● Global Grading System – The Towers Watson Global Grading System (GGS) measures the
relative internal value of distinct jobs within a company according to specific factors and aligns
those levels with quantifiable differences in pay levels in the external marketplace. Global Grades,
which are linked to organization size, reflect the impact of size on job scope at higher levels, thus
enhancing data comparability across organizations of varied size. Global Grades create a single
top-to-bottom framework to facilitate leveling and drive consistency across Career Bands,
Functions, Executive Benchmarks and Disciplines. They provide the foundation, or underpinning,
for both Executive Benchmarks and the broad-based Career Levels.
The integrated survey methodology enables participants to align jobs with both approaches to job
leveling in a single process, which supports job match validation and helps provide globally consistent
results. See Section 2 – Job Matching for details.
Towers Watson Data Services is committed to providing all the support and tools, including
documentation and training, to ensure that your organization has a smooth job matching process.
Transition from 2010

Combining the best of our historical Watson Wyatt and Towers Perrin High Tech surveys, the Towers
Watson High Tech Compensation Survey is a uniform platform, with a consistent matching process,
content and format around the world. The integration of these surveys provides a single global
database, enabling enhancements to our previous regional offerings.

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What has changed for past Watson Wyatt participants?

● The Towers Watson survey methodology integrates Global Grades within a Career Level
framework, encompassing the concept of career progression through Career Levels with
differentiated job size as determined by Global Grades.
● Job codes and job architecture terminology have changed from Job Family and Subfamily to
Function and Discipline. The new job codes are a combination of Discipline or Executive
Benchmark, Career Level and Global Grade.
● Comprehensive participant materials for matching and data submission are provided to improve
consistency and quality.
What has changed for past Towers Perrin participants?

● New Executive Career Band has been introduced to enable this level-based survey to be
extended to include executives.
● Functions and Disciplines have been enhanced to incorporate jobs from the Watson Wyatt High
Tech Survey and to allow for matching executive jobs.
● Executive Bands have been replaced by Global Grades.
● Career Ladders have been replaced by Career Bands, with Global Grades introduced to underpin
Career Levels.
● Separate Technical Support (T) and Business Support (U) Career Bands replace the combined
Technical/Business Support Career Band.
● A Senior Group Manager (M5) level has been added to the Management Career Band for very
large organizations.
● Policies and Practices data will now be collected around the world.
To facilitate the transition to the new survey, a matrix is provided in an Excel spreadsheet for each
2010 survey or database. The matrix displays the typical mapping of 2010 benchmark jobs into the
corresponding Function/Discipline/Career Level/Global Grade combinations in the 2011 survey. While
the matrix provides a valuable reference, the best practice to take advantage of the new survey
methodology is to match your jobs directly to the Career Levels and Global Grades (Section 3) and
Functions and Disciplines (Section 4).

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Key Dates
Data effective dates and submission deadlines, listed below, vary across geographies.
Data Effective Data Submission
Country/Region Date Deadline Publication Date
Asia Pacific 1 April 2011 30 May 2011 August
Taiwan 1 April 2011 30 April 2011 July
Europe, Middle East and Africa
Western Europe 1 April 2011 30 April 2011 August
Central and Eastern Europe 1 April 2011 30 April 2011 August - September
Middle East and Africa 1 April 2011 30 April 2011 August - September
Latin America 1 April 2011 30 May 2011 August
North America (Canada and United States) 1 March 2011 15 April 2011 August - September

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Results and Fees

The High Tech Compensation Survey offers different ways to receive results to meet your
organization's needs. To view our comprehensive market data offerings go to:
http://www.twdataservices.com.
Please note that in order to receive the survey results, you must either submit a survey order or
subscribe to the online tool. You can order online at the address above or complete and submit an
order form with your Data Submission Workbook.
Submitting Data
Survey input consists of two parts: the Data Submission Workbook and the Policies and Practices
Questionnaire. Please go to the Towers Watson Data Services website in your region in order to
download the Data Submission Workbook and access the Policies and Practices Questionnaire.
Prior Participants
The online policies and practices data collection system has the information your company submitted
last year for the countries in which you participated. You will receive the access code to the input
system from Customer Service or your local Towers Watson Data Services contact upon confirmation
of your participation.
The incumbent data spreadsheet will include the new job code (Function/Discipline, Career Level,
Global Grade) for jobs that you submitted last year along with the prior year’s job code as a reference
to your previous matching and to facilitate transition to the new codes.
All individual data are provided on a country-by-country basis. If you would like to receive all of your
company's previous input for a particular region, Towers Watson will provide this upon request.
Regional and Global Participants
Use the North America Participant Guide for all U.S. and Canada data submissions. Use the
International Participant Guide to match your jobs and submit data for all countries outside North
America. The International guide includes a subset of the jobs covered in the North America guide.
You can submit all data globally in a consolidated spreadsheet file, or you can submit by region
(Asia/Pacific, Europe, Middle East and Africa, Latin America or North America) or single country
depending on what is best for your organization’s structure.
If your organization is submitting data globally, please provide data for all countries where your
organization has operations. If there is sufficient participation for countries not previously published,
Towers Watson will publish results on a complimentary basis.
If you have any questions, contact your account manager or regional office.

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Preparing the Data Submission Workbook for Centralized Regional/Global Submission
Once you have completed the Data Submission Workbook, save the Excel Workbook and return it to
Towers Watson. We strongly recommend that you:
● Password protect the Workbook prior to sending your submission. Send the password in a
separate follow-up email or contact us by telephone to advise us of the password.
● Include your company name in the Workbook name
● Retain a copy of the Data Submission Workbook for your files
● Send data via email to client.disks@towerswatson.com
Contact Us
If you have any questions, contact your local account manager or the regional office nearest you.
Contacts
Asia-Pacific: Latin America:

Manila Email: twladata@towerswatson.com
Email: twapdata@towerswatson.com Phone: +1 954 767 1345
Phone: +60 3 238 16797 Phone: +1 866 824 5815 (toll free in the U.S.)
Fax: +60 3 238 16799 Fax: +1 954 430 0345
Europe, Middle East and Africa: North America:

Brussels Canada
Email: customerservice@towerswatson.com Email: twcadata@towerswatson.com
Phone: +32 2 678 15 11 Phone: +1 877 550 4402 (toll free)
Fax: +32 2 675 36 01 Phone: + 1 416 960 2700 (outside Canada)
Fax: +1 416 960 7093
London
Email:tweudata@towerswatson.com United States
Phone: + 44 20 7170 2999 Email: twusdata@towerswatson.com
Fax: + 44 (0) 20 7170 2222 Phone: +1 800 645 5771 (toll free)
Phone: +1 914 289 3200 (outside the U.S.)
Fax: +1 914 289 3555

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Section 2 – Job Matching

Following are overall matching guidelines to keep in mind throughout the job matching process.
● Review all definitions and descriptions before matching your jobs.
● Submit data for all incumbents who can be matched to the survey.
● Match jobs based on content, not titles.
● Exclude expatriates paid on their home-country rates. Include foreign nationals paid on host-
country rates, but exclude any supplemental payments not part of the typical local compensation
pay package.
● Exclude contract staff not paid on the same terms as permanent, full-time staff.
● Level matching is comparable to benchmark matching. Identify how your jobs map into the levels
defined in the survey, choose the appropriate Function, and identify the Executive Benchmark or
Discipline.
● The primary focus of the matching process is on job content relative to the survey definitions for
Career Bands, Career Levels, Global Grades, Functions, Executive Benchmarks and Disciplines.
The job matching process consists of three steps outlined below.
Step 1. Determine the Global Grade of the organization (and the CEO or Profit Center Head)
Step 2. Align your organization’s levels to survey levels:
● Determine the appropriate Global Grade for each of your executives
● Align Career Levels and Global Grades to your internal structure
● Assign a Career Band, Career Level and Global Grade to your nonexecutive jobs
● Review the Career Levels and Global Grades for cross-functional consistency
Step 3. Match your organization’s jobs to Functions and Disciplines
Alternatively to match your jobs using a benchmark approach, you can reverse steps 2 and 3
(i.e., match your organization’s jobs to Functions and Disciplines and then determine the survey
levels).
For additional support matching jobs in your organization, contact your local Towers Watson Data
Services contact.

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Step 1 – Determine the Global Grade of the Organization (“Capping the Organization”)
To ensure consistent leveling and matching of your jobs to the survey, it is important that you first
determine the Global Grade of your organization (and CEO or Profit Center Head). The Global Grade
for the organization uses the Revenue and FTE (Full Time Equivalent) Employee categories below.
Jobs should be matched in the context of the business unit in which they are based. If an organization
is made up of more than one business unit (subsidiary/business unit/region), the Global Grade for
each should also be determined using this approach unless it does not meet all of the following
criteria:
● The business unit has a discernible P and L
● The business unit has most or all of the main functions (finance, information technology, human
resources, marketing, sales, production/operations, logistics) and
● The Profit Center Head is individually typically accountable for shaping the unit’s strategic
direction
Revenue and FTE Employees
To determine the Global Grade for your organization, select Global Grades for both Revenue and FTE
employees. If an organization’s Revenue or FTE Employees falls on a breakpoint between two Global
Grades (e.g., 90 FTE, USD75m Revenue), select the lower of the two Global Grades. Average the
Global Grades for Revenue and FTE employees to determine the overall Global Grade for the
organization.
Refer to the Executive Global Grade Summary Descriptions for CEO/Profit Center Heads in
Section 3 – Leveling, to confirm the CEO or Profit Center Head Global Grade or to determine the most
appropriate Global Grade if the average results in a fraction (e.g., 22.5). Typical profiles for CEO/Profit
Center Heads take into account Geographic Scope and Diversity/Complexity of the organization in
addition to Revenue and FTE employees.
Global Grade 16 17 18 19 20
Revenue
(USD millions)
<75 75–150 150–500 500–1,000 1,000–2,000
Revenue
(USD millions)
2,000–5,000 5,000–10,000 10,000–50,000 50,000–100,000 >100,000
FTE
Employees
<90 90–240 240–620 620–1,600 1,600–4,100
FTE
Employees
4,100–10,600 10,600–27,500 27,500–75,000 75,000–200,000 >200,000

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Step 2 – Leveling
After you have determined the Global Grade for the CEO/Profit Center Head, the next step is to
determine the Global Grade for each of the remaining executive positions (i.e., staff and line functional
executives, subordinate business unit heads and functional executives), and assign a Career Band,
Career Level and Global Grade to jobs below the executive level. In order to do this, you need to first
determine the Career Band for your jobs. Definitions of the Career Bands, Career Levels and Global
Grades are included in Section 3 – Leveling.
Identify a Career Band
For purposes of this survey, seven Career Bands have been identified. Within the seven Career
Bands there are four to six Career Levels, which span six to eleven Global Grades. The following
General Alignment Map of Global Grades to Career Levels provides an overview of how Global
Grades align with Career Levels, without reflecting the impact of company size.
General Alignment Map of Global Grades to Career Levels*
* This exhibit does not reflect the impact that organization size has on the Global Grades,
Career Levels and typical alignment

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Step 2 – Leveling (continued)
The following table indicates the number of levels and number of Global Grades for each of the seven
Career Bands.
Career Band (letter) Career Levels Representative Global Grades

Executive (EX) N/A GG15 – GG25
Supervisory/Management (M) M1 – M5 GG10 – GG17
Professional (P) P1 – P6 GG8 – GG17
Customer/Client Management and Sales (S) S1 – S6 GG8 – GG17
Technical Support (T) T1 – T4 GG5 – GG10
Business Support (U) U1 – U4 GG4 – GG9
Production/Operations (W) W1 – W4 GG2 – GG7
To determine the Career Band, establish if the job in your organization is:
● Supervisor/manager or individual contributor
● Sales or nonsales
● Professional or support
● Technical support, business support or production/operations
The following decision tree illustrates the process for identifying the appropriate Career Band. Career
Band Summary Descriptions are included in Section 3 – Leveling.
CEO/
Profit Center Head
Management Individual Contributor
Business or
Operational
Functional Sales Non Sales
Management
Strategy
Professional Support
Technical Business Production/

Executive Management Sales Professional
Support Support Operations
Career Career Career Career
Career Career Career
Band Band Band Band
Band Band Band

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Distinguishing Executives and Managers
Distinguishing whether incumbents should be matched to the Executive Career Band or the
Supervisory/Management Career Band requires careful review of the guidelines in the following table.
These guidelines expand on the Career Band definitions in Section 3 – Leveling.
Executive Management
Organization ● Primarily involved in the ● Implements organization strategies
Strategy development, evolution and through the effective direction and
approval of the long-term vision management of resources
across a market function, division,
region or country (depending on ● Sets Discipline or area strategy
scope of organization) or a Function consistent with established
organization strategies
● Establishes strategies for area of
responsibility (i.e. corporate, ● Ensures compliance with
regional, subsidiary) organization policies
● Leads development of country or ● Focuses mainly on the management

function strategies and implementation of operational
objectives that help achieve long-
● Makes decisions on strategic term organization strategy
investments
● Accountable for business, functional,
● May be a board or executive operational processes and/or
committee member or will have a program management
comparable level of influence
Functional ● Most senior level within a major ● Responsible for part of a Function
Responsibility Function for a business unit for a business segment.
● Reports to the most senior level

within a major Function for a
business unit
Impact on ● Impacts broader organization ● Impacts broader organization

Organization performance directly performance indirectly
● Impact limited to own Discipline or

area
Compensation ● Covered by executive compensation ● Not covered by executive

Program programs (e.g., executive long-term compensation programs
plans, perquisites, executive bonus
plans)

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Assign Global Grades to Executives
Once all executives in the organization are identified, refer to the Executive Global Grade Summary
Descriptions in Section 3 – Leveling that correspond to each executive's organization size to
determine their Global Grade. The number of available Executive Global Grades varies by
organization size. Following are typical Executive Global Grade assignments:
● The Global Grade directly below the CEO or Profit Center Head is typically limited to direct reports
responsible for multiple functions or most line operations (e.g., Chief Operating Officer) and
typically is a member of the executive leadership team or equivalent decision-making body.
● Heads of key functions (part of core business process or directly impacts business performance)
are typically two grades below the CEO or Profit Center Head.
Executives, who are heads of support functions that do not impact business performance directly such
as infrastructure, are typically one or more Global Grades below the CEO or Profit Center Head.
Example: Executive Global Grade Assignment for a Global Grade 22 Organization with a
Global Grade 19 Business Unit
Global Grade 22 Organization

GG Position
22 Chief Executive Officer
21 Chief Operating Officer Global Grade 19 Organization
20 Top Sales Executive Position
19 Top Supply Chain Executive Profit Center Head
18 Top Channel Sales Executive -
17 Top Compensation and Benefits Executive Top Sales Executive
16 Top Benefits Executive Top Supply Chain Executive
Assign Career Levels and Global Grades to Nonexecutive Jobs
Jobs below the executive level are assigned Career Levels and Global Grades in one integrated
process that can be understood by all participants.
General profiles for each Career Level within a Career Band can be found in Section 3 – Leveling.
The indicative Global Grade alignment is also noted. For those Career Levels aligned with two Global
Grades, brief language is provided to highlight the key differences between each of the Global Grades
so that you can select the Global Grade that is most appropriate for your job. If there is any doubt, or
the job falls between two grade descriptions, use the lower grade. This process enables you to quickly
align jobs to both survey Career Levels and Global Grades.
If your organization does not have an established internal structure, skip the next subsection and
match specific jobs to the Career Bands, Career Levels and Global Grades.

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Align Career Levels and Global Grades to Your Internal Structure
The number of levels/grades/bands in your organization may vary from the Career Levels and Global
Grades in the survey. If your organization has an internal level, grade or banded structure you should
first compare and align your internal structure to the survey Career Bands, Career Levels and Global
Grades. Mapping your internal structure first saves time. Where your internal grades/bands have a
mixture of individual contributor/manager/sales jobs, individual jobs should be used to determine the
appropriate mapping.
● If your organization has more levels than the number of Global Grades, you will have to collapse
more than one of your levels into one Global Grade. For example, a company could have jobs in
two levels that correspond to and would be matched to a single Global Grade.
● If your organization has fewer levels than survey Career Levels and/or Global Grades, you will
have to allocate your jobs between the two applicable Career Levels and/or Global Grades. For
example, if your organization uses a broadband approach a single band may correspond to more
than one Career Level or Global Grade.
Additional Guidelines for Assigning Career Levels and Global Grades
● There is no requirement to match jobs at all Career Levels within a Function. Some organizations
may not hire at entry level, but focus on more experienced employees. Most organizations are
unlikely to have a Elite Expert (P6) in more than one Function.
● In less hierarchical organizations, not all levels of managers may exist in some Functions.
● The Supervisor (M1) coordinates the daily activities of technical, business or

production/operations support employees. The Manager (M2) coordinates the activities of
professional staff in an assigned work area and/or manages first-line supervisors (M1).
● The Senior Manager (M3) is typically a second-level manager.
● The Senior Group Manager (M5) is typically only found in organizations with > $10 billion revenue.
● Elite Experts (P6) and (S6) are aligned to Global Grades 16 and 17. Individual contributor matches
to Global Grade 17 are rare and are reserved for the highest level Experts in very large
organizations, in Functions that are of strategic importance to the business. They are internally
and externally recognized as gurus.
Review the Career Levels and Global Grades for Cross-Functional Consistency
If your organization either maintains a different structure for select Functions or adjusts for certain
levels within a Function (e.g., Research and Development, Sales) note these special circumstances
when matching to those Functions in Step 3.

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Step 3 − Match your organization’s jobs to Functions and Disciplines
Review the Function and Discipline descriptions in Section 4 to identify the best match for the content
and purpose of your organization’s job.
Once you have identified the Function, select the Discipline that corresponds to the area of
specialization. Refer to Section 4 for descriptions of the Functions and Disciplines.
In each Function, one or more Disciplines designated as generalist/multidiscipline have been defined.
Each Function has a generalist/multidiscipline code (suffix "000"), and some Functions have additional
generalist/multidiscipline codes that apply to a subgroup of Disciplines within a Function.
Use the generalist/multidiscipline code in the following circumstances:
If you have incumbents who perform more than one of the specialized Disciplines in the
Function as part of their normal responsibilities, or
If you have a manager who is responsible for employees in more than one Discipline within
that Function.
Each Function has a no applicable Discipline code ("999" Discipline suffix). You should use this code
if the incumbent's specialization cannot be classified in any of the defined Disciplines or cannot be
identified.

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Section 3 – Leveling
This section provides the documentation and tools needed to match your jobs to the survey levels. As
described in Section 2, the level-based approach to job matching involves assigning a Career Band,
Career Level and Global Grade to your jobs. The tools listed below are provided to help match your
jobs to the appropriate survey levels.
● General Alignment Map of Global Grades to Career Levels provides an overview of how
Global Grades generally align with Career Levels.
● Career Band Summary Descriptions present descriptions for each of the seven Career Bands:
● Executive (EX)
● Supervisory/Management (M)
● Professional (P)
● Customer/Client Management and Sales (S)
● Technical Support (T)
● Business Support (U)
● Production/Operations (W)
● Organization Size Alignment Maps provide distinct alignment maps that display how scope and
business complexity dictate the availability of Career Levels and Global Grades for four
organization size groups. As shown, larger organizations can match to more Global Grades in the
Executive, Supervisory/Management, and Professional Career Bands to reflect the additional
levels of management and complexity of technical expertise required to operate their businesses.
● Executive Global Grade Summary Descriptions provide summaries for Executives matched to
the Executive Career Band. For incumbents below the executive level, refer to the
Supervisory/Management Career Level General Profiles (described below).
● Career Level General Profiles with Global Grade Differentiators provide definitions for the
Career Levels within each Career Band. The Global Grade aligned with each level is also noted.
For those Career Levels aligned with more than one Global Grade, brief differentiating language
enables you to quickly and accurately map jobs to the appropriate Global Grade. If there is any
doubt on which Global Grade to use or the job falls between two Global Grades, match to the
lower grade.

Page 19
NOTE: The job matching methodology presented here is for survey purposes only and is not a job
evaluation process. Although this survey methodology is related to the Towers Watson Career Map
and Global Grading methodologies, it may not align directly with specific client implementation of one
of these leveling methodologies. Therefore it is critical to align your internal levels to the survey levels
based on a careful review of the survey definitions to ensure proper job matching.
Career Map and the Global Grading System, when formally implemented, enable the alignment of
reward and talent management programs across businesses. When used as internal leveling tools,
these methodologies take into account the specific organizational context of a job and the detailed set
of associated accountabilities and demands. The outcomes of these processes are highly
organization-specific, while survey job descriptions and levels are by their nature generic. Therefore,
organizations that use Career Map or the Global Grading System as their internal leveling tool are still
required to match their jobs to this survey using the job matching process outlined in this Participant
Guide.
An organization’s internal Global Grade or Career Level may act as a starting point, but as the Career
Levels and Global Grades contained in these surveys represent a typical or generic organization,
there may be differences between the internal value a specific organization places on a job and where
the job should be mapped for purposes of external comparison.
General Alignment Map of Global Grades to Career Levels*
* This exhibit does not reflect the impact that organization size has on the Global Grades,
Career Levels and typical alignment

Page 20
Career Band Summary Descriptions

Executive Career Band
● Holds management accountability for a business, division, major geography, corporate function, or major corporate sub-
function
● Develops, establishes and approves long-term vision and strategy for the area managed
● May be a board or executive committee member or have a comparable level of influence
Supervisory/Management Career Band

● Accountable for managing a team of people, setting direction and deploying resources; typically is responsible for
performance evaluation, pay reviews, and hire/fire decisions
● Results are primarily achieved through the work of others and typically depend on the manager’s ability to influence and
negotiate with parts of the organization where formal authority is not held
● Progression within Career Band reflects acquisition of broad technical expertise, business and industry knowledge, and
process and people leadership capabilities
● Accountable for business, functional, or operational areas, processes, or programs
Professional Career Band

● Work is primarily achieved by an individual or through project teams
● Requires the application of expertise in professional or technical area(s) to achieve results
● Progression within the Career Band reflects increasing depth of technical knowledge, project management, and ability to
influence others
● Majority of time is spent on:
● Performing technically based activities (early in career)
● Contributing to and managing projects (mid-career)
● Providing advice/direction in primary areas of expertise (seasoned and expert)
● Leveraging technical expertise and relationships to contribute to strategy and drive business results (thought
leader)
● Entry-level jobs within the Professional Career Band typically require a university degree or equivalent work experience
that provides knowledge of and exposure to fundamental theories, principles and concepts
Customer/Client Management and Sales Career Band

● Primarily involved in direct contact with customers/clients to acquire new business or develop existing business or
accounts
● Participates in sales pitches, developing bids, and responding to proposals
● At senior levels, likely to have responsibility to set/negotiate product/service terms (contracts)
● Likely to be paid on a commission/sales target basis

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Career Band Summary Descriptions (continued)

Technical Support Career Band
● Performs technical tasks required to support ongoing business operations (e.g., IT administration)
● Requires vocational training or the equivalent experience, but does not require a university degree
● Skilled technician in a hands-on environment, often highly specialized
Business Support Career Band

● Performs clerical/administrative support tasks
● Requires vocational training or the equivalent experience, but does not require a university degree
Production/Operations Career Band

● Performs operational, craft or manual tasks, primarily in manufacturing and production environments
● Performs tasks according to established procedures, with limited opportunity for independent decision-making
● Unskilled or semi-skilled worker, often employed in shifts

Page 22
Organization Size Alignment Maps

Page 23
Executive Global Grade Summary Descriptions

Refer to Section 2 – Job Matching for guidelines to distinguish Executives and Managers.
Supervisory/Management Career Bands for nonexecutive management roles are in this section.
Executive Career Band

Profit Center Heads
Manages the profitability and growth of the organization. Formulates and implements operational strategies to ensure the
attainment of revenue and profitability objectives. Profit Center Heads include Business Unit Head, Sector Head, Regional or
Country/General Managers.
Global Grade Typical Scoping Dimensions
25 Chief Executive Officer of a very large organization with a ● Total FTE (Full Time Equivalent)
significant global presence, and which has a large number of employees: >200,000
subsidiary organizations or divisions that operate on a global
● Revenue: >USD100 billion
basis typically in all regions worldwide.
● Geographic scope: Global
Will be highly diversified and responsible for all functions and
a range of products/services that span multiple industries. ● Diversity/complexity: Highly complex and
diversified organization producing and
delivering a wide range of products/services in
multiple industries
24 Chief Executive Officer/Profit Center Head of a very large ● Total FTE (Full Time Equivalent)
organization with a significant global presence, and which has employees: 75,000-200,000
large number of subsidiary organizations or divisions that
● Revenue: USD50-100 billion
may operate on a global basis. Will be responsible for all
functions and a range of products/services that span multiple ● Geographic scope: Global
industries.
● Diversity/complexity: Complex and
Alternatively, the Profit Center Head of a larger subsidiary/ diversified organization producing and
division, operating autonomously with a global presence and, delivering a wide range of products/services in
generating a significant proportion of the parent organizations multiple industries
revenues.
23 Chief Executive Officer/Profit Center Head of a very large ● Total FTE (Full Time Equivalent)
organization with a significant global/international presence employees: 27,500-75,000
(typically in at least three continents). Will have a number of
subsidiary organizations or divisions, typically in a number of
international locations. Will be responsible for all functions ● Geographic scope: International or Global
and a range of products/services that are likely to span
multiple industries. ● Diversity/complexity: Complex and/or
diversified organization producing and
Alternatively, the Profit Center Head of a larger subsidiary/ delivering a wide range of products/services,
division, operating autonomously with a global presence and typically in multiple industries
generating a significant proportion of the parent
organization’s revenues.
22 Chief Executive Officer/Profit Center Head of a large ● Total FTE (Full Time Equivalent)
organization with a significant international presence, and employees: 10,600 -27,500
which has a number of subsidiary organizations or divisions
typically in a number of international locations. Will be
responsible for all functions and a range of products/services ● Geographic scope: International or Global
that may span multiple industries.
● Diversity/complexity: Complex or diversified
Alternatively, the Profit Center Head of a larger subsidiary/ organization producing and/or delivering a
division, operating autonomously with a global presence and variety of products/services in related or
generating a significant proportion of the parent multiple industries

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Executive Global Grade Summary Descriptions (continued)

Executive Career Band (continued)
Profit Center Heads
21 Chief Executive Officer/Profit Center Head of a large ● Total FTE (Full Time Equivalent)
organization with a significant international presence, and employees: 4,100-10,600
which has a number of subsidiary organizations or divisions
typically in a number of international locations.
● Geographic scope: International or Global
May also be a CEO/Profit Center Head of a very large
domestic organization with some international presence and ● Diversity/complexity: Produces/delivers a
a number of divisions in multiple but related industries. Will be variety of products/services in related
responsible for all functions and a range of products/services industries
that may span multiple industries.
Alternatively, the Profit Center Head of a larger subsidiary/
division, operating autonomously with a global presence and
generating a significant proportion of the parent
20 Chief Executive Officer/Profit Center Head, of a medium ● Total FTE (Full Time Equivalent)
sized organization typically with a strong presence in employees: 1,600-4,100
domestic market and a number of subsidiary organizations
and operating divisions at several international locations or of
a much larger organization focused primarily on a domestic ● Geographic scope: International or domestic
market. Will be responsible for all functions and a variety of
products/services. ● Diversity/complexity: Produces/delivers a
variety of products/services in related
Alternatively, the Profit Center Head of a larger subsidiary/ industries
division; may be operating autonomously, possibly with a
large international footprint.
19 Chief Executive Officer/Profit Center Head of a medium ● Total FTE (Full Time Equivalent)
sized organization with majority of presence in the domestic employees: 620-1,600
market and/or responsible for international locations. Will be
● Revenue: USD500 million-1 billion
responsible for all functions and a range of products/services,
possibly in a specialized market. ● Geographic scope: Domestic or International
Alternatively, the Profit Center Head of a larger subsidiary/ ● Diversity/complexity: Produces/delivers a
division operating within fairly loose group guidelines, variety of products/services, typically in a
possibly with significant international presence. single industry
18 Chief Executive Officer/Profit Center Head of a medium- ● Total FTE (Full Time Equivalent)
sized organization operating primarily in local market or may employees: 240-620
have some presence internationally. Will be responsible for
● Revenue: USD150-500 million
all functions and may operate in a specialized market.
● Geographic scope: Domestic, may have
Alternatively, Profit Center Head of a larger
subsidiary/division, possibly with international presence. some International operations
● Diversity/complexity: Produces/delivers
related products/services, typically in a single
industry

Page 25

Profit Center Heads
17 Chief Executive Officer/Profit Center Head of a small ● Total FTE (Full Time Equivalent)
organization or subsidiary organization, usually operating in a employees: 90-240
single country. The organization will have a limited and
● Revenue: USD75-150 million
specialized product/service range and operate in a
specialized market. ● Geographic scope: Domestic
Alternatively, the Profit Center Head of a larger subsidiary, ● Diversity/complexity: Produces/delivers
possibly operating within fairly tight group guidelines. related products/services in a single industry
16 Chief Executive Officer/Profit Center Head of a small ● Total FTE (Full Time Equivalent)
organization or subsidiary organization, usually operating in a employees: less than 90
single location. Will have responsibility for all functions within
● Revenue: less than USD75 million
the organization including finance, administration, etc.
● Geographic scope: Domestic
Alternatively, the Profit Center Head of a larger subsidiary,
operating within fairly tight group guidelines . ● Diversity/complexity: Produces/delivers a
limited range of related products/services in a
single industry
15 Country Head will have profit and loss accountability and ● Total FTE (Full Time Equivalent)
responsibility for a profit center. At this level, only a limited employees: less than 50
number of functions will typically be present (e.g., finance,
● Revenue: less than USD30 million
marketing, legal and sales); the broader set of support
functions is likely to be found at the group or a higher level of ● Geographic scope: Domestic
the organization and located elsewhere. Typically reports into
Functional Head or Regional/Divisional Head. ● Diversity/complexity: Produces/delivers a
limited range of related products/services

Page 26

Function Executives – Global Grade 25 Organization
Executives primarily involved in the development, evolution and approval of the long-term vision for the business, its
functions, and subfunctions or functional disciplines. Identifies implications of overall business strategy for area managed
and leads development of functional/subfunctional strategy.
Global Grade
24 ● Typically the COO/President and/or in some organizations the CFO
● Plays a direct role in shaping the strategy and external image of the entire business
● Sits on the Executive Leadership Team or equivalent decision-making body
● Typically reports directly to the CEO
23 ● Manages multiple corporate functions or a critical function representing a core business activity with a major
impact on business performance
● Typically sits on the Executive Leadership Team or equivalent decision-making body
22 ● Head of a large or key function with a direct impact on business performance

● Significantly influences strategic policy for the entire business
● May sit on the Executive Leadership Team or equivalent decision-making body
● Typically reports to the CEO/Profit Center Head or a COO/President
21 ● Head of a mid- to large function with a direct impact on business performance

● Sets functional strategy and contributes to strategic policy for the entire business
20 ● Top Functional Executive in charge of a function providing infrastructure for the business or impacting
business performance indirectly
● Primarily involved in setting functional strategy
● Typically reports into Regional/Divisional Head or a COO/President
19 ● Top Functional Executive within a very large geography or key division of the business or in charge of a
corporate discipline
● Typically manages a significant proportion of total staff in the function and/or significantly influences
functional strategy
● Typically reports into Functional Head or Regional/Divisional/Country Head
18 ● Top Functional Executive within a large geography or main division of the business or in charge of a small
functional strategy
● Typically reports into Functional Head or Subregion/Divisional/Country Head
17 ● Top Functional Executive within a geography or division of the business or in charge of a small corporate
discipline
● Significantly influences functional strategy

Page 27

Global Grade
● Typically reports directly to the CEO/Profit Center Head

20 ● Head of a mid- to large function with a direct impact on business performance

● Sets functional strategy and contributes to strategic policy for the entire business unit
19 ● Top Functional Executive within a very large geography or key division of the business or in charge of a
functional strategy
● Typically reports into Functional Head or Regional/Divisional/Country Head
functional strategy
discipline

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Global Grade

functional strategy
discipline

Page 29

Global Grade
20 ● Manages multiple functions or a critical function representing a core business activity with a major impact on
business performance

functional strategy
discipline

Page 30

Executives primarily involved in the development, evolution and approval of the long-term vision across a function or area of
specialization. Leads development of function strategy and establishes, implements, and maintains policies of the
organization for area of responsibility.
Global Grade
19 ● Manages multiple functions or a critical function representing a core business activity with a major impact on
business performance

functional strategy

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Global Grade

16 ● Top Functional Executive within a large geography or main division of the business or in charge of a
small corporate discipline
functional strategy

Page 32

Global Grade
18 ● Manages multiple functions (e.g. COO, President, etc.) or a critical function representing a core business
activity with a major impact on business performance

15 ● Top Functional Executive within a geography or division of the business or in charge of a discipline

Page 33

Global Grade
17 ● Head of a large/key or multiple functions with a direct impact on business performance
● May report to CEO/Profit Center Head or Divisional or Country Head
15 ● Top Functional Executive within a geography or division of the business or in charge of a discipline
● Typically reports into Functional Head or Divisional or Country Head

Page 34

Global Grade
● May report to CEO/Profit Center Head or Divisional or Country Head

Page 35

Global Grade

Page 36
Career Level General Profiles with Global Grade Differentiators

Supervisory/Management Career Band
M5 Senior Group Manager (aligns with Global Grade 17)
● Applies only to large international or global organizations
● Provides leadership and direction through Group and/or Senior Managers
● Is accountable for the performance and results of:
● A large, strategically important function in an extremely large market
● Diverse disciplines or departments within a large geography or division
● A large, strategically important discipline within a major region
● A medium-sized global corporate discipline or department
● Develops, adapts and executes functional or departmental strategy to achieve key business objectives in area of
responsibility
● Decisions are guided by organization and functional strategies and objectives
M4 Group Manager (aligns with Global Grade 16)

● Provides leadership and direction through Senior Managers and Managers
● Is accountable for the performance and results of:
● A large, strategically important discipline in an extremely large market
● Related disciplines or a medium-sized function in a large market or medium-sized division
● A medium-sized discipline or department in a major region
● Adapts and executes functional or departmental business plans and contributes to the development of functional or
departmental strategies
● Decisions are guided by functional strategies and priorities
M3 Senior Manager (aligns with Global Grades 14 and 15)

● Provides leadership to managers, supervisors and/or professional Global Grade 15 Differentiator
staff ● Looks beyond existing methodologies and own
● Is accountable for the performance and results of multiple related discipline to define and resolve complex
units problems
● Develops plans and delivers results in fast-
● Develops departmental plans, including business, production changing businesses and/or regulatory
and/or organizational priorities environments
● Controls resources and policy formation in area of responsibility ● Provides input to functional or departmental
strategy
● Decisions are guided by resource availability and functional
objectives ● Manages large, potentially diverse teams of
managers and/or senior professionals
● In Global Grade 16–17 organizations, typically
contributes directly to business priorities and
planning
Global Grade 14 Differentiator
● Identifies applications of functional knowledge
and existing methodologies to complex
problems
● Manages large teams of professionals and/or
junior managers
● In Global Grade 16–17 organizations, typically
has accountability for a function

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(continued)
Supervisory/Management Career Band (continued)

M2 Manager (aligns with Global Grades 12 and 13)
● Manages professional employees and/or supervisors or Global Grade 13 Differentiators
supervises large, complex technical or business support or ● Accountable for the budget, performance and
production operations team(s) results of a medium-sized team or multiple
● Is accountable for the performance and results of a team within small teams
own discipline or function ● Exercises full management authority, including
performance reviews, pay decisions,
● Adapts departmental plans and priorities to address resource and recruitment, discipline, termination, and other
operational challenges personnel actions
● Decisions are guided by policies, procedures and business plan; ● Addresses issues with impact beyond own
receives guidance from senior manager team based on knowledge of related disciplines
● Provides technical guidance to employees, colleagues and/or Global Grade 12 Differentiators
customers ● Accountable for results of a small team
● Exercises limited management authority; sets
employee performance objectives, conducts
performance reviews and recommends pay
actions
● Contributes to definition of standards under
which team operates and ensures essential
procedures are followed based on knowledge of
own discipline
M1 Supervisor (aligns with Global Grades 10 and 11)

● Coordinates and supervises the daily activities of business or Global Grade 11 Differentiators
technical support or production team ● Accountable for the results of a large and/or
● Sets priorities for the team to ensure task completion; coordinates moderately complex support or production
work activities with other supervisors operations team including subordinate work
leaders
● Decisions are guided by policies, procedures and business plan; ● Applies acquired expertise to analyze and solve
receives guidance and oversight from manager problems without clear precedent
● Typically does not spend more than 20% of time performing the ● Provides input on resource planning and policy
work supervised development
● Coaches team members on performance,
completes employee performance evaluations,
and recommends pay actions
Global Grade 10 Differentiators
● Accountable for the results of medium-sized
routine support or production operations teams
● Solves problems based on practice and
precedent
● Trains team members and provides input to
employee performance evaluations

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(continued)
Professional Career Band
P6 Elite Expert (aligns with Global Grades 16 and 17)
● Is recognized as an external thought leader within strategic Global Grade 17 Differentiators
function or discipline ● Only applies to large international or global
● Influences the strategy to address internal or external business businesses
and regulatory issues ● Contributes as top thought leader worldwide,
whose achievements include major innovations
● Proactively identifies, defines, and solves the most complex that change and advance the industry and/or
problems that impact the management and direction of the profession
business
● Leads the largest projects/initiatives that have a
● Significantly influences functional strategy; may participate in the significant impact upon a complex, global
development of the product or division strategy business
● Leads multidisciplinary projects or initiatives Global Grade 16 Differentiators
● Progression to this level is typically restricted on the basis of ● Typically found in Global Grades 18 or higher
individual capabilities and business requirements organizations
● Contributes thought leadership and innovation
that influences change and advancement of
the industry and/or profession
● Leads large projects/initiatives that impact the
business on a domestic or international scale
P5 Senior Expert (aligns with Global Grade 15)

● Is recognized as an expert within the organization, both within and beyond own function
● Anticipates internal and/or external business challenges and/or regulatory issues; recommends process, product or
service improvements
● Solves unique and complex problems that have a broad impact on the business
● Contributes to the development of functional strategy
● Leads project teams to achieve milestones and objectives
● Progression to this level is typically restricted on the basis of business requirements
● Operates with no supervision in a complex environment
P4 Expert (aligns with Global Grades 13 and 14)

● Is recognized as an expert in own area within the organization Global Grade 14 Differentiators
● Requires specialized depth and/or breadth of expertise ● Provides innovative solutions to complex issues
in specialized area
● Interprets internal or external business issues and recommends ● Serves as best practice/quality resource within
solutions/best practices and outside own discipline
● Solves complex problems; takes a broad perspective to identify ● May lead functional teams or projects
solutions
● Works independently, with guidance in only the most complex ● Guides others in resolving complex issues in
situations specialized area based on existing solutions
● Progression to this level is typically restricted on the basis of and procedures,
business requirement ● Serves as best practice/quality resource within
own discipline or as technical expert on
functional or cross-functional teams or projects
● Trains/mentors junior staff

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(continued)
Professional Career Band (continued)

P3 Career (aligns with Global Grades 11 and 12)
● Requires in-depth knowledge and experience Global Grade 12 Differentiators
● Uses best practices and knowledge of internal or external ● Contributes to process improvements
business issues to improve products or services ● Typically resolves complex problems or
problems that do not have routine solutions
● Solves complex problems; takes a new perspective using existing
solutions ● May formally train junior staff
● Works independently; receives minimal guidance Global Grade 11 Differentiators

● Occasionally contributes to process
● Acts as a resource for colleagues with less experience; may improvements
direct the work of other staff members
● Typically resolves problems using existing
● Represents the level at which career may stabilize for many years solutions
or even until retirement ● Provides informal guidance to junior staff
P2 Intermediate (aligns with Global Grade 10)

● Requires knowledge and experience in own discipline; still acquiring higher level knowledge and skills
● Builds knowledge of the organization, processes and customers
● Solves a range of straightforward problems
● Analyzes possible solutions using standard procedures
● Receives a moderate level of guidance and direction
P1 Entry (aligns with Global Grades 8 and 9)

● Performs routine assignments in the entry level of the Global Grade 9 Differentiators
Professional Career Band ● Has limited discretion to vary from established
● Typically requires a college or university degree or the equivalent procedures
work experience that provides knowledge and exposure to ● Has limited work experience involving basic
fundamental theories, principles and concepts concepts and procedures
● Develops competence by performing structured work Global Grade 8 Differentiators
assignments ● Has no discretion to vary from established
● Uses existing procedures to solve routine or standard problems procedures
● Has no related work experience or has work
● Receives instruction, guidance and direction from others experience but requires formal training in
theories/concepts in own function
● Entry-level graduate in the “probationary” period

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(continued)
Customer/Client Management and Sales Career Band

S6 Elite Expert (aligns with Global Grades 16 and 17)
● Is recognized externally as a leading sales strategist and Global Grade 17 Differentiators
business expert, with highly sophisticated understanding of ● Only applies to large international or global
customer needs and competitors’ offerings businesses
● Is recognized internally as a role model and leader in planning ● Manages largest, most strategically important
and executing successful sales strategies for the organization’s global accounts in a very large organization
largest and most complex clients or markets ● Develops market (including new market) and
account sales strategies
● Develops and implements new and innovative approaches to the
sales process, including negotiation of sales and service terms, ● Is recognized as one of the top sales producers
and approaches to account management and utilization of in a global organization and in the wider
resources industry
● Leads projects or initiatives that extend beyond the sales
organization ● Typically found in Global Grade 18 or higher
organization
● Progression to this level is typically restricted on the basis of ● Manages large, complex, international accounts
individual capabilities and business requirements in a medium to large organization
● Is recognized as a major sales producer in an
international business
S5 Senior Expert (aligns with Global Grade 15)

● Has an extremely deep understanding of business, financials, products/services, the market, and the needs/challenges
of assigned accounts; develops colleagues' and customers' understanding; is recognized as an expert in many areas
● Works with large/important/global accounts
● Has full authority/opportunity to set and negotiate product/service terms
● Plans own account management approach and has input into colleagues' approaches; manages own and often others'
resources
S4 Expert (aligns with Global Grades 13 and 14)

● Has a deep understanding of business, financials, Global Grade 14 Differentiators
products/services, the market or the needs/challenges of ● Most clients are substantial, high profile
assigned accounts accounts spanning broad geographic areas,
● Develops colleagues' and customers' understanding representing significant revenue and having
diverse and complex needs
● Recognized as an expert in one or more areas ● Negotiates sales terms with considerable
● Complexity is extremely high (territory/account, products/services, discretion at high levels of client organizations
sales or account management process); serves as team lead ● Leads medium to large sales teams, but without
supervisory authority
● Has extremely high authority/opportunity to set and negotiate
● Is recognized as a best practice expert in
product/service terms
several business/sales/product/service areas
● Plans own territory or account approach and has input into Global Grade 13 Differentiators
colleagues' approaches; manages own and often others'
● Some clients are high profile accounts spanning
resources
broad geographic areas, representing
significant revenue and having diverse and
complex needs
● Negotiates sales terms with moderate
discretion within policy guidelines
● Leads small to medium sales teams, but
without supervisory authority

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(continued)
Customer/Client Management and Sales Career Band (continued)

S3 Career (aligns with Global Grades 11 and 12)
● Has a solid understanding of business, financials, Global Grade 12 Differentiators
products/services, the market, and the needs of assigned ● Manages accounts in a large domestic or small
accounts; may help develop colleagues' understanding; may be multicountry territory
recognized as an expert in one area
● Recognized internally as an expert in an aspect
● Complexity is high (territory/account, products/services, sales or of business, financials, products/services, the
account management process); may serve as team lead market and the needs of assigned accounts
● Has high level of authority/opportunity to set and negotiate ● Typically leads a small sales team but without
product/service terms supervisory authority
● Trains and mentors junior staff
● Plans own territory or account approach and manages own
resources Global Grade 11 Differentiators
● Manages a medium domestic territory
● Develops expertise in an aspect of business,
financials, products/services, the market and
the needs of assigned accounts
● Leads a small sales team on an ad hoc basis to
meet specific client needs
● Provides informal guidance to junior staff
S2 Intermediate (aligns with Global Grade 10)

● Is developing an understanding of business, financials, products/services, the market, or account needs
● Complexity is moderate (territory/assigned accounts, products/services, sales or account management process)
● Has moderate authority/opportunity to set and negotiate product/service terms
● Is beginning to plan own territory or account approach and monitor resources
S1 Entry (aligns with Global Grades 8 and 9)

● Has general awareness of business, financials, products/services Global Grade 9 Differentiators
and the market ● Has structured direct contact with clients and
● Complexity is limited (territory/account, products/services, sales limited authority for negotiation
process) ● Has general knowledge of assigned products
and services
● Has very limited authority/opportunity to set and negotiate
product/service terms ● Has limited work experience involving basic
concepts and procedures
● Relies on manager to provide planning and manage resources
● Has limited direct contact with clients and no
authority for negotiation
● Develops basic understanding of products and
services through on-the-job training

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(continued)
Technical Support Career Band

T4 Lead (aligns with Global Grades 9 and 10)
● Has advanced and specialized expertise, typically Global Grade 10 Differentiators
developed through a combination of job-related training ● Leads one or more teams in the performance of a
and considerable on-the-job experience variety of tasks that are often complex
● Completes assignments and facilitates the work ● Analyzes complex technical problems and delivers
activities of others; may coordinate work beyond own solutions where precedent may not exist
area
● Proposes improvements to processes ● Leads a team in the performance of a variety of tasks
● Acts as a lead, coordinating the work of others but is that are often routine
not a supervisor ● Solves problems of a recurring nature
● Works autonomously within established procedures and
practices
T3 Senior (aligns with Global Grades 7 and 8)

● Has developed proficiency in a range of processes or Global Grade 8 Differentiators
procedures through job-related training and
considerable on-the-job experience ● Performs highly complex and varied tasks
● Completes a variety of atypical assignments ● Typically has specialized external certification

● Guides and supports junior team members; may assist
● Works within defined processes and procedures or in their formal orientation and training
methodologies and may help determine the appropriate
approach for new assignments Global Grade 7 Differentiators
● Works with a limited degree of supervision ● Performs moderately complex and varied tasks
● May have specialized external certification
● Acts as an informal resource for colleagues with less
experience ● Guides junior team members
T2 Intermediate (aligns with Global Grade 6)

● Expands skills in own work area within an analytical/scientific method or operational process
● Applies experience and skills to complete assigned work within own area of expertise
● Works within standard operating procedures and/or scientific methods
● Works with a moderate degree of supervision
T1 Entry (aligns with Global Grade 5)

● Has basic skills in an analytical or scientific method or operational process
● Works within clearly defined standard operating procedures and/or scientific methods and adheres to quality guidelines
● Works with close supervision

Page 43

(continued)
Business Support Career Band

U4 Lead (aligns with Global Grades 8 and 9)
● Has developed expertise in a variety of work processes or Global Grade 9 Differentiators
activities typically developed through a combination of job-related ● Leads one or more teams in the performance of
training and considerable on-the-job experience a variety of tasks that are often complex
● Typically acts as a lead, coordinating the work of others, but not a ● Analyzes complex problems and delivers
supervisor solutions where precedent may not exist
● Works autonomously within established procedures and practices Global Grade 8 Differentiators
● Anticipates patterns and links; looks beyond the immediate ● Leads a team in the performance of a variety of
problem to the wider implications tasks that are often routine
● Solves problems of a recurring nature
● Generates new and innovative solutions to complex problems
U3 Senior (aligns with Global Grade 7)

● Has developed specialized skills or is multi-skilled through job-related training and considerable on-the-job experience
● Completes work with a limited degree of supervision
● Likely to act as an informal resource for colleagues with less experience
● Identifies key issues and patterns from partial/conflicting data
● Takes a broad perspective to problems and spots new, less obvious solutions
U2 Intermediate (aligns with Global Grade 6)

● Has developed knowledge and skills through formal training or considerable work experience
● Entry level often for those with work experience in the skill area
● Works within established procedures with a moderate degree of supervision
● Identifies the problem and all relevant issues in straightforward situations, assesses each using standard procedures,
and makes sound decisions
U1 Entry (aligns with Global Grades 4 and 5)

● Entry level job with little or no prior relevant work experience Global Grade 5 Differentiators
● Acquires basic skills to perform routine tasks ● Has limited prior relevant training or work
experience
● Work is prescribed and completed with little autonomy ● Has limited discretion to vary from established
● Works with either close supervision or under clearly defined procedures
procedures Global Grade 4 Differentiators
● Has no prior relevant training or work
experience
● Has no discretion to vary from established
procedures

Page 44

(continued)
Production/Operations Career Band

W4 Lead (aligns with Global Grade 7)
● Has developed expertise, typically through a combination of job-related training and considerable on-the-job experience
● Typically acts as a lead, coordinating the work of others – but is not a supervisor
● Works autonomously within established procedures and practices
● Has developed a specialized level of skill to perform assigned tasks
W3 Senior (aligns with Global Grade 6)

● Has developed proficiency through job-related training and considerable on-the-job experience
● Completes work with a limited degree of supervision
● Likely to act as an informal resource for colleagues with less experience
W2 Intermediate (aligns with Global Grades 4 and 5)

● Has developed skills through formal training or considerable work Global Grade 5 Differentiators
experience ● Performs the full range of established
● Works within established procedures with a moderate degree of procedures, and will typically be considered
supervision skilled through on-the-job experience
● Resolves routine issues without supervisory
approval
● Performs most established procedures and will
typically be considered semi-skilled through on-
the-job experience
● Resolves routine issues with senior staff or
supervisory guidance and approval
W1 Entry (aligns with Global Grades 2 and 3)

● Entry-level job with little or no prior relevant experience Global Grade 3 Differentiators
● Work is prescribed and completed with close supervision and little ● Has limited prior relevant training or work
autonomy experience
● Contributes directly to specific unskilled tasks or
● Duties are clearly defined and methods and tasks are described processes
in detail
● Has limited discretion to vary from established
procedures
● Has no prior relevant training or work
experience
● Contributes indirectly to specific unskilled tasks
or processes
● Has no discretion to vary from established
procedures

Page 45

Page 46
Section 4 – Functions and Disciplines

The following pages include titles, codes and descriptions for the Functions and Disciplines covered in
this survey.
● Function codes that begin with the letter "A" apply to more than one industry; examples include
Human Resources or Marketing
● Function codes that begin with the letter "C" include Customer/Client Management and Sales
● Function codes for each major industry begin with a unique letter (e.g., “T” for Technology)
Within each Function:

● Matching Notes are included for most Functions to provide additional guidance and reference
related to jobs in other Functions to consider in determining the proper match
● Executive Benchmarks describe specific jobs that are only available for incumbents matched to
the Executive Career Band
● Disciplines represent areas of specialization
● Each Function has one or more Disciplines designated as "Generalist/Multidiscipline" (code suffix
"000"); some Functions have additional generalist/ multidiscipline codes that apply to a subgroup
of Disciplines within the Function
● The generalist/multidiscipline code should be used to match incumbents who are generalists,
whose responsibilities span more than one of the specialized Disciplines, or who manage
employees in more than one Discipline
● Each Function has a "No Applicable Discipline" code ("999" suffix) that should be used if the
incumbent's specialty/responsibilities cannot be matched to any of the defined disciplines

Page 47
Functions (by Alpha)

Account Management (CAM) Manual/Unskilled Labor (AZU)
Accounting (AFB) Manufacturing/Operations (AOM)
Administrative Services (AAS) Marketing (AMK)
Administrative Transportation Services (AAT) Outsourcing Services (TMO)
Audit and Financial/Business Controls (AFU) Profit Center Management (AAB)
Bid Management (CBM) Project/Program Management (APM)
Business Consulting (TCB) Quality Assurance Methods (AQY)
Channel Sales (CSC) Real Estate and Facilities (ARE)
Client Service Delivery Management (CDM) Research and Development (ARO)
Consulting/Professional Services (TCA) Research Science (ARS)
Corporate Affairs/Communications (ACA) Research Science Support (ARU)
Credit and Collections (AFC) Retailing (RET)
Customer Support/Operations (AMS) Risk Management (AFY)
Direct Sales (CSD) Sales and Marketing (AMJ)
Economics (AEC) Sales Support and Administration (CUS)
Engineering (AZE) Security (AAY)
Environmental, Health and Safety (AHS) Strategic Planning/Corporate Development (ACD)
External Project/Program Management (TMP) Supply Chain Management (ASC)
Finance (AFA) Technical Customer Support (AMT)
Financial Analysis and Tax (AFT) Technical Sales Support (CUT)
General Administration (AGA) Technical Specialty/Skilled Trade (AZT)
Human Resources (AHR) Technology Product Development (TPD)
Information Technology (AIC) Technology Product Development Support (TPS)
IT Administration (AIT) Technology/Systems Consulting (TCT)
IT Development (AID) Technology/Systems Development – External Clients (TID)
Large Deal Acquisition Sales (CSL) Telesales (CTS)
Legal (ALG) Top Executive (AAA)
Legal Support (ALS)

Page 48
Functions (by Code)

All Industry
AAA Top Executive ARE Real Estate and Facilities
AAB Profit Center Management ARO Research and Development
AAS Administrative Services ARS Research Science
AAT Administrative Transportation Services ARU Research Science Support
AAY Security ASC Supply Chain Management
ACA Corporate Affairs/Communications AZE Engineering
ACD Strategic Planning/Corporate Development AZT Technical Specialty/Skilled Trade
AEC Economics AZU Manual/Unskilled Labor
AFA Finance Customer/Client Management and Sales
AFB Accounting CAM Account Management
AFC Credit and Collections CBM Bid Management
AFT Financial Analysis and Tax CDM Client Service Delivery Management
AFU Audit and Financial/Business Controls CSC Channel Sales
AFY Risk Management CSD Direct Sales
AGA General Administration CSL Large Deal Acquisition Sales
AHR Human Resources CTS Telesales
AHS Environmental, Health and Safety CUS Sales Support and Administration
AIC Information Technology CUT Technical Sales Support
AID IT Development Retailing
AIT IT Administration RET Retailing
ALG Legal Technology
ALS Legal Support TCA Consulting/Professional Services
AMJ Sales and Marketing TCB Business Consulting
AMK Marketing TCT Technology/Systems Consulting
AMS Customer Support/Operations TID Technology/Systems Development – External Clients
AMT Technical Customer Support TMO Outsourcing Services
AOM Manufacturing/Operations TMP External Project/Program Management
APM Project/Program Management TPD Technology Product Development
AQY Quality Assurance Methods TPS Technology Product Development Support

Page 49
Applicable Career Bands by Function

Function Applicable Career Bands
Customer/
Client
Supervisory/ Management Technical Business Production/
Executive Management Professional and Sales Support Support Operations
(EX) (M) (P) (S) (T) (U) (W)
AAA Top Executive
♦
AAB Profit Center Management
♦
AAS Administrative Services
♦ ♦ ♦
AAT Administrative Transportation
Services
♦ ♦ ♦
AAY Security
♦ ♦ ♦ ♦ ♦
ACA Corporate Affairs/
Communications
♦ ♦ ♦ ♦
ACD Strategic Planning/Corporate
Development
♦ ♦ ♦
AEC Economics
♦ ♦ ♦
AFA Finance
♦ ♦ ♦ ♦
AFB Accounting
♦ ♦ ♦ ♦
AFC Credit and Collections
♦ ♦ ♦ ♦
AFT Financial Analysis and Tax
♦ ♦ ♦ ♦
AFU Audit and Financial/Business
Controls
♦ ♦ ♦ ♦
AFY Risk Management
♦ ♦ ♦ ♦
AGA General Administration
♦ ♦ ♦
AHR Human Resources
♦ ♦ ♦ ♦
AHS Environmental, Health and
Safety
♦ ♦ ♦ ♦
AIC Information Technology
♦ ♦ ♦ ♦
AID IT Development
♦ ♦ ♦ ♦
AIT IT Administration
♦ ♦ ♦ ♦
ALG Legal
♦ ♦ ♦
ALS Legal Support
♦ ♦ ♦
AMJ Sales and Marketing
♦ ♦ ♦ ♦
AMK Marketing
♦ ♦ ♦ ♦

Page 50
Applicable Career Bands by Function (continued)

Customer/
Client
(EX) (M) (P) (S) (T) (U) (W)
AMS Customer Support/Operations
♦ ♦ ♦ ♦
AMT Technical Customer Support
♦ ♦ ♦ ♦
AOL Manufacturing and
Engineering
♦ ♦ ♦ ♦ ♦
AOM Manufacturing/Operations
♦ ♦ ♦ ♦ ♦
APM Project/Program
Management
♦ ♦ ♦ ♦
AQY Quality Assurance Methods
♦ ♦ ♦ ♦
ARE Real Estate and Facilities
♦ ♦ ♦ ♦
ARO Research and Development
♦ ♦ ♦
ARP Product Development
♦ ♦ ♦
ARR Product Development
Support
♦ ♦ ♦
ARS Research Science
♦ ♦ ♦
ARU Research Science Support
♦ ♦ ♦
ASC Supply Chain Management
♦ ♦ ♦ ♦ ♦
AZE Engineering
♦ ♦ ♦
AZT Technical Specialty/Skilled
Trade
♦ ♦ ♦ ♦
AZU Manual/Unskilled Labor
♦ ♦
CAM Account Management
♦ ♦ ♦
CBM Bid Management
♦ ♦
CDM Client Service Delivery
Management
♦ ♦
CSC Channel Sales
♦ ♦ ♦
CSD Direct Sales
♦ ♦ ♦
CSL Large Deal Acquisition Sales
♦ ♦
CTS Telesales
♦ ♦ ♦
CUS Sales Support and
Administration
♦ ♦ ♦ ♦
CUT Technical Sales Support
♦ ♦ ♦ ♦
RET Retailing
♦ ♦ ♦ ♦ ♦ ♦

Page 51
Applicable Career Bands by Function (continued)

Customer/
Client
(EX) (M) (P) (S) (T) (U) (W)
TCA Consulting/Professional
Services
♦ ♦
TCB Business Consulting
♦ ♦ ♦
TCT Technology/Systems
Consulting
♦ ♦ ♦
TID Technology/Systems
Development – External
♦ ♦ ♦ ♦
Clients
TMO Outsourcing Services
♦ ♦
TMP External Project/Program
Management
♦ ♦ ♦ ♦
TPD Technology Product
Development
♦ ♦ ♦
TPS Technology Product
Development Support
♦ ♦ ♦ ♦

Page 52
Functions and Disciplines
All Industry
Functions /Disciplines Page
AAA Top Executive 67
AAA000 Chief Executive Officer
AAA020 Chief Operating Officer
AAB Profit Center Management 68
AAB000 Profit Center Head
AAB020 General/Country Manager
AAB030 Nonmanufacturing Operations Management Executive
AAS Administrative Services 69
AAS000 Administrative Services Generalist/Multidiscipline
AAS010 Office/Location/Post and Messenger Services
AAS011 Clerical
AAS030 Receptionist/Switchboard
AAS040 Secretarial/Executive Administrative Assistance
AAS070 Food and Beverage Administration
AAS076 Office Refreshments/Help
AAS999 Administrative Services − No Applicable Discipline
AAT Administrative Transportation Services 71
AAT000 Administrative Transportation Services Generalist/Multidiscipline
AAT010 Vehicle Fleet Management
AAT020 Driver/Chauffeur
AAT999 Administrative Transportation Services − No Applicable Discipline
AAY Security 72
AAY000 Security Generalist/Multidiscipline
AAY010 Business Continuation
AAY999 Security − No Applicable Discipline
ACA Corporate Affairs/Communications 73
ACA000 Corporate Affairs/Communications Generalist/Multidiscipline
ACA010 Public Relations
ACA020 Community Affairs/Relations
ACA050 Regulatory Affairs and Compliance
ACA060 Environmental Affairs and Compliance
ACA070 Government Relations
ACA080 Lobbying
ACA090 Investor Relations
ACA100 Internal/Employee Communications

Page 53
All Industry
Page
ACA Corporate Affairs/Communications (continued) 75
ACA140 Localization/Translation Services
ACA142 Interpretation Services
ACA200 Telecommunication Network Interconnection
ACA999 Corporate Affairs/Communications − No Applicable Discipline
ACD Strategic Planning/Corporate Development 76
ACD000 Strategic Planning/Corporate Development Generalist/Multidiscipline
ACD010 Strategic Planning
ACD020 Corporate Development and Licensing Generalist/Multidiscipline
ACD040 Licensing
ACD999 Strategic Planning/Corporate Development − No Applicable Discipline
AEC Economics 77
AEC000 Economics Generalist/Multidiscipline
AEC999 Economics − No Applicable Discipline
AFA Finance 78
AFA000 Finance Generalist/Multidiscipline
AFA999 Finance − No Applicable Discipline
AFB Accounting 79
AFB000 Accounting Generalist/Multidiscipline
AFB010 General Accounting
AFB020 Financial Reporting
AFB030 Accounting Policy and Research
AFB040 Cost Accounting
AFB050 Bookkeeping/Account Maintenance
AFB060 Accounts Payable/Receivable
AFB070 Payroll
AFB999 Accounting − No Applicable Discipline
AFC Credit and Collections 81
AFC000 Credit and Collections Generalist/Multidiscipline
AFC010 Credit
AFC020 Collections
AFC040 Fraud and Revenue Assurance
AFC200 Software Licensing Compliance
AFC999 Credit and Collections − No Applicable Discipline
AFT Financial Analysis and Tax 82
AFT000 Financial Analysis and Tax Generalist/Multidiscipline
AFT010 Financial Analysis
AFT020 Budget Analysis
AFT030 Treasury Operations
AFT050 Tax Reporting and Compliance
AFT080 Insurance Risk

Page 54
All Industry
Page
AFT Financial Analysis and Tax (continued) 83
AFT090 Rates
AFT999 Financial Analysis and Tax − No Applicable Discipline
AFU Audit and Financial/Business Controls 84
AFU000 Audit and Financial/Business Controls Generalist/Multidiscipline
AFU010 General Audit
AFU999 Audit and Financial/Business Controls − No Applicable Discipline
AFY Risk Management 85
AFY000 Risk Management Generalist/Multidiscipline
AFY999 Risk Management − No Applicable Discipline
AGA General Administration 86
AGA000 General Administration Generalist/Multidiscipline
AGA010 General Administration Without Business Development
AGA040 Shared Services
AGA999 General Administration − No Applicable Discipline
AHR Human Resources 87
AHR000 HR Generalist/Consultant Generalist/Multidiscipline
AHR010 Compensation and Benefits Generalist/Multidiscipline
AHR050 Compensation − Sales Compensation
AHR060 Benefits
AHR080 International/Expatriate
AHR090 Employee/Labor Relations Generalist/Multidiscipline
AHR095 Employee Relations
AHR100 Labor Relations
AHR120 Organization Development
AHR130 Employee Development/Training Generalist/Multidiscipline
AHR134 Technical Training
AHR140 Recruitment Generalist/Multidiscipline
AHR150 Human Resources Information Systems (HRIS)
AHR160 HR Service Center
AHR999 Human Resources − No Applicable Discipline
AHS Environmental, Health and Safety 90
AHS000 Environmental, Health and Safety Generalist/Multidiscipline
AHS030 Health and Safety
AHS040 Industrial Hygiene
AHS050 Safety
AHS080 Medical Services − MD
AHS090 Medical Services − Nursing
AHS999 Environmental, Health and Safety − No Applicable Discipline

Page 55
All Industry
Page
AIC Information Technology 92
AIC000 Information Technology Generalist/Multidiscipline
AIC001 Technology Strategy
AIC999 Information Technology − No Applicable Discipline
AID IT Development 93
AID000 IT Development Generalist/Multidiscipline
AID010 Application Development
AID015 Internet/Web Application Development
AID020 Business Systems Analysis
AID030 IT Architecture (Systems Design)
AID040 Systems Software Development
AID050 Software Quality Assurance and Testing
AID060 Database Design and Analysis
AID070 Database Warehousing/Mining
AID080 Network Architecture Design
AID090 Network Planning and Implementation
AID100 Enterprise Resource Planning (ERP)
AID110 IS Security Development
AID999 IT Development − No Applicable Discipline
AIT IT Administration 96
AIT000 IT Administration Generalist/Multidiscipline
AIT010 Computer Systems Administration
AIT015 Website Administration
AIT020 IT Help Desk Support
AIT030 Database Administration
AIT040 Network Control/Administration
AIT060 IS Disaster Recovery/Business Continuation
AIT070 IS Security
AIT080 IT Training/Documentation
AIT086 Data Entry
AIT110 IT Outsourcing Management
AIT999 IT Administration − No Applicable Discipline
ALG Legal 99
ALG000 Legal Generalist/Multidiscipline
ALG005 Corporate/Company Secretary
ALG030 Intellectual Property/Patent Law
ALG999 Legal − No Applicable Discipline

Page 56
All Industry
Page
ALS Legal Support 100
ALS000 Legal Support Generalist/Multidiscipline
ALS010 Paralegal
ALS020 Contract Administration
ALS040 Legal Secretary
ALS999 Legal Support − No Applicable Discipline
AMJ Sales and Marketing 101
AMJ000 Sales and Marketing Generalist/Multidiscipline
AMJ999 Sales and Marketing − No Applicable Discipline
AMK Marketing 102
AMK000 Marketing Generalist/Multidiscipline
AMK010 Channel/Partnership/Co-Branded Marketing
AMK020 Marketing Communications
AMK030 Market/Segment Development
AMK040 Market Research/Intelligence
AMK050 Product Management
AMK055 New Product Development Management
AMK060 Direct Marketing
AMK070 Brand Marketing
AMK080 Pricing
AMK090 Marketing Program Management
AMK100 Trade Shows/Events
AMK110 E-Commerce Marketing
AMK120 Web Content Management/Production
AMK130 Web Graphic/Visual Design
AMK140 Web Multimedia Production
AMK999 Marketing − No Applicable Discipline
AMS Customer Support/Operations 106
AMS000 Customer Support/Operations Generalist/Multidiscipline
AMS010 Customer Service
AMS020 Customer Contact Center Generalist/Multidiscipline
AMS026 Customer Contact Center Process Improvement
AMS030 High Volume Customer Billing
AMS050 Product Warranty
AMS999 Customer Support/Operations − No Applicable Discipline
AMT Technical Customer Support 108
AMT000 Technical Customer Support Generalist/Multidiscipline
AMT010 Technical Customer Support − Remote/Help Desk
AMT020 Technical Customer Support − Customer Site
AMT030 Technical Customer Support − Repair Center
AMT999 Technical Customer Support − No Applicable Discipline

Page 57
All Industry
Page
AOM Manufacturing/Operations 110
AOM000 Manufacturing/Operations Generalist/Multidiscipline
AOM010 Production Planning and Control
AOM015 Production/Process Equipment Operations
AOM105 Plant Manager
AOM200 Wafer Fab/Semiconductor Operations
AOM999 Manufacturing/Operations − No Applicable Discipline
APM Project/Program Management 111
APM000 Project/Program Management Generalist/Multidiscipline
APM010 Information Technology Project Management
APM020 Facilities Construction Project Management
APM030 Engineering Project Management
APM050 Product Development Project/Program Management
APM060 Resource Management
APM200 Telecommunications Tower Construction Project Management
APM999 Project/Program Management − No Applicable Discipline
AQY Quality Assurance Methods 113
AQY000 Quality Assurance Methods Generalist/Multidiscipline
AQY010 Quality Systems/Customer Satisfaction
AQY020 Business Process Improvement
AQY030 Six Sigma Process
AQY999 Quality Assurance Methods − No Applicable Discipline
ARE Real Estate and Facilities 114
ARE000 Real Estate and Facilities Generalist/Multidiscipline
ARE010 Real Estate/Property Management
ARE020 Facilities Management
ARE040 Land/Right-of-Way
ARE999 Real Estate and Facilities − No Applicable Discipline
ARO Research and Development 115
ARO000 Research and Development Generalist/Multidiscipline
ARO999 Research and Development − No Applicable Discipline
ARS Research Science 116
ARS000 Research Science Generalist/Multidiscipline
ARS999 Research Science − No Applicable Discipline
ARU Research Science Support 117
ARU000 Research Science Support Generalist/Multidiscipline
ARU999 Research Science Support − No Applicable Discipline

Page 58
All Industry
Page
ASC Supply Chain Management 118
ASC000 Supply Chain Management Generalist/Multidiscipline
ASC010 Supply Chain Development and Optimization
ASC015 Materials Planning/Scheduling
ASC020 Materials Management
ASC022 Forklift Operations
ASC025 Inventory Control
ASC030 Logistics
ASC035 Import/Export
ASC040 Warehousing
ASC045 Fulfillment
ASC050 Transportation
ASC052 Transportation – Delivery Vehicle Operations Generalist/Multidiscipline
ASC060 Purchasing Generalist/Multidiscipline
ASC070 Goods Purchasing
ASC080 Services Purchasing
ASC090 Technical Purchasing
ASC095 Commodity Purchasing
ASC999 Supply Chain Management − No Applicable Discipline
AZE Engineering 122
AZE000 Engineering Generalist/Multidiscipline
AZE030 Quality Assurance Engineering
AZE060 Process Engineering
AZE080 Manufacturing Engineering
AZE110 Mechanical Engineering
AZE140 Electronic Engineering
AZE150 Packaging Engineering
AZE170 Structural/Facilities Engineering
AZE200 Network Engineering
AZE210 Network Activation/Deployment/Construction/Installation Engineering
AZE220 Network Design and Planning (Network Architecture) Engineering
AZE230 Switch Engineering
AZE235 Telecommunications Access and Transmission
AZE999 Engineering − No Applicable Discipline

Page 59
All Industry
Page
AZT Technical Specialty/Skilled Trade 125
AZT000 Technical Specialty/Skilled Trade Generalist/Multidiscipline
AZT010 Equipment Maintenance Technical Specialty
AZT020 Calibration Technical Specialty
AZT030 Product Test/Debug Technical Specialty
AZT040 Facilities Technical Specialty
AZT050 Process Technical Specialty
AZT060 Quality Control/Inspection Technical Specialty
AZT070 Test Equipment Technical Specialty
AZT080 CAD/CAE Drafting Technical Specialty
AZT085 Design and Drafting
AZT140 Skilled Trade Generalist/Multidiscipline
AZT200 Network Operations Technical Specialty
AZT210 Semiconductor Manufacturing Technical Specialty
AZT999 Technical Specialty/Skilled Trade − No Applicable Discipline
AZU Manual/Unskilled Labor 129
AZU000 Manual/Unskilled Labor Generalist/Multidiscipline
AZU010 Maintenance
AZU999 Manual/Unskilled Labor – No Applicable Discipline

Page 60
Customer/Client Management and Sales

CAM Account Management 130
CAM000 Account Management Generalist/Multidiscipline
CAM005 Account Management
CAM010 Major/Strategic Account Management Single Country
CAM020 Major/Strategic Account Management Global
CAM200 Consulting and Professional Services Account Management
CAM210 Outsourcing Services Account Management
CAM220 Systems Integration and Solutions Account Management
CAM999 Account Management − No Applicable Discipline
CBM Bid Management 132
CBM000 Bid Management Generalist/Multidiscipline
CBM999 Bid Management − No Applicable Discipline
CDM Client Service Delivery Management 133
CDM000 Client Service Delivery Management Generalist/Multidiscipline
CDM210 Client Service Delivery Management − Outsourcing Services
CDM230 Client Service Delivery Management − Internet Services
CDM999 Client Service Delivery Management − No Applicable
Discipline
CSC Channel Sales 134
CSC000 Channel Sales Generalist/Multidiscipline
CSC200 Channel Sales − IT Hardware/Software Products
CSC270 Channel Sales − Telecom Services
CSC999 Channel Sales − No Applicable Discipline
CSD Direct Sales 135
CSD000 Direct Sales Generalist/Multidiscipline
CSD030 Direct Sales − Services Generalist/Multidiscipline
CSD200 Direct Sales − IT Hardware/Software Products
CSD210 Direct Sales − IT Hardware Products
CSD220 Direct Sales − IT Software Products
CSD240 Direct Sales − Telecom Hardware/Software Products
CSD250 Direct Sales − Semiconductors
CSD270 Direct Sales − Telecom Services
CSD999 Direct Sales − No Applicable Discipline

Page 61

Page
CSL Large Deal Acquisition Sales 137
CSL000 Large Deal Acquisition Sales Generalist/Multidiscipline
CSL200 Large Deal Acquisition Sales − Consulting and Professional Services
CSL210 Large Deal Acquisition Sales − Outsourcing Services
CSL220 Large Deal Acquisition Sales − Systems Integration and Solutions
CSL999 Large Deal Acquisition Sales − No Applicable Discipline
CTS Telesales 139
CTS000 Telesales Generalist/Multidiscipline
CTS010 Telesales − Inbound/Inside
CTS020 Telesales − Outbound
CTS200 Telesales − Software License Renewal
CTS999 Telesales − No Applicable Discipline
CUS Sales Support and Administration 141
CUS000 Sales Support and Administration Generalist/Multidiscipline
CUS010 Sales Training
CUS020 Product Sales Financing
CUS030 Sales Planning
CUS999 Sales Support and Administration − No Applicable Discipline
CUT Technical Sales Support 142
CUT000 Technical Sales Support Generalist/Multidiscipline
CUT010 Presales Technical Support/Systems Engineering
CUT020 Application Engineering
CUT040 Technical/Product Training
CUT200 Field Application Engineering (Semiconductor)
CUT999 Technical Sales Support − No Applicable Discipline

Page 62
Retail
RET Retailing 144
RET000 Retailing Generalist/Multidiscipline
RET010 Retail Store Operations
RET020 Visual Merchandising
RET030 Merchandising/Category Management
RET040 Retail Buying
RET045 Loss Prevention
RET050 Franchising
RET060 Retail Network Development
RET070 Cash Administration
RET999 Retailing − No Applicable Discipline

Page 63
Technology
TCA Consulting/Professional Services 146
TCA000 Consulting/Professional Services Generalist/Multidiscipline
TCA012 Top Geography/Industry/Solution Consulting Services Executive
TCA015 Senior Consulting Services Executive
TCA016 Consulting Services Executive
TCA999 Consulting/Professional Services – No Applicable Discipline
TCB Business Consulting 147
TCB000 Business Consulting Generalist/Multidiscipline
TCB010 Change Management Consulting
TCB020 Strategy Consulting
TCB999 Business Consulting − No Applicable Discipline
TCT Technology/Systems Consulting 148
TCT000 Technology/Systems Consulting Generalist/Multidiscipline
TCT010 IS Security Consulting
TCT020 Technology/Systems Consulting − Function/Business Area Applications
TCT030 Technology/Systems Consulting − Web, IP and Online Solutions
TCT040 Technology/Systems Consulting − Networking
TCT050 Technology/Systems Consulting − Industry Solutions
TCT060 Enterprise Application Integration (EAI) Consulting
TCT070 Desktop Architecture Consulting
TCT080 Systems Infrastructure (Architecture) Planning Consulting
TCT090 Technology/Systems Consulting − Technology Function Interface
TCT999 Technology/Systems Consulting − No Applicable Discipline
TID Technology/Systems Development – External Clients 150
TID000 Technology/Systems Development – External Clients Generalist/Multidiscipline
TID010 New Application Development – External Clients
TID020 IT Architecture (Systems Design) – External Clients
TID030 Application Quality Assurance and Testing – External Clients
TID040 Network Architecture Design – External Clients
TID050 Function/Business Area Application (ERP) Customization – External Clients
TID999 Technology/Systems Development – External Clients – No
Applicable Discipline
TMO Outsourcing Services 152
TMO020 Top Geography/Industry/Solution Outsourcing Executive
TMO040 Top Contracted Support Service Executive
TMO060 Top Geography/Industry/Solution Outsourcing Delivery Executive
TMO090 Outsourcing Delivery Executive
TMO999 Outsourcing Services – No Applicable Discipline

Page 64
Technology
Page
TMP External Project/Program Management 153
TMP000 External Project/Program Management Generalist/Multidiscipline
TMP010 Business Process Outsourcing Project/Program Management
TMP015 IT Outsourcing Project/Program Management
TMP030 IT Consulting Project/Program Management
TMP040 Business Consulting Project/Program Management
TMP999 External Project/Program Management − No Applicable Discipline
TPD Technology Product Development 154
TPD000 Technology Product Development Generalist/Multidiscipline
TPD050 Product Development − Engineering
TPD060 Product Development − Prototypes and Trials
TPD070 Product Development − Ergonomics and Usability
TPD200 Product Development − Hardware Generalist/Multidiscipline
TPD210 Product Development − Integrated Circuit (IC)
TPD220 Product Development − Application Specific Integrated Circuit (ASIC)
TPD230 Product Development − Wireless/RF (Radio Frequency)
TPD240 Product Development − Software Generalist/Multidiscipline
TPD250 Product Development − Packaged Software Applications
TPD270 Product Development − Systems Architecture
TPD280 Product Development − Embedded Software/Firmware
TPD290 Product Development − Data Security
TPD999 Technology Product Development − No Applicable Discipline
TPS Technology Product Development Support 157
TPS000 Technology Product Development Support Generalist/Multidiscipline
TPS050 Product Localization
TPS060 Product Development Technical Writing
TPS070 Product Development Library/Knowledge Management
TPS200 Product Development Software Localization/Translation
TPS210 Release Engineering
TPS220 Development Systems Testing and Quality
TPS999 Technology Product Development Support − No Applicable Discipline

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Function Code
Top Executive AAA
Responsible for the profitability and growth of the organization. Directs the organization in establishing long-range plans,
strategy and policy. Manages line and staff operations.
Discipline
AAA000 Chief Executive Officer
Manages the profitability and growth of the organization
Accountable to the Board of Directors for all activities of the organization
Directs the organization in establishing long-range plans, strategy and policy
AAA020 Chief Operating Officer

Under the direction of the Chief Executive Officer, typically has primary responsibility for the
profitability of the organization's line operations
Corporate staff functions (e.g., legal, employee relations, finance) may report to this position

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Function Code
Profit Center Management AAB
Responsible for the profitability and growth of a single or multiple profit center or business unit. Directs the establishment of
long-range plans, strategy and policy. Manages the line and staff operations.
Matching Notes
1. Match executives responsible for sales only to the Executive Career Band and one of the Customer/Client
Management and Sales Functions (e.g., CAM−Account Management, CSD−Direct Sales); Match executives
responsible for customer service only to the Executive Career Band and the Discipline AMS000−Customer
Support/Operations Generalist/Multidiscipline in the AMS−Customer Support/Operations Function
2. Match incumbents responsible for sales, account management and relationship management to one of the
Customer/Client Management and Sales Functions (e.g., CAM−Account Management, CDM−Client Service Delivery
Management) as appropriate
3. This is a noncorporate job. The Geographic Responsibility code must be either "MC" (Multi-Country) or "SC" (Single
Country)
Discipline
AAB000 Profit Center Head
Manages the profitability and growth of a single or multiple profit center, which is likely to be
constituted as line of business, division or subsidiary
Formulates and implements operational strategies to ensure the attainment of revenue and profitability
objectives
May manage customer service operations and sales
AAB020 General/Country Manager

Manages the profitability and growth of the organization's operations within a country or group of
countries and is not limited to a specific product line
Represents the organization in relations with customers and the business and non-business
communities
May be responsible for legal, tax and regulation purposes
Manages incumbents supporting multiple lines of business
AAB030 Nonmanufacturing Operations Management Executive

Manages, directs and coordinates all or a major segment of the organization's operations in a
nonmanufacturing environment/industry
Plans, develops and manages the fulfillment and technical services functions in order to increase
customer satisfaction and profitability
May formulate policies, forecast manpower, technology, facilities requirements and develop quality
standards

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Function Code
Administrative Services AAS
Provides various office and location support activities. Identifies, enhances and follows specific processes and procedures to
maximize the efficiencies of the business to which the support is being provided; ensures the correct functioning of facilities,
office and/or business support services.
Matching Notes
1. Match incumbents responsible for facilities management to the ARE020−Facilities Management Discipline in the
ARE−Real Estate and Facilities Function
2. Incumbents responsible for outsourced services in this Function focus mainly on coordination with the procurement
function on developing requirements and criteria for vendor selection, negotiating new vendor contracts, and ensuring
vendor compliance with contracts for service delivery
3. Match incumbents who provide general administrative support services to the AAS−Administrative Services Function
regardless of the department being supported (e.g., match secretarial staff in the AHR−Human Resources function to
the AAS−Administrative Services function). Match incumbents in specialized administrative jobs to the Function in
which they work (e.g., match HRIS support specialist staff to the HRIS Discipline in AHR−Human Resources)
4. Match messengers to discipline AAS010−Office/Location/Post and Messenger Services and the Technical/Business
Support Band
5. Match office managers responsible for location services such as reception and canteen (i.e., food services) to the
AAS010−Office/Location/Post and Messenger Services Discipline
6. Match Tea Person to the AAS076−Office Refreshments/Help Discipline
Discipline
AAS000 Administrative Services Generalist/Multidiscipline
Supports general business operations by providing various administrative support activities as a
generalist or in a combination of Disciplines in the Administrative Services Function
AAS010 Office/Location/Post and Messenger Services

Coordinates the administrative activities of an office
Evaluates office production and devises alternative methods to improve workflow
Oversees opening, sorting and routing of incoming and makes preparations for outgoing
correspondence, post, mail and packages; organizes special mailings
Coordinates the receipt, storage and issuance of stationary and office supplies; oversees periodic
inventories and reorders items as required
Acts as the first point of contact for internal facilities issues, and logs all maintenance, cleaning and
office/location services and refers related issues to the appropriate personnel; negotiates contracts for
services such as cleaning and maintenance
AAS011 Clerical
Performs routine clerical duties, such as filing, tabulating, compiling and/or posting records, and
photocopying using an array of business software applications, such as a word processer or
spreadsheet
AAS030 Receptionist/Switchboard
Greets clients and visitors at front desk
Answers incoming calls and typically operates a multi-line telephone system
Organizes meeting room, taxi and chauffeur bookings
Completes security procedures (e.g., issues badges, ensures proper completion of visitors' log)
May perform clerical tasks (e.g., mail distribution, word processing)

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Function Code
Administrative Services (continued) AAS
AAS040 Secretarial/Executive Administrative Assistance

Provides secretarial/administrative support across all areas and levels of the organization
Uses an array of business software applications (e.g., word processing, presentation and spreadsheet)
Screens incoming calls and mail, maintains diaries and handles confidential matters
May arrange business travel, coordinate meetings, support agenda management and expense
tracking, and prepare presentations and departmental reports
AAS070 Food and Beverage Administration

Plans menus to accommodate all employees
Determines food service budget expenditures
Coordinates purchases and ensures that adequate supplies of food are maintained
Assesses food service activities and recommends modifications to improve operating efficiency
AAS076 Office Refreshments/Help

Provides tea and other beverages and/or light snacks to clients, visitors and management
Delivers service either in a designated area or by making rounds with a trolley
Serves tea to staff on a set schedule
Ensures cleanliness of pantries and adequate levels of supplies
AAS999 Administrative Services − No Applicable Discipline

Responsibilities are within the Administrative Services Function but are not described in other
Discipline summaries

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Function Code
Administrative Transportation Services AAT
Provides and administers passenger transportation and vehicle services, such as vehicle fleet management, chauffeur
services, aircraft management and operations.
Matching Notes
1. Match incumbents responsible for delivery/transportation vehicle operations (e.g., truck drivers) to the ASC052–
Transportation − Delivery Vehicle Operations discipline in the ASC – Supply Chain Management Function
Discipline
AAT000 Administrative Transportation Services Generalist/Multidiscipline
Supports general business operations by providing various transportation and related support activities
as a generalist or in a combination of Disciplines in the Administrative Transportation Services
Function
AAT010 Vehicle Fleet Management

Operates and maintains motor vehicles and equipment
Schedules and dispatches the organization's vehicles and drivers
Prepares reports on inspection findings and ensures proper vehicle maintenance to comply with
prescribed safety regulations
Develops design specifications for vehicle requisitions
May negotiate vehicle and/or equipment purchase terms in coordination with the procurement function
AAT020 Driver/Chauffeur
Picks up and transports employees or visitors as directed
May be the designated driver of a manager or executive within the organization
Occasionally picks up and delivers packages
AAT999 Administrative Transportation Services − No Applicable Discipline

Responsibilities are within the Administrative Transportation Services Function but are not described in
other Discipline summaries

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Function Code
Security AAY
Protects the organization's employees, properties and all items of value on the organization's premises from any preventable
harm or danger.
Matching Notes
1. Match incumbents who develop, test and modify computer software and/or hardware to ensure the security of the
organization's computer systems and networks to the AIT070−IS Security Discipline in the AIT−IT Administration
Function
2. Match incumbents responsible for the information technology aspects of contingency planning for disasters to the
AIT060−IS Disaster Recovery/Business Continuation Discipline in the AIT−IT Administration Function
3. Match security guards primarily responsible for controlling entry onto premises, logging entry and departure times,
issuing security passes, etc., to the Discipline AAY000−Security Generalist/Multidiscipline in this Function
4. Match armed security guards to Career Level U3−Senior or higher
Discipline
AAY000 Security Generalist/Multidiscipline
Protects the organization's employees, properties and all items of value on premises from any
preventable harm or danger
Develops security policies and procedures that comply with government guidelines and standards
Conducts investigations to protect organization assets
Responds to contingency events including bomb threats, sabotage and severe weather conditions
through on-site security force or with the assistance of government law enforcement agencies
Recommends hiring of outside security contractors as necessary and may oversee contract guard
force
Responsibilities are within the Security Function as a generalist or in a combination of Disciplines
AAY010 Business Continuation

Develops and implements plans and practices to achieve efficient and effective communication and
restoration of operations during emergencies
Conducts assessments to identify gaps in business continuity, emergency and disaster recovery plans
Develops and tests infrastructure protection strategies and incident response exercises
Coordinates disaster recovery initiatives and plans with staff and line functions
Develops and coordinates prevention and emergency preparation plans with government safety and
security agencies (e.g., police, fire, military)
AAY999 Security − No Applicable Discipline

Responsibilities are within the Security Function but are not described in other Discipline summaries

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Function Code
Corporate Affairs/Communications ACA
Researches, develops, plans, designs, maintains and implements policies and programs that enhance the organization's
relations with the community, the public, government and regulatory authorities, shareholders and employees. Delivers
communications through various media. Coordinates dissemination of the organization's communications with news or trade
media contacts, through special events, public speaking or other means to reach defined audiences and meet specific
program objectives.
Matching Notes
1. Match incumbents responsible for managing relationships with regulatory authorities to the ACA050−Regulatory Affairs
and Compliance Discipline
2. Match incumbents responsible for managing relationships with elected officials (e.g., legislators, governors) and their
staffs to the ACA070−Government Relations Discipline
3. Match incumbents who design graphics exclusively for the organization's Web site(s) to the AMK130−Web
Graphic/Visual Design Discipline in the AMK−Marketing Function
4. Match incumbents who localize/translate corporate communications materials (e.g., brochures, Web sites) to the
ACA140−Localization/Translation Services Discipline in this Function
5. Match incumbents who adapt products to work in different electrical (e.g., 120/220 volts), communications (e.g., GSM,
CDMA) or television (e.g., PAL, NTSC) systems to the TPS050−Product Localization Discipline in the TPS−Technology
Product Development Support Function
Discipline
ACA000 Corporate Affairs/Communications Generalist/Multidiscipline
Researches, develops, plans, designs, maintains and implements policies and programs that enhance
the organization's relations with the community, the public, government and regulatory authorities,
shareholders and employees
Responsibilities are within the Corporate Affairs/Communications Function as a generalist or in a
combination of Disciplines
ACA010 Public Relations

Coordinates media relations and prepares external communications
Plans, prepares and relays information concerning the organization to the press and the wider
community to gain understanding and acceptance for the organization
Develops and maintains lines of communication with media contacts and other external audience
groups
ACA020 Community Affairs/Relations

Develops and maintains a favorable relationship with the surrounding community
Prepares and coordinates programs to promote good will by disseminating information to the
community and soliciting feedback from residents
May represent the organization at community gatherings or forums

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Function Code
Corporate Affairs/Communications (continued) ACA
ACA050 Regulatory Affairs and Compliance

Maintains the organization's ongoing relationships with regulatory commissions/authorities
Coordinates and conducts the assessment of internal controls to ensure compliance as required by
regulatory commissions/authorities
Develops programs and processes to manage complaint cases brought to regulatory authorities and
develops process improvements to avoid future complaints
Advances organization positions with internal and external parties
Prepares and sponsors testimony to governmental or regulatory agencies
ACA060 Environmental Affairs and Compliance

Develops and implements the organization's positions on environmental policy issues regarding the
impact of the organization's operations on water, air and land quality
Designs and implements programs to ensure healthful and safe working conditions and compliance
with all environmental regulations, including clean air and hazardous waste disposal, on the
organization's premises
Serves as a liaison with external government environmental agencies
Monitors programs and maintains up-to-date records required by environmental permits to ensure
government compliance
ACA070 Government Relations

Develops and maintains policies and programs to ensure organizational awareness of government
legislation and/or regulatory issues that affect the organization and respond to same
Ensures that the organization's interests are represented and protected in legislative proceedings and
in the development of market rules and procedures
Prepares and organizes forums and gatherings with government officials to exchange ideas and
information on business activities and potential legislation that may affect the organization
Acts as a resource on regulatory matters with regard to product changes
ACA080 Lobbying
Represents the organization to the state and/or federal government on proposed legislation that is of
vital concern to the organization and customers
Develops and maintains credible and professional relationships with legislatures, government leaders
and/or federal agencies, their assistants and staff
ACA090 Investor Relations

Maintains and improves relations and communications between the organization and the investing
public, shareholders and financial professionals to enhance the standing of the organization's stock
and debt
Develops, maintains and enhances working relationships with institutions in the financial community
that hold, or may hold, the organization's stock or debt
Monitors changes and trends in investment markets and determines appropriate strategy
ACA100 Internal/Employee Communications

Develops and coordinates lines of communication within the organization among employees
Implements policies and programs to increase employee awareness and knowledge of activities
affecting employees

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Function Code
Corporate Affairs/Communications (continued) ACA
ACA140 Localization/Translation Services

Translates written material (e.g., newsletters, brochures, manuals, website content) in support of the
organization’s communications strategies
Ensures content accuracy and style interpretation of translations in accordance with the organization’s
editorial and style guidelines
Ensures that graphic images, symbols and colors are acceptable with local cultural and language
standards while adhering to the organization’s stylistic guidelines
ACA142 Interpretation Services

Interprets for company management during internal and external meetings, business negotiations,
presentations, etc., to facilitate communications between the foreign and local employees of the
company, local authorities and business partners
Typically translates various documents and communications
ACA200 Telecommunication Network Interconnection

Represents the organization on a variety of interconnection issues with other telecommunications
operators regarding interconnection, usage, rates and tariffs
Builds and maintains effective relationships and a high level of satisfaction with other
telecommunications operators to increase the organization’s total revenues
Coordinates with engineers, accountants, economists and other quantitative professionals in the
development of risk analyses, rates and tariffs, regulatory and business strategies, budgets, and
intercompany billing
ACA999 Corporate Affairs/Communications − No Applicable Discipline

Responsibilities are within the Corporate Affairs/Communications Function but are not described in

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Function Code
Strategic Planning/Corporate Development ACD
Develops the organization’s strategic plan(s) to ensure its continued successful growth and profitability. Conducts
environmental scans, organization positioning analyses and other studies. Identifies, investigates, evaluates and negotiates
acquisitions/divestitures, licensing opportunities and strategic business alliances that are in line with the organization’s long-
range goals.
Matching Notes
1. Match incumbents who initiate, develop and recommend business process improvements and/or process
reengineering to the AQY020−Business Process Improvement discipline in the AQY−Quality Assurance Methods
Function
Discipline
ACD000 Strategic Planning/Corporate Development Generalist/Multidiscipline
Performs strategic planning and corporate development
Develops the organization’s strategic plan(s) to ensure its continued successful growth and profitability
Identifies, investigates, evaluates and negotiates acquisitions/divestitures, licensing opportunities and
strategic business alliances that are in line with the organization’s long-range goals
Responsibilities are within the Strategic Planning/Corporate Development Function as a generalist or
in a combination of Disciplines
ACD010 Strategic Planning

Develops the organization’s strategic plan(s) to ensure its continued successful growth and profitability
Conducts environmental scans, organizational positioning analyses and other studies
Coordinates input from all major business units to facilitate the integration of individual business unit
plans with the corporate plan
May conduct or facilitate periodic reviews of achievements and performance versus strategic plans
ACD020 Corporate Development and Licensing Generalist/Multidiscipline

Performs corporate development and licensing in a combined role
Identifies, investigates, evaluates and negotiates acquisitions/divestitures, licensing opportunities and
strategic business alliances that are in line with the organization’s long-range goals
Conducts financial feasibility studies and appropriate due diligence to ensure the reliability of
information provided by third parties
Develops proposals for new business and licensing opportunities in both new and existing markets
Identifies, analyzes and compares alternative opportunities for entering new markets and adopting
new technologies
ACD040 Licensing
Identifies, investigates, analyzes and negotiates licensing opportunities to grant or receive permission
to use intellectual property rights, including trademarks, patents or technology
Engages in the transfer, use, development, manufacture and marketing of intellectual property; may
participate in contract negotiations for licensing opportunities
Typically manages portfolios of patents held by the organization
ACD999 Strategic Planning/Corporate Development − No Applicable Discipline

Responsibilities are within the Strategic Planning/Corporate Development Function but are not
described in other Discipline summaries

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Function Code
Economics AEC
Conducts economic analyses. Collects and analyzes economic data on economic conditions that affect the organization’s
industry (e.g., inflation, national debt) for use in studies and reports to management. Prepares reports discussing economic
forecasts and their impact on the industry and the organization.
Matching Notes
1. Match entry-level economists with a Ph.D. degree to P3−Career Level
Discipline
AEC000 Economics Generalist/Multidiscipline
Collects and analyzes economic data on economic conditions that affect the organization’s industry
(e.g., inflation, national debt) for use in studies and reports to management
Prepares reports discussing economic forecasts and their impact on the industry and the organization
Provides advice on a variety of economic issues
Responsibilities are within the Economics Function as a generalist or in a combination of Disciplines
AEC999 Economics − No Applicable Discipline

Responsibilities are within the Economics Function but are not described in other Discipline
summaries

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Function Code
Finance AFA
Develops, implements and maintains the financial plans and policies of the organization. Establishes fiscal controls, prepares
financial reports, maintains relations with investment and banking communities, advises management on financial affairs and
assists in long-range planning.
Matching Notes
1. Match incumbents with responsibilities that span two or more of the Finance Functions, AFB−Accounting, AFC−Credit
and Collections, AFT−Financial Analysis and Tax, AFU−Audit and Financial/Business Controls and AFY−Risk
Management, to the AFA−Finance Function
Discipline
AFA000 Finance Generalist/Multidiscipline
Performs a variety of financial activities, including accounting, financial analysis, audit, tax, credit and
collections
Develops and evaluates financial plans and policies
Establishes and maintains accounting, financial, and reporting policies and controls
AFA999 Finance − No Applicable Discipline

Responsibilities are within the Finance Function but are not described in other Discipline summaries

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Function Code
Accounting AFB
Establishes and maintains accounting policies and controls, fiscal controls, preparing financial reports and safeguarding the
organization’s assets. Maintains accounting and financial records and reports including, general ledger, financial statements,
regulatory and management reports.
Matching Notes
1. Match incumbents who research accounting and financial reporting standards and regulations such as Sarbanes-Oxley
(SOX), Basel II and Markets in Financial Instruments Directive (MiFID) to support the organization’s financial records
compliance with same to the AFB030-Accounting Policy & Research Discipline
2. Match incumbents responsible for payroll to the AFB070−Payroll Discipline in this Function even if they are part of the
Human Resources organization
3. Match incumbents responsible for high-volume billing (e.g., electric or telecom service or credit card billing) to the
AMS030−High Volume Customer Billing Discipline in the AMS−Customer Support/Operations Function
4. Match incumbents responsible for low-volume billing to the AFB060−Accounts Payable/Receivable Discipline
Discipline
AFB000 Accounting Generalist/Multidiscipline
Establishes and maintains accounting policies and controls, fiscal controls, preparing financial reports
and safeguarding the organization’s assets
Responsibilities are within the Accounting Function as a generalist or in a combination of Disciplines
AFB010 General Accounting

Performs general accounting activities, including the preparation, maintenance and reconciliation of
ledger accounts and financial statements, such as balance sheets, profit-and-loss statements and
capital expenditure schedules
Prepares, records, analyzes and reports accounting transactions and ensures the integrity of
accounting records for completeness, accuracy and compliance with accepted accounting policies and
principles
Provides financial support including forecasting, budgeting, and analyzing variations from budget
Analyzes and prepares statutory accounts and financial statements and reports
Conducts or assists in the documentation of accounting projects
AFB020 Financial Reporting

Prepares and distributes periodic financial statements for users other than those directly employed by
the organization
Ensures all reports and disclosures comply with applicable government regulations, professional
standards and organization policies
Prepares consolidation journal entries, eliminates intercompany transactions, and consolidated
divisional and subsidiary financial accounts on a timely and accurate basis for inclusion in internal and
external financial statements

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Function Code
Accounting (continued) AFB
AFB030 Accounting Policy and Research

Conducts extensive research regarding the impact to financial statements of potential changes to
accounting rules proposed by accounting standards setters, and advises senior management
regarding same
Develops, implements and communicates new policies and processes to comply with newly issued
accounting standards
Provides accounting guidance related to proposed transactions to ensure conformity with local country
Generally Accepted Accounting Principles (GAAP), International Financial Reporting Standards
(IFRS), and company policies and procedures
Ensures that relevant accounting standards are appropriately and consistently applied
AFB040 Cost Accounting

Prepares, records, analyzes and reports on the cost of producing the organization's products and
services
Analyzes capital budget requests
Maintains ledgers and financial statements
AFB050 Bookkeeping/Account Maintenance

Performs bookkeeping, data entry and verification procedures
Prepares and maintains records of amounts owed or receivable
AFB060 Accounts Payable/Receivable

Prepares, records, verifies, analyzes and reports accounts payable/receivable transactions
Pays vendor invoices, and receives and posts customer payments on a timely basis
Maintains and reconciles accounts payable/receivable ledger accounts, financial statements and
reports
Prepares analyses and reconciliations of bill runs to detect fraud
Ensures that transaction entry verification procedures are followed
May prepare and deliver low-volume customer billing and respond to resulting queries
AFB070 Payroll
Prepares, documents and disburses payroll checks, payroll taxes and employee benefit payments
Evaluates current systems, and recommends and develops operating efficiency improvements
Monitors and ensures proper documentation of employee benefit payments
Prepares reports illustrating payroll expenditures, including such items as tax payments and benefit
plan disbursements
AFB999 Accounting − No Applicable Discipline

Responsibilities are within the Accounting Function but are not described in other Discipline
summaries

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Function Code
Credit and Collections AFC
Minimizes financial risk to the organization by assessing and advising on creditworthiness of prospective and existing
customers. Negotiates and advises on collection of overdue bills and takes appropriate action to recover overdue payments.
Matching Notes
Discipline
AFC000 Credit and Collections Generalist/Multidiscipline
Minimizes financial risk to the organization by assessing and advising on creditworthiness of
prospective and existing customers
Investigates credit applications and approves applications within established guidelines for companies
and individuals
Liaises with corporate customers and other departments to resolve credit problems
May collect and negotiate terms of payment on overdue accounts
Responsibilities are within the Credit and Collections Function as a generalist or in a combination of
Disciplines
AFC010 Credit
Minimizes financial risk to the organization by assessing and advising on creditworthiness of
prospective and existing customers
Investigates credit applications and approves applications within established guidelines for companies
and individuals
Liaises with corporate customers and other departments to resolve credit problems
May collect and negotiate terms of payment on overdue accounts
AFC020 Collections
Collects and negotiates terms of payment on overdue accounts with corporate and individual clients
Conducts investigations and collection activities from an office or in the field
AFC040 Fraud and Revenue Assurance

Delivers and operates the organization's revenue assurance strategy to ensure fraud prevention and
detection
Investigates and documents cases involving product and/or service theft and malicious destruction of
the organization's property
AFC200 Software Licensing Compliance

Conducts software license reviews and audits, including the analysis of usage data to ensure that
customers are in compliance with enterprisewide, site licensing or other types of agreements
Identifies unauthorized use of the organization's softwares, and takes measures, including legal
enforcement, to protect the organization's legal rights and revenues
Takes appropriate measures to secure compensation for unauthorized software use
AFC999 Credit and Collections − No Applicable Discipline

Responsibilities are within the Credit and Collections Function but are not described in other Discipline
summaries

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Function Code
Financial Analysis and Tax AFT
Conducts financial analyses. Develops and prepares the organization's financial plans and budgets, interprets financial
reports and tax returns, and maintains good corporate relations with the investment and banking communities.
Matching Notes
1. Match incumbents who initiate, fully develop and recommend business process improvements and/or process
reengineering to the AQY020−Business Process Improvement Discipline in the AQY−Quality Assurance Methods
Function
2. Match incumbents responsible for tax accounting to the AFT050−Tax Reporting and Compliance Discipline
Discipline
AFT000 Financial Analysis and Tax Generalist/Multidiscipline
Performs a variety of financial activities
Develops and evaluates financial plans and policies
Responsibilities are within the Financial Analysis and Tax Function as a generalist or in a combination
of Disciplines
AFT010 Financial Analysis

Performs economic research and studies of rates of return, depreciation and investments
Analyzes profit-and-loss income statements, and prepares reports and recommendations to
management
Generates forecasts and analyzes trends in sales, finance and other areas of business
Researches economic progressions to assist the organization's financial planning
Creates financial models of "what if" scenarios for future business planning decisions in areas such as
new product development, new marketing strategies, etc.
AFT020 Budget Analysis

Compiles and reviews the budgets for corporate departments, taking into consideration actual
performance, previous expenditures, and estimated expenses and income
Maintains accurate spending records and establishes measures for budgetary control
AFT030 Treasury Operations

Performs treasury operations involving cash funds, foreign exchange, debt and capital management
Provides analytical and technical support to treasury-related activities
AFT050 Tax Reporting and Compliance

Prepares and maintains tax records, returns, reports and other related materials
Participates in the development and implementation of tax strategy
Devises legal means to minimize tax liability using thorough knowledge of tax laws and regulations
Recommends alternative tax treatments to alleviate or reduce tax burden
AFT080 Insurance Risk

Develops, recommends and administers risk management and loss prevention programs, such as
property and casualty insurance and product liability service (excluding insured employee benefit
plans), to attain maximum protection at the most economical rates

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Function Code
Financial Analysis and Tax (continued) AFT
AFT090 Rates
Develops, analyzes, revises and administers the organization's tariff schedules
Compiles, studies and maintains rate, revenue, load and customer data to assess the effectiveness of
current tariff schedules and rules, and develops proposals to change the organization's existing rates
and rules
Typically found in regulated telecommunications, electric and/or gas utility organizations
AFT999 Financial Analysis and Tax − No Applicable Discipline

Responsibilities are within the Financial Analysis and Tax Function but are not described in other

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Function Code
Audit and Financial/Business Controls AFU
Designs, develops and implements the organization's audit program for accounting and financial control systems.
Matching Notes
Discipline
AFU000 Audit and Financial/Business Controls Generalist/Multidiscipline
Ensures the effectiveness of internal controls in compliance with corporate objectives and government
standards, such as the Sarbanes-Oxley Act (SOX)
Reviews, evaluates, develops, implements, maintains and verifies internal and business controls for
processes, systems, financial statements, journals and reports in accordance with internal auditing and
government-mandated standards
Identifies internal control gaps in business procedures, processes or systems, and initiates appropriate
remedial action
Ensures that documentation for all processes across the organization is reviewed and updated
periodically
May coordinate with external auditors to prepare the attestation of management assessment on
internal controls in accordance with Section 404 of the Sarbanes-Oxley Act
AFU010 General Audit

Develops, plans and evaluates internal audit programs for the organization's accounting and statistical
records and the activities of various departments to ensure compliance with the organization's policies,
procedures and standards
Determines proper accountability of assets
Audits accounting records of contract agreements in which the organization is involved
Prepares reports for management on the results of audits, providing recommendations on
improvements
Interfaces with and assists outside auditors to expedite their work
AFU999 Audit and Financial/Business Controls − No Applicable Discipline

Responsibilities are within the Audit and Financial/Business Controls Function but are not described in

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Function Code
Risk Management AFY
Develops, recommends and implements controls and cost-effective approaches to minimize the organization's risks effects.
Identifies and analyzes potential sources of loss to minimize risk and estimates the potential financial consequences of an
occurring loss.
Matching Notes
Discipline
AFY000 Risk Management Generalist/Multidiscipline
Identifies and analyzes potential sources of loss to minimize risk
Estimates the potential financial consequences of an occurring loss
Develops and implements controls and cost-effective approaches to minimize the organization's risks
Assesses and communicates information regarding business risks with functions across the
organization
AFY999 Risk Management − No Applicable Discipline

Responsibilities are within the Risk Management Function but are not described in other Discipline
summaries

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Function Code
General Administration AGA
Performs two or more staff functions such as accounting, human resources, training, records management, materials
management, security or facilities management. Plans, coordinates and manages the allocation of resources (e.g., people,
equipment) to deliver timely results.
Matching Notes
1. Match executives who are responsible for multiple staff functions of which only one is a major function as the top
executive in that major function
2. Match sales managers who have limited additional responsibilities (e.g., marketing) to the Generalist/Multidiscipline
Discipline in the appropriate sales Function
3. Match incumbents who provide general administrative support services to the AAS-Administrative Services Function
4. Match managers of multiple staff functions whose primary responsibility is a major (e.g., finance, public relations, legal,
human resources) function to the Generalist/Multidiscipline Discipline in that Function
5. Match project managers of multifunctional teams that are not responsible for employee pay determination, review, and
hire and fire decisions to an individual contributor career level (i.e., career levels P1–P6) in the APM–Project/Program
Management Function
6. Match executives who are responsible for multiple staff functions of which only one is a major function to the Executive
Career Band in that major function
Discipline
AGA000 General Administration Generalist/Multidiscipline
Performs two or more staff functions such as accounting, human resources, training, records
management, materials management, security or facilities management
Plans, coordinates and manages the allocation of resources (e.g., people, equipment) to deliver timely
results
Leads the business development team, and may manage a small business unit with responsibility for
budgets and profitability
AGA010 General Administration Without Business Development

Performs two or more staff functions such as accounting, human resources, training, records
management, materials management, security or facilities management
Plans, coordinates and manages the allocation of resources (e.g., people, equipment) to deliver timely
results
AGA040 Shared Services

Provides centralized service for two or more functions (e.g., Human Resources, Information
Technology) to multiple business units in a shared services environment
Sets operational strategy for the functions and is responsible for policy interpretation and
administration
AGA999 General Administration − No Applicable Discipline

Responsibilities are within the General Administration Function but are not described in other

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Function Code
Human Resources AHR
Designs, implements and monitors human resource programs and policies, including recruitment, learning and development,
performance management, compensation, benefits, equal opportunity and diversity, etc. Anticipates and plans for long-term
human resource needs and trends.
Matching Notes
1. Match incumbents responsible for employee communications to the ACA100−Internal/Employee Communications
Discipline in the ACA−Corporate Affairs/Communications Function
2. Match HR business partners who work with an assigned business unit in a variety of HR Disciplines to the
AHR000−HR Generalist/Consultant Generalist/Multidiscipline Discipline
3. Match incumbents responsible for employee quality of life programs to the AHR000−HR Generalist/Consultant
Generalist/Multidiscipline Discipline
4. Match incumbents responsible for employee wellness programs to the AHS000−Environmental, Health and Safety
Generalist/Multidiscipline Discipline in the AHS−Environmental, Health and Safety Function
5. Match incumbents responsible for training the organization's own employees on information technology to the
AIT080−IT Training/Documentation Discipline in the AIT−IT Administration Function
6. Match incumbents responsible for sales compensation and one or more other sales support areas to the CUS000–
Sales Support and Administration Generalist/Multidiscipline Discipline in the CUS–Sales Support and Administration
Function
7. Match incumbents responsible for payroll to the AFB070−Payroll Discipline in the AFB−Accounting Function even if
they are part of the Human Resources organization
8. Match incumbents responsible for business technical training (excluding IT training) to the AHR134−Technical Training
Discipline
9. Match incumbents responsible for training the organization's sales representatives to the CUS010−Sales Training
Discipline in the CUS−Sales Support and Administration Function
10. Match incumbents responsible for delivering technical product training to customers to the CUT040−Technical/Product
Training Discipline in the CUT−Technical Sales Support Function
11. Match executives responsible for training and development to the Executive Career Band and the Discipline
AHR130−Employee Development/Training
Discipline
AHR000 HR Generalist/Consultant Generalist/Multidiscipline
Designs, implements and monitors a variety of human resource programs
Anticipates and plans for long-term human resource needs and trends in partnership with business
management
Responsibilities are within the Human Resources Function as a generalist or in a combination of
Disciplines
AHR010 Compensation and Benefits Generalist/Multidiscipline

Plans, designs, evaluates and administers employee compensation and benefit programs, such as
salaries, short- and long-term incentives, job evaluations, performance appraisals, retirement plans,
and life, health and disability insurance
AHR050 Compensation − Sales Compensation

Develops, implements, and analyzes compensation programs for sales personnel, including sales plan
analysis and design, calculation of plan payments, and trend analysis
AHR060 Benefits
Develops, implements and administers cost-effective benefits programs, such as pension plans, life,
health and disability insurance

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Function Code
Human Resources (continued) AHR
AHR080 International/Expatriate
Implements and administers policy and/or administration of short- or long-term international
assignments, including immigration services
Administers and interprets policies and regulations to ensure accurate payment of all expatriate
allowances as well as special items such as moving expenses
Researches home and host country tax regulations to ensure compliance
Coordinates a variety of administrative tasks to ensure compliance with government regulations
associated with expatriates
AHR090 Employee/Labor Relations Generalist/Multidiscipline

Manages employee and labor relations programs to ensure compliance with policies and practices
Represents the organization in contract negotiations with labor unions
Administers collective bargaining agreements and grievances
Develops and implements policies and procedures, including grievance procedures and exit interviews
Resolves employee questions, concerns and grievances
AHR095 Employee Relations

Manages employee relations programs to ensure compliance with policies and practices
Develops and implements policies and procedures including grievance procedures and exit interviews
Researches and responds to employee questions, concerns and grievances
Maintains employee relations records
AHR100 Labor Relations

Establishes and maintains labor-management relations
Represents the organization in contract negotiations with labor unions
Administers the collective bargaining agreements and grievances
AHR120 Organization Development

Analyzes the organizational structure, determines changes to organizational responsibilities, staffing,
managerial skills and the quality of work life
Ensures policy/program changes affecting employees do not conflict with the organization's objectives
AHR130 Employee Development/Training Generalist/Multidiscipline

Develops, implements and evaluates training plans and program materials in response to
organizational needs as a generalist or in a combination of disciplines, such as management
development, technical or nontechnical training, or e-learning development
Monitors routine and standardized training programs, assesses results, and implements
enhancements as needed
Conducts training needs assessments and determines requirements for new program development
Conducts ongoing evaluations to ensure effectiveness of programs and recommends modifications as
necessary
AHR134 Technical Training

Develops and implements training activities directed at both employee competencies and technical
skills
Collaborates with other functions (e.g., engineering, operations, maintenance) to ensure that course
materials reflect current specifications and to obtain information on new processes and equipment
May visit work locations to confirm effectiveness of technical training programs

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Function Code
Human Resources (continued) AHR
AHR140 Recruitment Generalist/Multidiscipline

Sources, recruits, screens, interviews and recommends external and/or internal candidates for all level
jobs, including entry level, experienced professional/technical, IT, support staff and hourly, and
possibly management
May utilize the services of employment agencies
Places employment ads in appropriate sources, including the Internet and print media
Ensures the maintenance of accurate and concise records and reports concerning all phases of the
recruitment process, including EEO statistics
May recruit from colleges, technical schools and job fairs
AHR150 Human Resources Information Systems (HRIS)

Processes the organization's human resource information using the most efficient and cost-effective
computer systems and applications
Researches, analyzes, designs and maintains information systems in support of human resource
administration and projects
Monitors HR information needs and designs new or modifies existing systems to meet changing
requirements
AHR160 HR Service Center

Provides centralized human resource services spanning payroll, benefits and other transactions
Ensures efficiency of service center operations, technology, and transaction processes
Establishes standards and procedures for handling employee questions, transactions and
administration of human resource programs
Coordinates services with the human resource information systems, human resource program
managers, and technology specialists
AHR999 Human Resources − No Applicable Discipline

Responsibilities are within the Human Resources Function, but are not described in other Discipline
summaries

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Function Code
Environmental, Health and Safety AHS
Designs, develops, implements and oversees the organization's environmental, health and safety programs and procedures
to safeguard employees and surrounding communities and to ensure that all facilities are in compliance with regulations.
Matching Notes
1. Match incumbents responsible for environmental affairs to the ACA060−Environmental Affairs and Compliance
Discipline in the ACA−Corporate Affairs/Communications Function
2. Match incumbents responsible for employee wellness programs to the AHS000−Environmental, Health and Safety
Discipline
AHS000 Environmental, Health and Safety Generalist/Multidiscipline
Designs, develops, implements and oversees the organization's environmental, health and safety
programs and procedures to safeguard employees and surrounding communities and to ensure that all
facilities are in compliance with regulations
Responsibilities are within the Environmental, Health and Safety Function as a generalist or in a
AHS030 Health and Safety

Conducts studies and investigations to ensure compliance with government safety and health laws,
standards and regulations, and industrial hygiene
Investigates accidents and promotes safety-conscious work performance and training programs
Provides safety performance measures
Determines root cause analyses
AHS040 Industrial Hygiene

Inspects facilities and premises and prescribes corrective measures to reduce the risks of disease and
other job-related ailments
Investigates and prepares reports on job-related injuries and fatalities, and determines measures to
avoid any recurrence
Audits facilities to ensure compliance with environmental regulations and promotes maintenance of a
clean and sanitary working environment
Conducts employee training in environmental compliance and the handling of hazardous materials
Provides direction on how to contain spills and clean spill sites to avoid civil or criminal penalties
AHS050 Safety
Conducts safety audits of buildings, facilities, tools and equipment
Determines safety training requirements and provides employees with safety training applicable to
their work processes
Investigates accidents to determine the root cause, circumstances, and contributing factors
Develops recommendations and follow-up to prevent accident recurrence
Maintains comprehensive knowledge of government safety regulations
AHS080 Medical Services − MD

Provides professional medical care for the comfort and well-being of employees, including
examinations and treatments
Develops preventive health care programs

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Function Code
Environmental, Health and Safety (continued) AHS
AHS090 Medical Services − Nursing

Provides professional nursing care for the comfort and well-being of employees, and assists
physicians during examinations and treatments
Administers prescribed medications and changes dressings
Prepares and maintains patient clinical records
Develops preventive health care programs
May maintain established inventory levels for medicines, supplies and equipment
AHS999 Environmental, Health and Safety − No Applicable Discipline

Responsibilities are within the Environmental, Health and Safety Function but are not described in

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Function Code
Information Technology AIC
Responsible for both the design, development and implementation of short- and long-term solutions to information
technology (IT) needs through new and existing applications, systems architecture, network systems and applications
infrastructure, and the management of the IT infrastructure within an organization.
Matching Notes
1. Match incumbents responsible for both IT development and IT administration to this Function
2. Match incumbents who primarily administer or run applications and systems to the AIT−IT Administration Function;
incumbents in the AID−IT Development Function primarily develop applications and systems
Discipline
AIC000 Information Technology Generalist/Multidiscipline
Designs, develops, implements and manages information technology including hardware, software and
networks
Implements short- and long-term information technology (IT) solutions that meet the needs of the
organization
Installs, configures, administers, upgrades and maintains security for IT hardware, software and
network infrastructure
AIC001 Technology Strategy

Optimizes the organization's technology resources and recommends future technology direction and
new technology initiatives
Researches and identifies new and emerging technologies that will enhance the organization's
operating efficiency and support enhanced customer service and revenue growth
AIC999 Information Technology − No Applicable Discipline

Responsibilities are within the Information Technology Function but are not described in other

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Function Code
IT Development AID
Designs, develops, modifies, adapts and implements short- and long-term solutions to information technology (IT) needs
through new and existing applications, systems architecture, network systems and applications infrastructure. Reviews
system requirements and business processes; codes, tests, debugs and implements software solutions.
Matching Notes
1. Match incumbents who primarily administer or run applications and systems to the AIT−IT Administration Function;
incumbents in this Function primarily develop applications and systems
2. Match incumbents responsible for both IT development and IT administration to the AIC000−Information Technology
Function
3. Match incumbents who focus on internal application design specification to the AID020−Business Systems Analysis
Discipline
4. Match incumbents who primarily manage multidisciplinary IT projects (i.e., projects that extend beyond application
development) to the APM010−Information Technology Project Management Discipline in the APM−Project/Program
Management Function. Match incumbents who manage projects exclusively in one aspect of IT such as application
development or ERP implementation to that discipline (e.g., AID010−Application Development, AID100−Enterprise
Resource Planning)
5. Match incumbents who are primarily focused on web-based application development to the AID015−Internet/Web
Application Development discipline. Match incumbents who develop applications on more than one platform that may
include web development to the AID010−Application Development Discipline
Discipline
AID000 IT Development Generalist/Multidiscipline
Designs, develops, modifies, adapts and implements short- and long-term solutions to information
technology (IT) needs through new and existing applications, systems architecture, network systems
and applications infrastructure
Reviews system requirements and business processes; codes, tests, debugs and implements software
solutions
Responsibilities are within the IT Development Function as a generalist or in a combination of
Disciplines
AID010 Application Development

Provides application software development services or technical support typically in a defined project
Develops program logic for new applications or analyzes and modifies logic in existing applications
Codes, tests, debugs, documents, implements and maintains software applications
Analyzes requirements, and maintains, tests and integrates application components
Ensures that system improvements are successfully implemented
AID015 Internet/Web Application Development

Designs and develops primarily Internet/web pages and applications such as e-commerce and
content-driven websites
Codes, tests, debugs, documents and implements web applications using a variety of languages and
platforms such as HTML, Java, PHP, JSP, Python, AJAX, JavaScript, ASP, CGI, Perl, XML
Develops proof-of-concepts and prototypes of easy to navigate user interfaces (UI) that consist of web
pages with graphics, icons and color schemes that are visually appealing
Ensures that applications are compatible across multiple computing platforms and browsers
May require familiarity with streaming media concepts and techniques, including digital video and
audio compression standards such as MP3, WAV and MPEG

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Function Code
IT Development (continued) AID
AID020 Business Systems Analysis

Acts as a liaison between the IT development group and business units for the development and
implementation of new systems and enhancement of existing systems
Evaluates new applications and identifies systems requirements
Evaluates new IT developments and evolving business requirements, and recommends appropriate
systems alternatives and/or enhancements to current systems
Prepares communications and makes presentations on system enhancements and/or alternatives
AID030 IT Architecture (Systems Design)

Designs and develops IT architecture (integrated process, applications, data and technology) solutions
to business problems in alignment with the enterprise architecture direction and standards
Performs technical planning, architecture development and modification of specifications
Develops specifications for new products/services, applications and service offerings
Assesses the compatibility and integration of products/services proposed as standards in order to
ensure an integrated architecture across interdependent technologies
AID040 Systems Software Development

Designs, develops, tests, debugs and implements operating systems components, software tools, and
utilities
Determines systems software design requirements
Ensures that system improvements are successfully implemented and monitored to increase efficiency
Generates systems software engineering policies, standards and procedures
AID050 Software Quality Assurance and Testing

Conducts a wide range of quality control tests and analyses to ensure that software meets or exceeds
specified standards and end-user requirements
Drafts, revises and approves test plans and scripts to ensure alignment with standards and IT strategy
Creates test data files with valid and invalid records to thoroughly test program logic and verify system
flow
Coordinates with users to plan user acceptance testing, alpha and beta testing
Ensures that system tests are successfully completed and documented and all problems are resolved
AID060 Database Design and Analysis

Analyzes, designs, creates and implements databases, including data models, logical and physical
databases, data dictionaries and schemas, access methods, device allocations, validation checks,
organization and security
Develops and implements database recovery plans and procedures
Develops and implements database analysis and development policies, standards and procedures
Collaborates with database software vendors and external technical support on issues such as
software upgrades, problems and potential solutions
AID070 Database Warehousing/Mining

Creates data warehouses (very large databases, usually loaded from transaction and Enterprise
Resource Planning [ERP] systems, to support decision making in an organization) and/or data marts (a
subset of a data warehouse for a single department or function)
Designs, develops and implements data mining tools and analyses to sift through large amounts of
data stored in a data warehouse or data mart to find relationships and patterns

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Function Code
IT Development (continued) AID
AID080 Network Architecture Design

Plans, researches, evaluates, designs and develops network systems by applying engineering,
hardware and software design theories and principles to develop a compatible system infrastructure in
line with organization strategies
AID090 Network Planning and Implementation

Researches networking requirements; prepares detailed architectural and installation plans
Conducts internal studies of network performance and traffic analysis
Researches problems, conducts cable and equipment installations, and evaluates new technologies
AID100 Enterprise Resource Planning (ERP)

Configures, implements, maintains and upgrades Enterprise Resource Planning (ERP) application
modules (e.g., Human Resources, Finance, Supply Chain Management)
Analyzes user requirements to determine ERP system configuration and customization
Provides ongoing ERP system support
May participate in defining requirements and selecting software vendors
AID110 IS Security Development

Designs, develops, implements and troubleshoots various information system security software
Develops, tests and validates solutions to remediate exploitable conditions on devices such as Web
servers, mail servers, routers, firewalls and intrusion detection systems
Evaluates, codes and implements software fixes (patches) to address system vulnerabilities such as
malicious code (e.g., viruses), system exploitation using SQL injection, cross-site scripting, buffer
overflows, parameter tampering, hidden field manipulation, cookie poisoning, and Web services
manipulation
Conducts security assessments of systems and applications using penetration tests and ethical
hacking tools and risk assessment/mediation methodologies to evaluate vulnerabilities
AID999 IT Development − No Applicable Discipline

Responsibilities are within the IT Development Function but are not described in other Discipline
summaries

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Function Code
IT Administration AIT
Manages the Information Technology (IT) infrastructure within an organization, including the physical network (e.g.,
WAN/LAN, servers, terminals) as well as server applications and software (e.g., PeopleSoft, Oracle). Configures, installs,
maintains and upgrades server applications and hardware.
Matching Notes
AIT080−IT Training/Documentation Discipline
3. Match incumbents who primarily administer or run applications and systems to this Function. Match incumbents who
primarily develop applications and systems to the AID−IT Development Function
4. Match incumbents responsible for both IT development and IT administration to the AID000−IT Development Function
5. Match incumbents responsible for administering systems on multiple platforms such as mainframe, UNIX and LAN to
the AIT010−Computer Systems Administration Discipline
Discipline in the AHR−Human Resources Function
Discipline
AIT000 IT Administration Generalist/Multidiscipline
Manages the IT infrastructure within an organization, including the physical network (e.g., WAN/LAN,
servers, terminals) as well as server applications and software (e.g., PeopleSoft, Oracle)
Responsibilities are within the IT Administration Function as a generalist or in a combination of
Disciplines
AIT010 Computer Systems Administration

Configures, installs, maintains and upgrades computer systems hardware and software
Administers and maintains security of operating systems
Restores files or systems by designing, writing and implementing backup procedures
Provides operational support for the organization's information systems and peripheral equipment,
such as servers, desktops, printers and storage devices
Performs recovery procedures, scheduling and backups, and monitors batch processes
AIT015 Website Administration

Plans and manages web systems hardware and operating system server software, including web
server setup and implementation
Maintains and monitors website functionality (e.g., links, calculators, news feeds) and website security
Conducts performance monitoring, capacity planning, workload modeling, and predictive analyses to
identify and resolve potential issues (e.g., performance, security breaches)
Collaborates with internal and/or external resources (i.e., content owners, editors, web developers) to
maintain current information and tools on the organization's website(s)
Troubleshoots network problems and security issues
AIT020 IT Help Desk Support

Provides technical support to the organization's internal users of computer applications and hardware
(e.g., PCs, servers, mainframes)
Answers questions regarding system procedures, online transactions, systems status and downtime
procedures, and is typically located within a call center
Collaborates with network services, software systems engineering and/or application development in
order to restore service and/or identify problems
Maintains a troubleshooting tracking log ensuring timely resolution of problems

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Function Code
IT Administration (continued) AIT
AIT030 Database Administration

Manages database utilities, monitors the relationships between the database users and applications,
and maintains the organization’s databases across multiple platforms and computing environments
Applies understanding of relational database concepts and query languages in order to design
required summary or aggregation tables to support analyses
Collaborates with technology/infrastructure staff to identify data relationships and functional
requirements; analyzes and resolves issues related to information flow and content
Maintains database support tools, database tables and dictionaries, recovery and backup procedures
Performs data modeling studies and develops detailed data models; maintains data model and entity
relationship diagrams
AIT040 Network Control/Administration

Provides technical expertise in the management of a public and/or private network; tests and analyzes
network facilities, including network control software, routers, switches, lines, modems, adapters and
servers
Installs, supports and/or maintains local (LAN) and/or wide area networks (WAN); evaluates and
recommends networking product and software upgrades
Performs technical analyses of software, hardware and transmission facilities using various diagnostic
tools in support of efficient network operations
Monitors data traffic and controls network resource performance to ensure high-quality transmission
Identifies, diagnoses and resolves technical problems related to network failure/integrity and usage of
PC hardware and software
AIT060 IS Disaster Recovery/Business Continuation

Develops and tests plans to ensure the continuity of critical business functions and minimize
information loss in the event of a disaster (e.g., fire, flood, hurricane, earthquake)
Sets up hot sites so that backup systems can be brought up and running quickly
Institutes loss-reduction mechanisms to lessen exposure to disaster risks, such as sprinkler systems,
insurance policies and evacuation procedures
In the event of disaster, assesses damage to computer hardware, vital records, etc., to determine what
should be salvaged, restored or replaced
AIT070 IS Security
Evaluates, tests, recommends, develops, coordinates, monitors, and maintains information security
policies, procedures and systems, including hardware, firmware and software
Ensures that IS security architecture/designs, plans, controls, processes, standards, policies and
procedures are aligned with IS standards and overall IS security
Identifies security risks and exposures, determines the causes of security violations and suggests
procedures to halt future incidents
Investigates and resolves security incidents and recommends enhancements to improve security
Develops techniques and procedures for conducting IS security risk assessments and compliance
audits, the evaluation and testing of hardware, firmware and software for possible impact on system
security, and the investigation and resolution of security incidents

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Function Code
IT Administration (continued) AIT
AIT080 IT Training/Documentation
Develops, coordinates and conducts IT training, educational and orientation programs for users
Develops and maintains documentation of information technology systems and applications and
coordinates incorporation of documentation within applications (e.g., online help)
Develops, implements and/or approves training and documentation policies, standards and
procedures
Maintains records and prepares documentation of training programs, scheduling, employee
attendance, and training program effectiveness
AIT086 Data Entry

Operates a data entry device to key and/or verify a variety of standard and/or complex coded or
uncoded business and statistical source data into a computer
AIT110 IT Outsourcing Management

Outsources IT activities in order to lower information technology costs and enable the
organization to focus on its core business operations
Develops and implements outsourcing policies, standards and procedures that are aligned
with the organization's IT standards and strategy
Develops and administers contracts with outsourcing services (e.g., data center operations,
help desk) in coordination with the organization's procurement and legal functions
Analyzes and reports on outsourcing vendor performance
Manages the organization's relationship with outsourcing vendors and ensures that the
outsourcing vendor's performance meets the organization's requirements
AIT999 IT Administration − No Applicable Discipline
Responsibilities are within the IT Administration Function but are not described in other Discipline
summaries

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Function Code
Legal ALG
Provides legal advice and services on issues concerning the rights, obligations and privileges of the organization.
Represents the organization to customers, suppliers, competitors and government agencies. Provides resolution of business
or technical issues by identifying legal solutions and recommending a course of action. Examines legal data to determine
advisability of defending or prosecuting lawsuits.
Matching Notes
1. Incumbents matched to this Function must have a law degree that qualifies them to practice law
2. Match incumbents responsible for contract administration to the ALS020−Contract Administration Discipline in the
ALS−Legal Support Function
3. Match individual contributors in clerical or administrative support jobs in a legal department to the Business Support
Career Band in the ALS−Legal Support Function
4. Match a Company Secretary that has responsibility for all or the majority of the legal function to the Executive Career
Band and the Discipline ALG000−Legal Generalist/Multidiscipline
Discipline
ALG000 Legal Generalist/Multidiscipline
Provides a full range of legal advice and services
Responsibilities are within the Legal Function as a generalist or in a combination of Disciplines
ALG005 Corporate/Company Secretary

Prepares and maintains official corporate notices, records and actions of the Board of Directors and
ensures compliance with statutory reporting requirements
Arranges Board of Directors meetings, prepares minutes of Board meetings and communicates with
stockholders with regard to general corporate policy and annual meetings
May monitor and develop procedures set in place by the Board of Directors/executive team regarding
corporate governance, follow developments affecting corporate governance and make
recommendations to the Board on development of best practices
ALG030 Intellectual Property/Patent Law

Advises and represents the organization on legal issues concerning patent, copyright or trademark
matters
Provides legal advice on the patentability of inventions, infringement of patents or copyrights, and the
validity of trademarks
Prepares applications for patents, copyrights and trademarks
ALG999 Legal − No Applicable Discipline

Responsibilities are within the Legal Function but are not described in other Discipline summaries

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Function Code
Legal Support ALS
Provides support for a variety of law-related activities that do not require a law degree, including legal or factual research,
contract administration, document preparation and analysis, citation checking, and trial preparation.
Matching Notes
1. Match individual contributors in clerical or administrative support jobs in a legal department to the Business Support
Career Band in this Function
2. Match patent and/or trademark agents to the ALS000−Legal Support Generalist/Multidiscipline Discipline
Discipline
ALS000 Legal Support Generalist/Multidiscipline
Provides support for a variety of law-related activities that do not require a law degree, including legal
or factual research, contract administration, document preparation and analysis, citation checking, and
trial preparation
Responsibilities are within the Legal Support Function as a generalist or in a combination of
Disciplines
ALS010 Paralegal
Performs a variety of law-related tasks under the direction of the organization's attorneys
Conducts legal research, drafts legal documents and performs other related duties
Has or is working towards a paralegal designation
ALS020 Contract Administration

Participates in the development and fulfillment of contract requirements in the purchase or
sale/delivery of equipment, materials, products or services
Evaluates contract compliance and advises others on contractual rights and obligations
Requests or approves amendments to contract terms or contract extensions
Prepares bids or requests for proposals (RFPs) including specifications and requirements; negotiates
contract terms and participates in the determination of acceptable bids
ALS040 Legal Secretary

Performs secretarial duties that require knowledge of legal procedures and terminology
Prepares papers and correspondence such as contracts, briefs, summonses, complaints and motions
May maintain files and calendars, schedule appointments, schedule meetings, and make travel
arrangements
ALS999 Legal Support − No Applicable Discipline

Responsibilities are within the Legal Support Function, but are not described in other Discipline
summaries

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Function Code
Sales and Marketing AMJ
Responsible for the marketing and sales of the organization's products.
Matching Notes
1. Match incumbents who are responsible for sales, account management and relationship management to one of the
Customer/Client Management and Sales Functions (e.g., CAM−Account Management, CDM−Client Service Delivery
Management), as appropriate
2. Match incumbents who are only responsible for marketing to the AMK-Marketing Function
Discipline
AMJ000 Sales and Marketing Generalist/Multidiscipline
Designs, develops and implements marketing programs and/or pricing strategies to support the
organization's products, services or market sector
Designs, develops and implements sales programs to meet the organization's business objectives
Plans, directs and coordinates the efforts of marketing and sales toward the accomplishment of
objectives
AMJ999 Sales and Marketing − No Applicable Discipline

Responsibilities are within the Sales and Marketing Function but are not described in other Discipline
summaries

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Function Code
Marketing AMK
Markets the organization's products, brands and/or services. Designs, develops and implements communication programs to
advertise the organization's products/brands/services using media (TV, radio, print, direct mail, the Internet), events, and
sales promotions. Develops and evaluates pricing strategies and structures. Designs and maintains websites to promote and
sell the organization's products through the Internet.
Matching Notes
1. Match incumbents who localize/translate corporate communications materials (e.g., brochures, Web sites) to the
ACA140−Localization/Translation Services Discipline in the ACA−Corporate Affairs/Communications Function
2. Match incumbents who adapt products to work in different electrical (e.g., 120/220 volts), communications (e.g., GSM,
CDMA) or television (e.g., PAL, NTSC) systems to the TPS050−Product Localization Discipline in the TPS−Technology
Product Development Support Function
3. Match Group Product (Product Category) Managers who are responsible for several products or product categories to
the M4−Group Manager Career Level and Discipline AMK050−New Product Development Management
4. Match incumbents engaged in data mining and analysis of customer data to develop marketing trends to the
AMK060−Direct Marketing/Analysis Discipline
5. Match incumbents responsible for service industry marketing programs to the AMK090−Marketing Program
Management Discipline
6. Match incumbents who design graphics exclusively for the organization's website(s) to the AMK130−Web
Graphic/Visual Design Discipline
Discipline
AMK000 Marketing Generalist/Multidiscipline
Designs, develops and implements marketing programs and/or pricing strategies to support the
organization's products, services or market sector
Uses specific marketing strategies and media (e.g., Internet, press, television, radio) to launch and
position products and services in a sector
Identifies and implements marketing strategies and programs in collaboration with sales and technical
teams
Responsibilities are within the Marketing Function as a generalist or in a combination of Disciplines
AMK010 Channel/Partnership/Co-Branded Marketing

Develops and implements marketing strategies to identify effective distribution channels
Researches and analyzes the marketplace to identify new channel, partnership and co-branding
opportunities
Develops and monitors channel opportunities, licensing agreements, joint ventures and partnerships to
maximize revenues
Designs, develops and implements marketing programs with third-party partners

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Function Code
Marketing (continued) AMK
AMK020 Marketing Communications

Coordinates the development of marketing communications materials by creative design and creative
writing services to effectively represent the products, services, brands and/or the organization to
customers and prospects
Applies various communication strategies to create an impression, raise awareness, and encourage a
preference and response by the target audience for the organization and its products, services, and
brands
Develops and coordinate multimedia packages (e.g., letters, brochures, video, point-of-purchase
displays)
May involve use of sponsorship, events and sales promotions
AMK030 Market/Segment Development

Identifies new business opportunities and creates appropriate business plans
Identifies new market opportunities (i.e., products/services, technologies, markets)
Monitors organization's market share and competition
AMK040 Market Research/Intelligence

Performs analyses and prepares forecasts and recommendations in the areas of product preferences,
sales coverage, market penetration, market practices and sales trends
Researches market conditions to determine potential sales of a product
AMK050 Product Management

Develops and directs marketing programs for a significant product or product category
Compiles and evaluates research on the market's product requirements and identifies enhancements
to current features and functionality
Establishes marketing strategies including product direction, advertising, packaging, pricing, expense
budgets, profit plans and future product development to manage a product or product category's life
cycle
Interfaces with engineers, designers, suppliers and customers to develop product requirements and
specifications
Prepares and coordinates product introductions and updates
AMK055 New Product Development Management

Coordinates all phases of new product development, including research and design, financing, pricing,
marketing, sales and distribution
Develops overall marketing objectives and strategy and further product development
Works closely with customer base to identify key needs and appropriate product solutions
Funnels information to the other areas within the organization, such as manufacturing and sales, as
appropriate
AMK060 Direct Marketing

Markets the organization's products and services using customer marketing databases
Creates direct mail marketing plans, targeting specific market segments with specialized offers
Collaborates with market research in developing response models and other database improvements
May conduct data mining analyses of customer data to develop marketing trends

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Function Code
AMK070 Brand Marketing

Promotes and maintains the brand image at local, national or international levels
Coordinates the marketing strategies including packaging, pricing, expense budgets, advertising and
promotion of the brand
Develops associated advertising campaigns for the brand
AMK080 Pricing
Develops pricing strategies to meet customers' needs while providing a profit for the organization
Determines core business costs of service in support of pricing/tariff development
Designs, implements and maintains pricing infrastructures
Evaluates effectiveness of pricing strategies and modifies pricing structures as needed
Provides reporting and documentation of pricing structures and serves as the point-of-contact for
pricing inquiries from internal sales department, but not customers
AMK090 Marketing Program Management

Designs, develops and coordinates marketing programs for various service offerings
Develops marketing plans for program implementation, monitoring and evaluation
AMK100 Trade Shows/Events

Plans, develops and manages marketing events (e.g., trade shows, conventions, sales meetings) for
internal and/or external clients
Coordinates customer invitation solicitations, advanced and on-site registration, and post-event follow-
up and evaluations
Researches available venues and recommends event sites; investigates, selects, negotiates and
manages services with vendors including catering and event support
Prepares budgets and forecasts, and compiles summaries of total event costs, cost-per-contact,
audience profiles, and attendees' comments
AMK110 E-Commerce Marketing

Develops marketing, merchandising, and creative strategies to promote and sell the organization's
products and services through the Internet
Establishes, maintains and updates the "web experience" from the viewpoint of the customer
Develops affiliated programs designed to increase exposure to and business from the target audience
Establishes and manages the relationships with search engines and portal sites that are strategically
aligned with the e-commerce goals
Manages the implementation of e-commerce marketing programs and analyzes their effectiveness
May be responsible for social media marketing
AMK120 Web Content Management/Production

Ensures that the organization's websites provide up-to-date and comprehensive product/service
information that is easily available to existing and potential customers
Establishes and maintains an information architecture that is well organized, user friendly, and
presents a consistent corporate look and feel
Coordinates the development, integration, format design and release of content from writers and
designers
Analyzes the use of website content and design; takes steps as necessary and affordable to improve
information content architecture and design
Employs focus groups, surveys, web statistics, e-mail, etc., to elicit feedback and improve website
content and organization

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Function Code
AMK130 Web Graphic/Visual Design

Develops and maintains website graphic designs (e.g., art, color themes, photographs, web pages)
and layout to support the organization's image, identity and brands
Reviews all elements of site design from a human factors (i.e., ergonomics of human/computer
interaction) perspective to ensure maximum usability and to ensure alignment with the organization's
overall objectives
Establishes and maintains the organization's website graphics standards, techniques and methods
Analyzes website technology trends to identify new techniques and ensure optimal site design
AMK140 Web Multimedia Production

Designs a diverse mix of web material, graphical user interfaces, and multimedia delivered for the web
Coordinates the work of designers, programmers, writers and other creative specialists to create
visually rich, compelling, and effective web content that draws together interactive multimedia features,
such as text, sound, graphics, digital/analog photographs, 2D/3D modeling, animation, video and
information
Digitizes and digitally edits source multimedia elements (e.g., sound, video, animation) using various
authoring platforms
Requires familiarity with streaming media concepts and techniques, including digital video and audio
compression standards such as MP3, WAV, and MPEG
AMK999 Marketing − No Applicable Discipline
Responsibilities are within the Marketing Function but not described in other Discipline summaries

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Function Code
Customer Support/Operations AMS
Provides new and existing customers with the best possible service in relation to billing inquiries, service requests,
suggestions and complaints. Includes Call Center – Outbound, Call Center/Customer Service and e-Commerce Customer
Service.
Matching Notes
1. The Supervisor (M1) level is a first-line supervisor or shift supervisor over support-level clerical employees and
technicians
2. The Manager (M2) level should be assigned to managers responsible for a small segment of the customer
support/operations staff (e.g., a small service territory, one discipline)
3. The Senior Manager (M3) level should be assigned to managers responsible for a medium segment of the customer
support/operations staff (e.g., medium-sized or multiple territories, multiple disciplines) who do not have corporatewide
responsibilities
4. The Group Manager (M4) level is reserved for managers responsible for the largest segment(s) of the customer
support/operations staff (e.g., corporatewide responsibility for one or more disciplines), and typically report to an
executive level
5. Match incumbents responsible for payment processing to the AMS000−Customer Support/Operations
6. Match telecenter telesales jobs to the appropriate Discipline in the CTS−Telesales Function
7. Match incumbents responsible for credit review, collection of unpaid bills, and fraud investigations to the appropriate
Discipline in the AFC−Credit and Collections Function
8. Match incumbents responsible for sales, account management and relationship management to one of the
Customer/Client Management and Sales Functions (e.g., CSD - Direct Sales, CSC - Channel Sales) as appropriate
9. Match incumbents responsible for high-volume billing (e.g., electric or telecom service or credit card billing) to the
AMS030−High Volume Customer Billing Discipline in the AMS−Customer Support/Operations Function
10. Match incumbents responsible for low-volume billing to the AFB060−Accounts Payable/Receivable Discipline
Discipline
AMS000 Customer Support/Operations Generalist/Multidiscipline
Provides new and existing customers with the best possible service in relation to billing inquiries,
service requests, suggestions and complaints
Responsibilities are within the Customer Support/Operations Function as a generalist or in a
AMS010 Customer Service

Provides customer services relating to sales, sales promotions, installations and communications
Ensures that good customer relations are maintained, and customer claims and complaints are
resolved fairly and effectively, and in accordance with the consumer laws
Develops organizationwide initiatives to proactively inform and educate customers
Develops improvement plans in response to customer surveys
AMS020 Customer Contact Center Generalist/Multidiscipline

Provides timely responses to customer inquiries by telephone and/or e-mail in an in- or outbound
service center, consistent with service and quality standards
Processes customer orders, bills and accounts, and applications for service, maintenance and
termination
Troubleshoots and resolves customer complaints

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Function Code
Customer Support/Operations (continued) AMS
AMS026 Customer Contact Center Process Improvement

Analyzes and measures the effectiveness of existing contact center processes and develops
sustainable, repeatable and quantifiable process improvements
Collects and analyzes contact center activity data and initiates, develops and recommends
improvements to systems, processes and procedures to increases productivity and reduce
cost
Monitors resource requirements, call volume, quality and efficiency of customer contact
center operations
Collaborates with training resources to provide training on improved processes
AMS030 High Volume Customer Billing

Prepares, generates, prints, records and mails customer bills for monthly services, such as energy and
telecommunications, using an automated high volume billing system
Ensures that the automated billing system is operated and maintained in a manner that efficiently
produces accurate bills
Prepares daily, monthly, and other periodic billing summary reports and financial statements
Maintains, monitors and analyzes account records
AMS050 Product Warranty

Processes, reviews and administers warranty claims including repairs and refunds
Collaborates with sales and marketing, merchandising, manufacturing, quality, engineering, product
development, and others to ensure cross-functional communication and resolution of product issues
Analyzes feedback from the field and warranty statistics to prevent recurring problems
Assists in the resolution of product and system weaknesses for servicing products
AMS999 Customer Support/Operations − No Applicable Discipline

Responsibilities are within the Customer Support/Operations Function but are not described in other

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Function Code
Technical Customer Support AMT
Provides post-sale technical support services to customers, including installation, troubleshooting, problem resolution and
maintenance. Responds to customer questions regarding operation and malfunctions. Advises customers on preventative
maintenance and configuration adjustments to improve product performance and customer satisfaction.
Matching Notes
1. Match incumbents who provide technical support to sales representatives, resellers and customers during the sales
process to the CUT000−Technical Sales Support Function. Incumbents matched to the AMT−Technical Customer
Support Function provide post-sales/implementation technical problem resolution and maintenance services to
customers
2. Products and/or services typically include computer and network hardware, software and services, and machinery and
equipment manufactured by the organization and/or third parties, and a single telecom product or multiple telecom
product lines
3. Match incumbents with responsibility for nontechnical customer services to the AMS−Customer Support/Operations
Function
4. Technicians matched to the Technical/Business Support Career Band may be first-level support who respond to initial
technical support inquiries, resolve less complex issues, and refer more complex issues to more senior technical
support representatives
5. Professional Career Band matches typically provide second-level support (sometimes referred to as support engineers,
although they may not have an engineering degree) on more complex technical issues either directly to customers or
indirectly through onsite and/or remote first-level representatives
Discipline
AMT000 Technical Customer Support Generalist/Multidiscipline
Provides post-sale technical support services to customers, including installation, troubleshooting,
problem resolution and maintenance of products and services
Responsibilities are within the Technical Customer Support Function as a generalist or in a
AMT010 Technical Customer Support − Remote/Help Desk

Delivers remote (e.g., telephone, online) post-sale troubleshooting and diagnostic support services to
ensure that all products and services function properly
Resolves technical support inquiries directly or indirectly through on-site and/or remote first-level
support representatives
AMT020 Technical Customer Support − Customer Site

Delivers post-sale services at customer sites including installation, maintenance and repair of
organization and third-party products and services to ensure that all function properly
Ensures customer satisfaction by advising customers on preventative maintenance and configurations
that may favorably impact performance
AMT030 Technical Customer Support − Repair Center

Tests, troubleshoots and repairs equipment and components in a repair center environment according
to established quality procedures; conducts tests to ensure that repaired products meet technical
specifications
Advises product development of recurring component failures
Traces and tests components to locate defects using a variety of test equipment including standard,
bench-type, automatic test equipment, and nonstandard, specialized measuring instruments
Compares test results with specifications and standards; records test results and data
AMT999 Technical Customer Support − No Applicable Discipline

Responsibilities are within the Technical Customer Support Function but are not described in other

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Function Code
Manufacturing/Operations AOM
Responsible for the organization's manufacturing and/or production operations including assembly, machinery, processing
and/or packaging. Sets production schedules based on product introduction, equipment efficiency, materials supply, staffing
resources, and volume required to meet demand and to ensure maximum production quantity and quality.
Matching Notes
1. Match incumbents responsible for hands-on activities that include high- and/or low-volume manufacture of complex
and/or simple assemblies to this Function
2. Match maintenance personnel enrolled, working on, or having completed a program or apprenticeship in a skilled trade
to the AZT−Technical Specialty/Skilled Trade Function
3. Match incumbents who perform general manual labor tasks to the AZU−Manual/Unskilled Labor Function
4. Group Managers (M4) in this Function may be involved in union negotiations
5. Match manufacturing engineers to the AZE080−Manufacturing Engineering Discipline in the AZE−Engineering Function
6. Group Managers (M4) in this Function typically have some responsibility for manufacturing engineering
7. Typical jobs include production worker; machinist; machine, mill, press or saw operator; assembler; hand finisher;
production foreman
Discipline
AOM000 Manufacturing/Operations Generalist/Multidiscipline
Manufactures sufficient quantities of quality products at or below budgeted production costs in order to
meet marketplace demand
Sets up equipment operation feed, speed and temperature
Follows established procedures for operating various conventional and/or CNC (computerized
numerical control) manufacturing equipment for tasks such as cutting, punching, forming, drilling,
tapping, turning, milling, and stamping to fabricate, form or shape manufactured parts, tools or parts
assemblies from raw materials
Selects and measures raw materials and parts to specifications to prepare for production processing
Resolves issues related to the organization's production, machinery, processing and/or packaging
operations
Responsibilities are within Manufacturing/Operations Function as a generalist or in a combination of
Disciplines
AOM010 Production Planning and Control

Plans and prepares manufacturing production schedules and departmental workflows to establish
sequence and lead time of each production operation to meet shipping dates according to sales
forecasts or customer orders
Expedites operations that delay schedules and alters schedules to meet unforeseen conditions;
includes estimating
Analyzes plant capacity and production requisition data to determine manufacturing processes and
required resources; prepares production reports
AOM015 Production/Process Equipment Operations

Sets up and operates automatic or semiautomatic machines and related equipment in a continuous
production/processing operation
Monitors meters, gauges, valves, flow ratios, temperatures, pressures, and related controls and
guidelines to ensure adherence to production/process specifications
Reports any malfunctions or abnormalities and makes minor adjustments and repairs to equipment
Performs all work in accordance with established safety procedures

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Function Code
Manufacturing/Operations (continued) AOM
AOM105 Plant Manager

Has overall responsibility for a single manufacturing facility
Directs all aspects of production activity at the assigned plant to ensure that the desired quantities and
quality of products are manufactured on schedule in a safe manner at minimum cost
May be responsible for accounting, human resources and other staff functions
AOM200 Wafer Fab/Semiconductor Operations

Operates complex equipment (e.g., photolithography, etch, thin film deposition) in a clean-room
environment with chemicals and gases in controlled applications necessary to manufacture
semiconductors
Uses process control computers to monitor operation and adjust controls of processing equipment to
produce compositions with specific electronic properties
Inspects materials, components, or products for surface defects, and measures circuitry, using
electronic test equipment, precision measuring instruments, microscope, and standard procedures
Stamps, etches, or scribes identifying information on finished components according to specifications
AOM999 Manufacturing/Operations − No Applicable Discipline

Responsibilities are within the Manufacturing/Operations Function but are not described in other

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Function Code
Project/Program Management APM
Plans, monitors and manages internal projects from initiation through completion. Secures required resources, and uses
formal processes and tools to manage resources, budgets, risks and changes. Manages projects to ensure on-time
completion according to specifications and within budgeted costs. At the higher levels, incumbents manage large
multifaceted projects; at lower levels incumbents may be concerned with clearly identifiable elements or functions within a
larger project. Typically incumbents matched to this function are working towards or have achieved certification in project
management.
Matching Notes
1. Match incumbents who manage projects exclusively in one aspect of IT, such as application development or ERP
implementation to that Discipline (e.g., AID010−Application Development, AID100−Enterprise Resource Planning) in
the AID−IT Development or AIT−IT Administration Function
2. Match project management staff who are not responsible for employee pay determination, review, and hire and fire
decisions to an individual contributor career level (i.e., career levels P1−P5); match incumbents who supervise project
managers (e.g., group project managers) to the appropriate management Career Level (i.e., Career Levels M2−M4)
3. Match incumbents who manage and plan e-projects aligning Web presence to business strategy to the APM010-
Information Technology Project Management Discipline
4. Match HR project/program managers who manage various projects such as new HR program implementation and HR
transition projects to the AHR000−HR Generalist/Consultant Generalist/Multidiscipline in the AHR−Human Resources
Function
Discipline
APM000 Project/Program Management Generalist/Multidiscipline
Plans, monitors and manages internal projects from initiation through completion
Leads or coordinates project planning, resourcing, staffing, supply and subcontract management,
progress reporting, troubleshooting and people management
Ensures project results meet requirements regarding technical quality, reliability, schedule and cost
Monitors performance and recommends schedule changes, cost adjustments or resource additions
Responsibilities are within the Project/Program Management Function as a generalist or in a
APM010 Information Technology Project Management

Manages all aspects of a diverse IT project or multiple IT projects, typically involving multiple
disciplines in the IT function
Utilizes expertise and leadership skills to direct staff and to resolve issues to ensure project goals and
requirements are met
APM020 Facilities Construction Project Management

Leads or coordinates construction projects, such as developing a new facility, the addition, expansion,
or extension of an existing facility, or renovation/alterations to a facility in collaboration with project
team, construction site and management
Develops assignments, timetables and responsibilities for team members for the duration of the project
Organizes and directs construction personnel, and ensures that materials and equipment resources
are delivered on time
APM030 Engineering Project Management

Leads or coordinates project planning, resourcing, staffing, progress reporting, people management,
and troubleshooting for engineering projects
Ensures project results meet requirements regarding technical quality, reliability, schedule and cost

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Function Code
Manufacturing/Operations (continued) APM
APM050 Product Development Project/Program Management

Leads or coordinates cross-functional project/program teams from design to delivery of fully developed
products that are ready for customer use
Monitors performance and recommends schedule changes, cost adjustments or resource additions
Investigates facts and develops solutions to problems during the design and planning phases
Provides timely and accurate information and status updates to functional leaders
May be responsible for feasibility studies and field trials management
APM060 Resource Management

Manages employee resources on a "pool" basis
Ensures that resources of suitable skills and caliber are available for tasks and activities as required
Manages the education, planning, skills enhancement, costing, etc., associated with resources
APM200 Telecommunications Tower Construction Project Management

Leads or coordinates telecommunications tower construction projects within established timeframes
and budgeted costs
Ensures that telecommunications towers meet technical, quality, reliability and organization standards
in accordance with project specifications
APM999 Project/Program Management − No Applicable Discipline

Responsibilities are within the Project Management Function but are not described in other Discipline
summaries

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Function Code
Quality Assurance Methods AQY
Develops and implements programs to establish and maintain quality standards of existing products and services, as well as
developing programs to focus employees on quality improvement. Develops policies, procedures and methods to check
product, material, components and/or operational quality and improve same.
Matching Notes
1. Match incumbents who conduct quality control tests/inspections, collect and/or analyze process statistical data, or
provide technical support to the quality or quality engineering functions to the AZT060−Quality Control/Inspection
Technical Specialty Discipline in the AZT−Technical Specialty/Skilled Trade Function
2. Match incumbents with at least a four-year engineering degree or equivalent education who either have or are eligible
for certification as professional engineers who focus on quality to the AZE030−Quality Assurance Engineering
Discipline in the AZE−Engineering Function; except, match quality engineers with Six Sigma certification (i.e., Master
Black Belt, Black Belt) to the AQY030−Six Sigma Process Discipline
Discipline
AQY000 Quality Assurance Methods Generalist/Multidiscipline
Develops policies, procedures and methods to evaluate and improve the quality of products, materials,
components and/or operations
Develops, assures and maintains the quality of products and processes, including standard
procedures (e.g., ISO 9001:2000, ISO 14000 family of standards), quality audits/review, Taguchi
methods, process reengineering, etc.
Responsibilities are within the Quality Assurance Methods Function as a generalist or in a combination
of Disciplines
AQY010 Quality Systems/Customer Satisfaction

Implements the Total Quality Management (TQM) philosophy
Measures customer satisfaction and takes action as appropriate
Implements "just in time" techniques
AQY020 Business Process Improvement

Analyzes and measures the effectiveness of existing business processes and develops sustainable,
repeatable and quantifiable business process improvements
Researches best business practices within and outside the organization to establish benchmark data
Collects and analyzes process data to initiate, develop and recommend business practices and
procedures that focus on enhanced safety, increased productivity, and reduced cost
Determines how new information technologies can support reengineering business processes
May specialize in one or more of the following areas: benchmarking, business process analysis and
reengineering, change management and measurement, process-driven systems requirements
AQY030 Six Sigma Process

Develops, implements and sustains process improvement initiatives utilizing Six Sigma methodologies
Drives process improvement initiatives throughout the organization, often extending them to suppliers
and customers
Typically requires or is working towards Six Sigma certification (i.e., Master Black Belt, Black Belt)
AQY999 Quality Assurance Methods − No Applicable Discipline

Responsibilities are within the Quality Assurance Methods Function but are not described in other

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Function Code
Real Estate and Facilities ARE
Plans, controls and directs real estate activities such as site location and acquisition, right-of-way negotiation, building and
land acquisition and disposition, space leasing, property management, and maintenance of properties.
Discipline
ARE000 Real Estate and Facilities Generalist/Multidiscipline
Plans, controls and directs real estate activities; identifies, acquires or leases land and buildings for the
organization's operations
May negotiate right-of-way easements
Ensures the optimal utilization of the organization's facilities
Disposes of facilities that are no longer required by the organization
Responsibilities are within the Real Estate and Facilities Function as a generalist or in a combination
of Disciplines
ARE010 Real Estate/Property Management

Manages real estate to ensure maximum return and profitability
Advises and assists with site selection, site acquisition, leasing space and other functions relating to
land acquisition, negotiation and sale
ARE020 Facilities Management

Ensures the optimal utilization of the organization's facilities
Assesses and evaluates the physical space requirements of the organization and recommends plans
to meet needs
Ensures proper functioning of facilities through ongoing inspection and maintenance
ARE040 Land/Right-of-Way
Obtains right-of-way easements for overhead or underground use
Checks property titles to determine ownership, negotiates easements and price to be paid, prepares
assessments, and arranges payment to grantor
Assists in land acquisition for building facilities by obtaining land options
Maintains permits and inspects completed work
May coordinate acquisition activities with municipalities, governmental and regulatory agencies to
ensure compliance with acquisition and easement requirements
ARE999 Real Estate and Facilities − No Applicable Discipline

Responsibilities are within the Real Estate and Facilities Function but are not described in other

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Function Code
Research and Development ARO
Has primary responsibility for both applied research/engineering development and (where it exists) basic fundamental,
theoretical ("blue sky") research. Applied research responsibilities include research into specific applications such as
improved quality of existing products, more cost-effective manufacturing processes, a new product line, or a new area of
business. Basic research includes the design of fundamental, theoretical ("blue sky") investigations that expand knowledge
but do not specifically result in new products, new processes or new business areas.
Matching Notes
1. Match incumbents responsible only for performing basic scientific research directed toward the acquisition of new
knowledge typically outside the organization's normal business planning horizon to the appropriate Discipline in the
ARS−Research Science Function
2. Match incumbents responsible only for the translation of research discoveries into usable and marketable products
(i.e., applied research) to the appropriate Discipline in the TPD–Technology Product Development Function
Discipline
ARO000 Research and Development Generalist/Multidiscipline
Has primary responsibility for both applied research/engineering development and (where it exists)
basic fundamental, theoretical ("blue sky") research
ARO999 Research and Development − No Applicable Discipline

Responsibilities are within the Research and Development Function but are not described in other

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Function Code
Research Science ARS
Performs basic theoretical and experimental scientific and technological investigation directed toward the acquisition of new
knowledge. Research activities are typically outside the normal planning horizon of the organization's business units, and
encompass such endeavors as enlarging and systematizing the knowledge base in science and technology, and
understanding the limitations of technology and how to apply its capabilities. Publishes activities, findings and conclusions in
recognized scientific publications, and presents same at appropriate scientific conferences and forums.
Matching Notes
1. Match incumbents responsible for the translation of research discoveries into usable and marketable products (i.e.,
applied research) to the appropriate Discipline in the TPD–Technology Product Development Function
2. Match incumbents who support research scientists (e.g., lab technicians, research assistants, technical writers) to the
ARU−Research Science Support Function
3. Match entry-level incumbents with a Ph.D. degree to the P3−Career Level
4. Match incumbents with responsibilities for the both research and development to the ARO−Research and Development
Function
Discipline
ARS000 Research Science Generalist/Multidiscipline
Performs basic theoretical and experimental scientific and technological investigation directed toward
the acquisition of new knowledge
Prepares comprehensive documented observations, analyses and interpretations of results including
technical reports, summaries, protocols and quantitative analyses
Publishes activities, findings and conclusions in recognized scientific publications, and presents same
at appropriate scientific conferences and forums
Documents research leading to patent disclosure or technical and/or scientific advancement
Responsibilities are within the Research Science Function as a generalist or in a combination of
Disciplines
ARS999 Research Science − No Applicable Discipline

Responsibilities are within the Research Science Function but are not described in other Discipline
summaries

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Function Code
Research Science Support ARU
Conducts analytical, experimental, investigative and other fact-finding work using standard scientific approaches and
techniques to support principal scientific researchers. Participates in research experiments in the physical, health, life or
computer sciences, or mathematics or statistics. Observes, calculates, records and interprets the results of tests and
analyses, and designs, constructs, modifies, calibrates, operates and maintains equipment used for these purposes or
devised as a result of the work.
Matching Notes
1. Match incumbents with an undergraduate degree (e.g., bachelor of science) who support research scientists, but are
not working towards a doctorate degree to the Professional Career Band in this Function
2. Match incumbents with responsibilities for both research and development to the ARO−Research and Development
Function
Discipline
ARU000 Research Science Support Generalist/Multidiscipline
Conducts analytical, experimental, investigative and other fact-finding work to support principal
scientific research
Observes, calculates, records and interprets the results of tests and analyses, and constructs,
modifies and calibrates equipment used for these purposes or devised as a result of the work
Interprets parts of the data and provides input into related papers and project narratives
Modifies, refines, adapts, or develops lab techniques and analytical procedures to meet specific
experimental goals
Responsibilities are within the Research Science Support Function as a generalist or in a combination
of Disciplines
ARU999 Research Science Support − No Applicable Discipline

Responsibilities are within the Research Science Support Function but are not described in other

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Function Code
Supply Chain Management ASC
Performs supply chain and logistics functions, which may include, but are not limited to, material procurement, production
planning, inventory control, outsourcing, vendor selection, and distribution. Creates integrated processes among internal
functions such as operations, purchasing and logistics, and outside suppliers. Focuses resources on continuous
improvement of the movement of materials through various production processes, and establishes key performance metrics
and benchmarks relating to supply chain planning/forecasting to measure actual performance against goals on a regular
basis. Promotes alignment by understanding and communicating customer needs and requirements throughout the
organization.
Matching Notes
1. Match incumbents responsible for procurement contracts to the ALS020−Contract Administration Discipline in the
ALS−Legal Support Function
2. Match incumbents with combined responsibility for goods, services and/or technical purchasing to the
ASC060−Purchasing Generalist/Multidiscipline Discipline
3. Match incumbents responsible for strategic sourcing to the ASC060–Purchasing Generalist/Multidiscipline Discipline
4. Match materials handlers, order pickers, craters, and packers to the Technical Support Career Band of
ASC020−Materials Management
5. Match incumbents responsible for the operation of vehicles for purposes other than pickup and delivery of equipment,
goods and supplies, (e.g., passenger vehicles) to the appropriate Discipline in the AAT–Administrative Transportation
Services Function
6. Match incumbents responsible for dispatching and/or traffic to the ASC050−Transportation Discipline
Discipline
ASC000 Supply Chain Management Generalist/Multidiscipline
Performs supply chain and logistics functions
Responsibilities are within the Supply Chain Management Function as a generalist or in a combination
of Disciplines
ASC010 Supply Chain Development and Optimization

Coordinates and integrates the flow of materials and information among suppliers, manufacturers,
distributors and customers
Conducts and/or manages strategic supply chain analysis
Identifies and recommends opportunities for improving efficiency, effectiveness and capabilities of the
supply chain
Develops and implements supply chain designs, models, strategies and/or processes to improve the
business
ASC015 Materials Planning/Scheduling

Plans, schedules and monitors inbound movement of materials from suppliers
Determines material requirements and coordinates the efficient movement of materials with
purchasing, production and engineering
Develops specifications for new contract orders
ASC020 Materials Management

Coordinates incoming and outgoing movement and storage of raw materials, finished products and
parts that include functions such as warehousing, shop, and delivery services to ensure material
availability and delivery when needed to meet production schedules
Compiles data on order volume, production schedules and forecasts, and applies statistical methods
to estimate future materials requirements

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Function Code
Supply Chain Management (continued) ASC
ASC022 Forklift Operations

Transports merchandise using a forklift truck or reach truck to designated locations within the
warehouse, which may include loading, unloading and order picking
ASC025 Inventory Control

Ensures that inventories are secure, properly identified and readily accessible to authorized personnel
Maintains controls over various types of inventories (e.g., raw materials, subassemblies, finished
goods)
Conducts physical inventory counts and reconciles results with inventory records
Ensures that quantities of incoming and outgoing shipments are correct
Conducts analyses of inventory levels, and coordinates with production and sales requirements
ASC030 Logistics
Coordinates inbound and outbound logistical operations including inventory management,
warehousing, and transportation to ensure sufficient supply of goods and products
Controls the commercial impact of the complete range of activities from receiving, locating and
dispatching, sourcing, purchasing and optimizing inventory levels
Administers an effective system that meets the organization's inventory control needs through efficient
transportation of raw materials, component parts and/or finished goods
ASC035 Import/Export
Administers the efficient and economical movement of goods (e.g., materials, products, equipment)
across international borders in accordance with organizational policies and in compliance with relevant
local, country and international customs laws and processes
Prepares, reviews, approves and maintains files for import/export documents such as customs
declarations, a PO (purchase order), packing list, commercial invoice, SLI (shippers letter of
instruction), SED (shipper's export declaration), BOL (bill of lading), AWB (air waybill), IC (import
certificate), etc. required for the lawful completion of import/export activities
Ensures that commercial and sales invoices are accurate in accordance with physical shipment and
customer's SLI, quantities, value of goods, country of origin, and other regulatory requirements
Serves as an import/export liaison for international customers/subsidiaries, distribution, procurement,
planning, manufacturing, intercompany finance, regulatory and import/export compliance functions
ASC040 Warehousing
Administers and operates the organization's warehouses, including processing, packaging and storage
of supplies, materials and equipment
Accounts for all materials and supplies in the stores facilities; audits goods received into warehouse
Oversees receipt, storage and shipment of materials, and related reporting in accordance with
established procedures
Prepares and coordinates schedules for shipping and receiving materials to control the flow of goods
and regulate warehouse space
Ensures the effectiveness of operating procedures, space utilization, and maintenance and protection
of facilities and equipment

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Function Code
ASC045 Fulfillment
Fulfills orders, including order entry, administration, and shipping
Processes orders and oversees related activities of third-party vendors to ensure orders flow
effectively through systems and processes in accordance with the organization's customer service
standards
Develops capacity plans to support build-to-stock and/or build-to-order environments
Ensures adequate inventory levels are maintained to maximize customer satisfaction and minimize
cost
Prepares and maintains volume and demand planning analyses and supply and production schedules
based on internal and external information to establish and effectively manage an order backlog
ASC050 Transportation
Analyzes transportation and distribution systems and procedures to ensure the efficient and
economical delivery of the organization's products
Reviews proposals and makes recommendations for modifications in rates and transportation
regulations
Evaluates freight classifications, tariff rates, and operating efficiency to ensure the proper delivery of
products
Plans and coordinates fleet operations including acquisition, scheduling, maintenance service and
repair, and disposal of trucks, and hires common carriers (third-party transportation companies) as
appropriate
ASC052 Transportation – Delivery Vehicle Operations Generalist/Multidiscipline

Operates trucks, vans or similar vehicles to pick up and deliver products, supplies and equipment to
and from organization, supplier and customer sites
Actions may involve complex pickups and deliveries, e.g., night deliveries, international travel,
transport of dangerous and hazardous products
ASC060 Purchasing Generalist/Multidiscipline

Negotiates favorable terms, volume discounts and long-term contracts with suppliers, and prepares
and processes requisitions and purchase orders for the procurement of goods, services and supplies
for customer-related business processes or for internal use as a generalist or in a combination of
Purchasing Disciplines
ASC070 Goods Purchasing

and processes requisitions and purchase orders for the procurement of goods and supplies (e.g.,
paper, office supplies, coffee, tea)
Develops and implements strategies for cost reduction, supplier consolidation, quality improvements
and process efficiencies
Reviews purchase order claims and contracts for conformance to company policy, and discusses
defects and delivery problems with suppliers and negotiates refunds

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Function Code
ASC080 Services Purchasing

and processes requisitions and purchase orders for the procurement of services (e.g., travel, cleaning,
transportation, consulting services)
Develops and implements strategies for cost reduction, supplier consolidation, service delivery
improvements and process efficiencies
Sources services for the organization and its employees (e.g., travel, cleaning, transportation,
consulting services) or the negotiation of contracts with third-party suppliers (e.g., software licenses)
ASC090 Technical Purchasing

and processes requisitions and purchase orders for the procurement of technical equipment, custom
engineered products, systems, software or components
Acquires and maintains understanding of technology trends, market forces, cost trends, and supplier
technology road maps
ASC095 Commodity Purchasing

Develops and implements procurement plans and strategies to support forecasted needs for
commodities (i.e., homogeneous products that are traded solely on the basis of price such as
foodstuffs, metals and fuels)
Establishes and implements strategies for negotiating commodity purchase agreements based on in-
depth knowledge of foreign and domestic markets for optimum pricing and terms
Purchases commodities in accordance with approved buying programs, using trade judgment in
implementation and/or the established procurement policy
ASC999 Supply Chain Management − No Applicable Discipline

Responsibilities are within the Supply Chain Management Function but are not described in other

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Function Code
Engineering AZE
Performs engineering work in operations, production, construction or maintenance environments. Designs and scales up
manufacturing processes, instruments and equipment, and tests manufactured products to maintain quality. Plans, designs
and estimates time and cost, and oversees construction and maintenance of structures, facilities, systems and components.
Analyzes and develops solutions to engineering problems related to manufacturing equipment and systems or the causes of
component failures. Develops and applies engineering standards and procedures, and provides advice on issues within the
engineering field.
Matching Notes
1. Incumbents matched to this function must have at least a four-year engineering degree or equivalent education and
either has or is eligible for certification as a professional engineer
2. Match professional incumbents who do not have an engineering degree, but are able to work on engineering projects
due to their extensive experience or specialized expertise in resolving complex technical problems, to the
AZT−Technical Specialty/Skilled Trade Function
3. Match technicians who support engineers to the Technical Support Career Band and the applicable Discipline in the
AZT−Technical Specialty/Skilled Trade Function
4. Match incumbents who perform general manual labor tasks to the AZU−Manual/Unskilled Labor Function
5. Match engineers who work in product technical support to the AMT−Technical Customer Support Function
6. Match incumbents who manage engineering projects to the APM030−Engineering Project Management Discipline in
the APM−Project/Program Management Function
7. Match incumbents in a non-telecommunications organization who architect, plan or implement networks for the
organization's own use to the AID−IT Development Function
8. Match incumbents in a non-telecommunications organization who monitor, control and administer networks for the
organization's own use to the AIT−IT Administration Function
9. Match safety and occupational health specialists who are not qualified engineers to the AHS−Environmental, Health
and Safety Function
Discipline
AZE000 Engineering Generalist/Multidiscipline
Performs engineering work in operations, production, construction or maintenance environments
Responsibilities are within the Engineering Function as a generalist or in a combination of Disciplines
AZE030 Quality Assurance Engineering

Develops and implements methods and procedures for process control, process improvement, testing
and inspection to ensure that the products are free of flaws and function as designed
Designs and installs sophisticated testing equipment and performs product testing and analysis to
maintain quality levels and minimize defects and failure rates
Analyzes reports and defective products to determine trends and recommend corrective actions
Collaborates with supplier representatives on quality problems, ensures that effective corrective
actions are implemented, and contributes to supplier quality improvement programs
AZE060 Process Engineering

Develops and modifies process formulations, methods and controls to meet quality standards
Recommends and implements improvements, modifications or additions to document work
Reviews product requirements with product development compatibility of processing methods to
determine costs and schedules
Integrates equipment and material capabilities to meet process module target specifications and
technology target specifications

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Function Code
Engineering (continued) AZE
AZE080 Manufacturing Engineering

Plans, designs and constructs manufacturing facilities and related structures
Determines facility specifications, including analysis and evaluation of location, material resources, and
structural design
Resolves technical problems and recommends production improvements
AZE110 Mechanical Engineering

Directs and coordinates fabrication, installation, operation, application, maintenance, and repair of
mechanical or electromechanical machines, equipment, tools, engines and systems
Ensures that quality levels and industry standards are maintained or improved in the manufacturing
process
Oversees installation, operation, maintenance, and repair of equipment such as centralized heat, gas,
water and steam systems
Evaluates mechanical products to determine their cost-effectiveness and efficiency
May evaluate field installations and recommend design modifications to eliminate malfunctions
AZE140 Electronic Engineering

Designs, fabricates, tests, implements and modifies electronic components, products and systems in a
production setting
Establishes test procedures and systems for inspection of incoming electronics components
Develops, tests and implements engineering change orders (ECOs) for design revisions
Analyzes and evaluates new or improved electronic components
AZE150 Packaging Engineering

Develops and designs packaging equipment and materials for safe, convenient and attractive transport
of goods under a variety of conditions
Analyzes engineering drawings and specifications to determine the required type of packaging
materials and to maximize convenience, utility and function based on the product's physical
characteristics, safety and special-handling requirements
Evaluates packaging and transporting methods and procedures to ensure compliance with safety and
quality standards
Evaluates and recommends efficient packing procedures, innovations in packaging materials, and
utilization of sealing and fastening devices
AZE170 Structural/Facilities Engineering

Develops and implements capital improvement projects, such as construction, remodeling, renovation,
and maintenance of buildings and facilities, including preliminary concept development, detailed
engineering design and bidding
Conducts preliminary surveys and prepares schematics and work drawings for the construction and
maintenance of new or remodeled structures and facilities
Examines and approves engineering and architectural drawings and design computations for buildings
and facilities to ensure compliance with sound engineering practices and codes; incorporates
functional requirements into facility requirements
Estimates cost of projects, writes contracts and specifications for labor, materials and equipment for
construction projects, and secures bids from contractors
Conducts periodic inspections of work in progress and advises construction supervisors and
contractors on plans and specifications
Inspects existing facilities and prepares reports on the condition, deficiencies observed, designs
necessary for repairs, and estimated cost of repairs

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Function Code
Engineering (continued) AZE
AZE200 Network Engineering

Provides technical expertise in the management of a public and/or private network such as Internet
protocol (IP) networks, wide area networks (WANs), and public switched telephone networks
Plans, designs, installs, maintains, monitors, analyzes, troubleshoots, modifies and supports network
communications systems to provide maximum performance and availability
Plans, designs, implements and supports local and wide area networks (LANs/WANs) in the areas of
Internet connectivity, capacity planning, routing, switching, server load balancing, network security, and
wireless
Evaluates and reports on new communications technologies to enhance network capabilities
AZE210 Network Activation/Deployment/Construction/Installation Engineering

Provides technical expertise in the activation and/or deployment and/or construction and/or installation
of a public and/or private network
Designs deployment processes and is involved in technical matters related to network
connection/provisioning
Coordinates physical excavation for cable-laying operations that may involve third-party contractors
AZE220 Network Design and Planning (Network Architecture) Engineering

Provides technical expertise in the design and/or planning of a public and/or private network, which
may include design optimization
May be an expert in WAN and LAN networking as well as server technology ensuring the connectivity
is in place between the Internet and the organization's WAN/LAN, and monitors the protection and
efficiency of the firewall (if present)
AZE230 Switch Engineering

Operates and maintains switch equipment for a public network
Implements enhancements to the switch network and operates peripheral equipment connected to the
network
Assists in major projects designed to improve operational support
AZE235 Telecommunications Access and Transmission

Performs network routing management in accordance with network engineering plans
Identifies solutions that optimize the lines requested and the right resizing according to necessities
Collaborates with customers and suppliers to ensure delivery dates are met
Ensures standardization of various telecommunications equipment in order to integrate them with an
existing network
AZE999 Engineering − No Applicable Discipline

Responsibilities are within the Engineering Function but are not described in other Discipline
summaries

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Function Code
Technical Specialty/Skilled Trade AZT
Provides technical support to engineers and scientists in areas such as production, operations, maintenance, safety, testing,
process improvement or product development. Uses schematics, diagrams, written and verbal descriptions or defined plans
to perform testing and troubleshooting on electronic or mechanical components, equipment or systems. Gathers, maintains,
formats, compiles, and manipulates technical data using established formulae and procedures, and performs detailed
mathematical calculations.
Matching Notes
1. Match professional incumbents who do not have an engineering degree, but are able to work on engineering projects
due to their extensive experience or specialized expertise in resolving complex technical problems, to this Function
2. Match qualified engineers to the Engineering Function
3. Match incumbents who support engineers and scientists involved in manufacturing, operations, maintenance or product
development to this Function
4. Match incumbents who support research scientists to the ARU−Research Science Support Function
5. Match incumbents responsible for hands-on activities that include high- and/or low-volume manufacture of complex
and/or simple assemblies to the AOM−Manufacturing/Operations Function
Discipline
AZT000 Technical Specialty/Skilled Trade Generalist/Multidiscipline
Provides technical support to engineers and scientists on a variety of technical tasks
Develops and recommends procedures and methods, and prepares technical reports and
documentation
Performs technical evaluations of events to determine root cause; recommends corrective action
Responsibilities are within the Technical Specialty/Skilled Trade Function as a generalist or in a
AZT010 Equipment Maintenance Technical Specialty

Performs preventative maintenance and repairs on equipment and systems (e.g., mechanical,
electrical)
Evaluates and recommends equipment improvements to improve availability, capability and yield
Performs equipment failure analyses (including preventative and unscheduled maintenance)
Troubleshoots and diagnoses difficult, infrequent problems with equipment
Prepares technical reports to document equipment modifications and equipment maintenance
procedures
AZT020 Calibration Technical Specialty

Performs precise calibrations and preventative and corrective maintenance on measuring and test
equipment, instruments, tools, gauges and fixtures
Sets up test equipment and conducts tests on performance and reliability of mechanical, structural, or
electromechanical equipment
Develops calibration operating procedures and documentation for all instruments
Selects and procures instrument spare parts to minimize machine downtime
Coordinates calibration with outside contractors for equipment that cannot be maintained internally

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Function Code
Technical Specialty/Skilled Trade (continued) AZT
AZT030 Product Test/Debug Technical Specialty

Debugs and troubleshoots failed electronic components, assemblies and systems using test
equipment and schematics
Monitors component failures and initiates supplier notification if defect rates exceed acceptable levels
Identifies and resolves issues that adversely affect test yields
Collaborates with engineering and manufacturing teams to establish production test plans and
processes
Compiles and maintains test-related documentation including test plans, procedures, results and
reports
AZT040 Facilities Technical Specialty

Operates, monitors and maintains utilities including HVAC (heating, ventilation and air conditioning)
setup, maintenance and balancing, WFI (water for injection), purified water and process equipment
Maintains, troubleshoots and repairs facilities mechanical components and electrical equipment and
systems in accordance with SOPs (standard operating procedures), internal requirements,
manufacturer's specifications and safety policies
Develops, maintains and secures a spare parts inventory of basic maintenance hand and power tools
Recommends purchase of maintenance tools, equipment and supplies as required to streamline
processes and increase efficiency
Assists engineers in developing methods and procedures to control or improve facilities processes
AZT050 Process Technical Specialty

Provides technical support to engineers to achieve improvements in cycle-time, yield, unit cost, quality,
safety and compliance of production and operations processes
Monitors instruments and equipment and collects operating data including calibration, inspection,
testing, and repair activities to assist in making on-line adjustments to instruments, equipment or
products
Analyzes and resolves malfunctions and deviations of instruments and control systems to identify and
resolve problems
Conducts analyses and prepares reports using metrics from salvage tracking, trending, reporting and
root cause analyses
Maintains process designs to optimize process and facility use while conforming to standard operating
procedures (SOPs) and good manufacturing practices (GMPs)
AZT060 Quality Control/Inspection Technical Specialty

Provides technical support to the quality and quality engineering (QE) functions
Conducts nondestructive examination (NDE) and quality control (QC) inspections on products,
materials, components, parts, etc., at various stages of the production process to ensure compliance
with established quality and reliability standards
Captures and analyzes statistical data from processes to either confirm compliance with established
standards or identify deviations from standards
Recommends new or enhanced methods, procedures and standards

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Function Code
AZT070 Test Equipment Technical Specialty

Plans, lays out, assembles, modifies, validates, and maintains test equipment and related structural
assemblies by reading and interpreting blueprints, engineering drawings, and sketches
Assists engineers in operating test equipment to obtain performance data on parts and assemblies
under varying operating conditions
Collects, compiles and summarizes test data, and reviews results with engineering to resolve
problems such as product or equipment issues, malfunctions and incomplete test data
Diagnoses test equipment malfunctions, and services and repairs equipment as required
AZT080 CAD/CAE Drafting Technical Specialty

Prepares and maintains detailed design drawings, schematics or specifications typically using
Computer Aided Design (CAD) software
Works closely with design originators (e.g., engineers, designers) to resolve design details or
discrepancies, or to prepare drawings of unusual, complex, or original designs, which require a high
degree of precision using CAD (Computer Aided Drafting) or CAE (Computer Aided Engineering)
equipment
Creates, modifies and controls detailed two- and three-dimensional parts and assembly drawings from
engineers' and technicians' sketches, plans, written and verbal instructions
Develops and maintains drafting standards and procedures
Evaluates and recommends purchase of CAD/CAE-related computer hardware and software
AZT085 Design and Drafting

Prepares drawings for civil engineering projects such as bridges, highways, waterfront facilities,
sanitary and drainage systems, traffic systems, tunnels, mass transit systems, airports, commercial
and industrial buildings, dams and reservoirs
Prepares drawings or schematics of electronic power distribution systems involving electronic circuitry
Prepares drawings for heating, ventilating and air conditioning systems, piping systems, refrigeration
systems and equipment machinery, engines and mechanical apparatus
Prepares maps, cross-sections, logs, graphs and charts used in resource exploration operations
AZT140 Skilled Trade Generalist/Multidiscipline

Performs installations, preventive maintenance, and repairs on buildings, mechanical equipment and
utility systems using one or more trade skills (e.g., electrical, mechanical, plumbing, carpentry)
Prepares and maintains records of completed maintenance repair work
Maintains current knowledge of all applicable procedures and safety measures
AZT200 Network Operations Technical Specialty

Supports network operations engineers in the management of a public and/or private network such as
Internet protocol (IP) networks, wide area networks (WANs), and public switched telephone networks
Installs, monitors, maintains, upgrades and supports network communications systems to provide
maximum performance and availability
Collects and monitors network traffic data to support capacity planning, routing, switching and load
balancing, and takes responsibility for the day-to-day provisioning and maintenance of network
services

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Function Code
AZT210 Semiconductor Manufacturing Technical Specialty

Operates sophisticated equipment in a "clean room" to complete the various steps of the
semiconductor production sequence
Processes semiconductor wafers (i.e., thin slices of silicon) on which microchip circuitry is layered, and
cuts wafers into many small individual chips
Imprints, by means of photolithography, precise microscopic patterns of the circuitry on the wafers,
etches out the circuitry patterns with acids, and replaces the patterns with metals that conduct
electricity
Cleans, polishes, and loads wafers into series of special purpose furnaces, chemical baths, and
equipment to form circuitry and change conductive properties
Troubleshoots semiconductor production problems and makes equipment adjustments and repairs
AZT999 Technical Specialty/Skilled Trade − No Applicable Discipline

Responsibilities are within the Technical Specialty/Skilled Trade Function but are not described in

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Function Code
Manual/Unskilled Labor AZU
Performs a variety of general manual labor tasks (e.g., sweeping and cleaning floors and work areas, picking up papers and
refuse from grounds, assisting in the handling of heavy materials, making minor repairs, mowing lawns, shoveling snow,
cleaning, dusting, washing windows, moving and polishing furniture and equipment). Follows specific processes and
procedures to maintain the buildings, facilities and grounds.
Matching Notes
1. Match incumbents who perform installations, preventive maintenance, and repairs on buildings, mechanical equipment
and utility systems using one or more trade skills (e.g., electrical, mechanical, plumbing, carpentry) to the AZT–
Technical Specialty/Skilled Trade Function
Discipline
AZU000 Manual/Unskilled Labor Generalist/Multidiscipline
Performs a variety of general manual labor tasks, (e.g., lifting and moving materials, loading and
unloading vehicles, digging and refilling holes)
AZU010 Maintenance
Performs miscellaneous manual labor activities (e.g., sweeping and cleaning floors and work areas,
picking up papers and refuse from grounds, assisting in the handling of heavy materials, making minor
repairs, mowing lawns, and shoveling snow)
Performs janitorial activities, such as cleaning, dusting, washing windows, moving and polishing
furniture and equipment
AZU999 Manual/Unskilled Labor – No Applicable Discipline

Responsibilities are within the Manual/Unskilled Labor Function but are not described in other

Page 129

Function Code
Account Management CAM
Builds and maintains effective long-term relationships with a defined customer base to ensure a high level of satisfaction and
increase revenues. Serves as the primary interface for all products and services, and creates demand for the organization's
products and services by raising their profile with customers. Typically has a limited number of key/strategic accounts and
maintains relationships with clients at the senior management or executive level.
Matching Notes
1. Match incumbents responsible for shorter-term relationship management that includes closing the sale to the
appropriate Discipline in the CSD−Direct Sales Function
2. Match incumbents responsible for closing very high value sales who do not retain responsibility for the account after
the sale is closed to the CSL−Large Deal Acquisition Sales Function
3. Incumbents matched to this Function may have some involvement in complex, high-value sales
4. Match incumbents responsible for managing ten or more customer accounts that typically exclude key/strategic
customers to the CAM005−Account Management Discipline
5. Match incumbents whose main responsibilities relate more to bid management to the CBM000−Bid Management
Discipline
CAM000 Account Management Generalist/Multidiscipline
Builds and maintains effective long-term relationships and a high level of satisfaction with key senior-
level decision makers and influencers at an assigned group of customer accounts that typically
includes a limited number of major strategic customers within a geographic or industry focus
Creates demand for the organization's products and services by raising their profile with customers
Achieves revenue targets by increasing revenue spend per account
Conducts regular status and strategy meetings with the customer's senior management to understand
their needs and link them to the organization's product/service strategies
Responsibilities are within the Account Management Function as a generalist or in a combination of
Disciplines
CAM005 Account Management

Builds and maintains effective long-term relationships and a high level of satisfaction with key senior-
level decision makers and influencers at an assigned group of ten or more customer accounts, but not
major or strategic accounts
CAM010 Major/Strategic Account Management Single Country

Builds and maintains customer relationships with strategic accounts in a single country
CAM020 Major/Strategic Account Management Global

Builds and maintains customer relations with strategic accounts that typically involve an international
partner or major global accounts

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Function Code
Account Management (continued) CAM
CAM200 Consulting and Professional Services Account Management

Manages corporatewide relationships for software consultancy and professional services accounts
Collaborates with clients on their requirements to favorably influence specifications in requests for
proposal (RFPs)
CAM210 Outsourcing Services Account Management

Manages relationships for outsourced services such as facilities management, business process, and
information technology
Typically manages relationships that may involve both short- and long-term commitment of service and
vary significantly in value/strategic importance
CAM220 Systems Integration and Solutions Account Management

Manages corporatewide relationships for high-value systems and solutions accounts
Promotes the organization's capabilities to provide an integrated solution that combines products and
services
Collaborates with clients on their requirements to favorably influence specifications in requests for
proposal (RFPs)
CAM999 Account Management − No Applicable Discipline

Responsibilities are within the Account Management Function but are not described in other Discipline
summaries

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Function Code
Bid Management CBM
Manages the bidding process from initial contact through to contract signing, but excluding the ongoing account
management once the contract has been signed. Manages the preparation of bids and tenders with particular emphasis on
establishing the organization's trading terms. Identifies and manages appropriate resources and team support to develop
package and price custom solutions.
Matching Notes
1. Match incumbents responsible for longer-term building and maintenance of relationships to the appropriate Discipline in
the CAM−Account Management Function
2. Match incumbents responsible for closing complex, high-value sales who do not retain responsibility for the account
after the sale is closed to the CSL−Large Deal Acquisition Sales Function
3. Match incumbents responsible for ensuring that contracted services are delivered to the CDM−Client Service Delivery
Management Function
4. Supports the bid and sale cycle by producing service/contract proposals, but does not lead the sale
Discipline
CBM000 Bid Management Generalist/Multidiscipline
Manages the preparation of bids and tenders with particular emphasis on establishing the
organization's trading terms
Collaborates with business developers and account managers to obtain and clarify customer
requirements
Identifies and manages appropriate resources and team support to develop, package and price
custom solutions
May coordinate legal sign-off on bids and proposals, placement of supplier orders, and acceptance of
customer orders
CBM999 Bid Management − No Applicable Discipline

Responsibilities are within the Bid Management Function but are not described in other Discipline
summaries

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Function Code
Client Service Delivery Management CDM
Manages ongoing contractual relationships and the operational delivery of services to clients for an account or group of
accounts. Serves as the primary point of contact with clients and ensures client satisfaction.
Matching Notes
1. Alternative titles are Engagement Manager, Account Services Manager or Service Delivery Manager
Discipline
CDM000 Client Service Delivery Management Generalist/Multidiscipline
Manages the delivery of contracted services to clients to ensure that SLAs (service level agreements)
and KPI (key performance indicators) as defined in the relevant contracts are met or exceeded
Maintains tight control over the project schedule, risks, scope of work and budget; ensures that
operational teams and subcontractors have a clear understanding of client requirements
Builds and maintains strong client relationships, and provides day-to-day client advice and support
Promotes the organization's capabilities to clients, identifies sales opportunities to be forwarded to the
account managers, and achieves contract extensions or additional business within the account(s)
Contracts may involve both short- and long-term commitment of service and vary significantly in
value/strategic importance
CDM210 Client Service Delivery Management − Outsourcing Services

Ensures timely and successful delivery of contracted outsourced services such as facilities
management, business process, and information technology to clients
CDM230 Client Service Delivery Management − Internet Services

Ensures timely and successful delivery of contracted availability services such as online or e-
commerce services, network support, and server hosting to clients
CDM999 Client Service Delivery Management − No Applicable Discipline

Responsibilities are within the Client Service Delivery Management Function but are not described in

Page 133

Function Code
Channel Sales CSC
Maximizes revenues from sales of the organization's products and/or services through a base of reseller partners such as
dealers, systems integrators, value added resellers (VARs), distributors or retailers. Locates, evaluates and recruits potential
channel partners. Supports partners throughout the sales process in all sales-oriented activities, such as marketing,
advertising, sales promotions and training to achieve revenue targets.
Matching Notes
1. Match incumbents responsible for developing or implementing marketing strategies and programs for distribution
channels, partnerships and/or co-branding to the AMK010−Channel/Partnership/Co-Branded Marketing Discipline in
the AMK−Marketing Function
Discipline
CSC000 Channel Sales Generalist/Multidiscipline
Maximizes revenues from sales of the organization's products and/or services through a base of
reseller partners in specific assigned channels and/or vertical markets
Locates, evaluates and recruits potential channel partners including systems integrators, value added
resellers (VARs), distributors, dealers or retailers
Supports partners throughout the sales process in all sales-oriented activities, including marketing,
advertising, sales promotions, and training to achieve revenue targets
Responsibilities are within the Channel Sales Function as a generalist or in a combination of
Disciplines
CSC200 Channel Sales − IT Hardware/Software Products

Sells a portfolio of the organization's and/or third-party products through a base of reseller partners
Specializes in the sale of both hardware and software products
CSC270 Channel Sales − Telecom Services

Sells a portfolio of the organization's and/or third-party telecom services through a base of reseller
partners
Specializes in the sale of voice, data and/or network services
CSC999 Channel Sales − No Applicable Discipline

Responsibilities are within the Channel Sales Function but are not described in other Discipline
summaries

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Function Code
Direct Sales CSD
Closes direct sales of products and/or services in order to meet individual/team quotas and the organization's business
objectives. Creates, monitors and revises lead generation plans to ensure a substantive sales opportunity pipeline. Typically,
sales cycles are relatively short.
Matching Notes
1. Match outside sales representatives to this Function
2. Match inside sales representatives to the appropriate Discipline in the CTS−Telesales Function
3. Match incumbents responsible for maximizing revenues from a base of reseller partners to the CSC−Channel Sales
Function
4. Match incumbents responsible for ensuring that services are delivered against contract to the CDM−Client Service
Delivery Management Function
Discipline
CSD000 Direct Sales Generalist/Multidiscipline
Promotes and sells a portfolio of technical and/or nontechnical products and/or services and solutions
directly to current and new end customers
Informs customers of new product/service introductions and prices
Creates, monitors and revises lead generation plans to ensure a substantive sales opportunity pipeline
Responsibilities are within the Direct Sales Function as a generalist or in a combination of Disciplines
CSD030 Direct Sales − Services Generalist/Multidiscipline

Sells a portfolio of the organization's and/or third-party services directly to end-user organizations
Informs customers of new product/service introductions and prices for such
Creates, monitors and revises lead generation plans to ensure a substantive sales opportunity pipeline
CSD200 Direct Sales − IT Hardware/Software Products

Sells a portfolio of the organization's and/or third-party products directly to end-user organizations
Specializes in the sale of both hardware and software products
CSD210 Direct Sales − IT Hardware Products

Sells a portfolio of the organization's and/or third-party products directly to end-user organizations
Specializes in the sale of servers, mainframes, desktop computers, storage devices, printers, input
devices, and other linked peripherals
CSD220 Direct Sales − IT Software Products

Sells a portfolio of the organization's and/or third-party software products directly to end-user
organizations
Specializes in the sale of enterprise systems, desktop packages, software development tools,
databases, communications software, applications software, and new software license sales
CSD240 Direct Sales − Telecom Hardware/Software Products

Sells a portfolio of telecommunication and networking hardware and software directly to end-user
organizations
Specializes in sale of wireless networking equipment, fiber optics, hubs, switches, routers, and
network security devices and software
CSD250 Direct Sales − Semiconductors

Sells semiconductors (e.g., integrated circuits, microprocessors, memory chips) directly to computer
manufacturers and manufacturers of products that have electronic components (e.g., motor vehicles,
appliances, telephones)

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Function Code
Direct Sales (continued) CSD
CSD270 Direct Sales − Telecom Services

Sells a portfolio of the organization's and/or third-party telecom services directly to end-user
organizations; services typically include the services of voice, data or network providers
CSD999 Direct Sales − No Applicable Discipline

Responsibilities are within the Direct Sales Function but are not described in other Discipline
summaries

Page 136

Function Code
Large Deal Acquisition Sales CSL
Sells complex, high-value solutions and/or services. Plans, facilitates and/or conducts complex negotiations, typically over a
long sales cycle (i.e., six months or more), to reach long-term agreements and commitments. Plans and executes effective
relationship strategies for one strategic or several large, complex opportunities with a limited number of key/strategic
customers and typically maintains relationships with customers on a senior management or executive level. Identifies and
prioritizes new client opportunities, and develops solution implementation and growth strategies.
Matching Notes
1. This Function is reserved for sales groups that focus on very large, complex sales with longer sales cycles (i.e., six
months or more). This Function does not typically include entry-level matches
2. Match incumbents responsible for sales of products and/or services that are comparatively less complex, with a shorter
selling cycle, and relatively lower contract value to the appropriate Discipline in the CSD−Direct Sales Function
3. Match incumbents with significant post-sale account management responsibilities to the CAM−Account Management
Function
4. Match incumbents responsible for delivery of the solutions and/or services to the CDM−Client Service Delivery
Management Function
5. Match incumbents responsible for consulting sales and/or pre-sales as well as delivering consulting services to the
appropriate Discipline in the TCA–Consulting/Professional Services, TCT–Technology/Systems Consulting or TCB–
Business Consulting Functions
Discipline
CSL000 Large Deal Acquisition Sales Generalist/Multidiscipline
Plans, facilitates and/or conducts multifaceted, extended negotiations for the sale of complex, high-
value, multi-year contracts for solutions and/or services to produce revenue in line with organization
and individual targets and quotas
Applies consultative selling skills to develop attractive value propositions for one strategic or several
large, complex opportunities in a specific industry, or other defined market segment that may include
many countries and regions
Maintains effective customer relationships with key senior-level decision makers and influencers in
order to understand the customer's requirements, match them with the organization's solutions, and
close the deal
Utilizes advanced product/service knowledge and understanding of the customer's business to
develop customized proposals that present creative solutions that successfully sell the organization's
capabilities
Produces revenue in line with current organization and individual targets/quotas
CSL200 Large Deal Acquisition Sales − Consulting and Professional Services

Sells high-value consulting and professional services such as business process design, strategy
consulting, change management, and application design and management to leading organizations
Establishes and maintains key client relationships and collaborates with clients on their requirements
to favorably influence specifications in requests for proposal (RFPs)
Secures estimates from partners and alliance partners as needed for resources with specialized
expertise
Transitions sold business to professional services and project management teams for implementation
CSL210 Large Deal Acquisition Sales − Outsourcing Services

Sells a portfolio of services; products typically include facilities (i.e., office building, factory, warehouse)
management, business process or information technology outsourcing
Collaborates with clients' senior management teams to define and execute outsourcing initiatives that
create solutions, process optimization, redesign and change management
Ensures solution value drivers are reflected in the client value proposition
Collaborates with delivery team to ensure that delivery capability matches the proposed solution

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Function Code
Large Deal Acquisition Sales (continued) CSL
CSL220 Large Deal Acquisition Sales − Systems Integration and Solutions

Sells complex, high-value, corporatewide systems and solutions that typically integrate hardware,
software and/or services from multiple vendors into an integrated system solution
Promotes the organization's capabilities to provide an integrated solution that combines products and
services
Qualifies potential customers and analyzes their technical requirements to determine the appropriate
resources, which may include subcontractors, to fulfill their needs
Grows a base of accounts within an assigned market segment, and applies consultative sales
techniques to meet or exceed established sales targets
Maintains a high level of industry, organization, product and service knowledge to transfer this
knowledge to customers and prospects
CSL999 Large Deal Acquisition Sales − No Applicable Discipline

Responsibilities are within the Large Deal Acquisition Sales Function but are not described in other

Page 138

Function Code
Telesales CTS
Initiates and answers inbound and/or outbound sales calls directly from/to prospective and/or existing customers. Responds
to customer questions and takes orders. Builds rapport with customers by probing for needs and recommending appropriate
solutions. Achieves monthly, quarterly, and annual sales objectives, while ensuring the optimum customer experience and
satisfaction.
Matching Notes
1. Alternative titles are Telemarketer, Inside Sales Representative
2. Match Outside Sales Representatives to the CSD−Direct Sales Function
3. Match incumbents responsible for post-sales nontechnical support in a telephone or contact center to the
AMS−Customer Support/Operations Function
4. Match incumbents responsible for post-sales technical support in a telephone or contact center to the AMT−Technical
Customer Support Function
5. Match professional telesales incumbents (typically university trained) to the Customer/Client Management and Sales
Career Band
6. Match vocationally trained telesales incumbents to the Business Support Band
Discipline
CTS000 Telesales Generalist/Multidiscipline
Initiates and answers inbound and/or outbound sales calls directly from/to prospective and/or existing
customers
Accepts orders, closes sales, maintains customer records, and completes required documentation
Identifies and qualifies prospective customers, and records sales prospecting activity in computer-
based tracking systems
May have an assigned product line that may overlap other sales teams' territories
May have an individual or team sales quota and is likely to have a target earnings bonus or sales
incentive opportunity
CTS010 Telesales − Inbound/Inside

Answers inbound customer calls regarding product and service information, and identifies upselling
opportunities from such calls
CTS020 Telesales − Outbound

Performs outbound sales calls, including cold calling, lead follow-up and sales qualification, to develop
a portfolio of buying customers and meet or exceed daily outbound call quotas

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Function Code
Telesales (continued) CTS
CTS200 Telesales − Software License Renewal

Contacts licensees and resellers to secure software license renewals for existing customers
Up-sells the organization's products/services while negotiating and closing license contracts
Identifies and transfers new business leads to account management teams
Coordinates all phases of the renewal cycle from initiating preparation and delivery of renewal
paperwork to customers through ensuring that renewal is complete
Responds to customer questions and requirements related to contracts, pricing, and additional
features/options
CTS999 Telesales − No Applicable Discipline

Responsibilities are within the Telesales Function but are not described in other Discipline summaries

Page 140

Function Code
Sales Support and Administration CUS
Supports sales representatives and channel partners in administrative areas such as order processing, sales quotes, sales
information management, product training and financing. Tracks transactions and prepares reports regarding information
such as order status, sales results, leads, sales quotas and sales representative earnings.
Matching Notes
1. This Function focuses on supporting sales personnel on nontechnical matters. Incumbents that support customers are
located in the AMS−Customer Support/Operations and AMT−Technical Customer Support functions. Match incumbents
responsible for providing technical support to sales personnel to the CUT−Technical Sales Support Function
2. Match incumbents responsible for sales compensation to the AHR050−Compensation − Sales Compensation
Discipline
6. Match incumbents responsible for order processing to the Discipline CUS000−Sales Support and Administration
Generalist/Multidiscipline
Discipline
CUS000 Sales Support and Administration Generalist/Multidiscipline
Supports sales representatives and channel partners in administrative areas such as order processing,
customer quotes, sales information management, product training and financing
Responsibilities are within the Sales Support and Administration Function as a generalist or in a
CUS010 Sales Training

Develops, plans and conducts training on techniques of selling the organization's products and/or
services for sales representatives and reseller partners
Designs training classes and training materials, and prepares documentation
Conducts sales training needs assessments, and analyzes employee training needs to determine
requirements for new program development
Monitors and evaluates sales training programs, assesses results and implements enhancements as
needed to ensure effectiveness of programs
CUS020 Product Sales Financing

Negotiates terms and financial structures of the organization's leasings and other financing services for
customers
Coordinates the completion of all necessary documentation for the financing arrangement
CUS030 Sales Planning

Prepares and analyzes sales forecasts and results reports and presentations including analyses of
variances versus budget forecasts
Supports periodic sales revenue target setting and forecasting, and may conduct research to estimate
market demand
Supports sales teams in preparing and evaluating deal scenarios and contract terms
Collaborates with sales, IT and finance to develop, create and maintain reporting requirements and
ensure that the revenue recognition and forecasting systems provide accurate and timely data
May track sales versus quota information to determine commissions
CUS999 Sales Support and Administration − No Applicable Discipline

Responsibilities are within the Sales Support and Administration Function but are not described in

Page 141

Function Code
Technical Sales Support CUT
Provides technical knowledge, advice and support to sales representatives, resellers and customers during the sales
process to resolve requests regarding product/service technical issues and to maximize the benefits derived from the
organization's products and/or services.
Matching Notes
1. Incumbents matched to the AMT−Technical Customer Support function provide post-sales technical problem resolution
and maintenance services to customers. Match incumbents who provide technical support to sales representatives,
resellers and customers during the sales process to the CUT000−Technical Sales Support Function
AIT080−IT Training/Documentation Discipline in the AIT−IT Administration Function
Discipline in the CUS−Sales Support and Administration Function
Training Discipline
Discipline
CUT000 Technical Sales Support Generalist/Multidiscipline
Provides technical expertise to sales representatives, resellers and customers during the sales
process
Performs technical sales support at customer sites, or on a multiple-site basis
Resolves technical product/service issues
Assists customers during the sales process to maximize the benefits derived from the organization's
products and/or services
Responsibilities are within the Technical Sales Support Function as a generalist or in a combination of
Disciplines
CUT010 Presales Technical Support/Systems Engineering

Provides presales technical expertise to the sales team and customers during the sales process
Provides technical input into bid proposals, projects and technical documents within the sales process,
and identifies additional sales opportunities with existing customers
Installs and demonstrates the organization's products at customer sites
Collaborates with sales teams to develop and recommend products and services to meet customers'
requirements
Maintains up-to-date and comprehensive knowledge of the organization's and competitors' products
and/or services
CUT020 Application Engineering

Assists customers to identify their technical specifications and determine what documentation is
required to incorporate the organization's products into customer applications
Prepares engineering drawings, production specifications and schedules, and contract modifications to
ensure that customers' technical requirements are met
Develops or enhances engineering design or manufacturing processes using either CAD (computer
aided drafting), CAM (computer aided manufacturing) or CAE (computer aided engineering) systems
Develops application notes that clearly describe how the organization's products should be used in the
customers' target application
Develops test applications used for testing modules, including customer-specific components

Page 142

Function Code
Technical Sales Support (continued) CUT
CUT040 Technical/Product Training

Develops, implements and/or delivers technical training as it relates to the organization's products
Works with product development teams to update training materials and ensure accuracy and
effectiveness of courseware and supporting materials to align with new product releases
May provide training to internal staff, e.g., customer services, engineers, sales staff, etc.
CUT200 Field Application Engineering (Semiconductor)

Provides primarily presales technical support to the semiconductor sales force and customers' design
engineers
Analyzes customer requirements for applications of the organization's products
Assists sales representatives, channel partners and customers on the organization's semiconductor
products throughout the development cycle to ensure successful completion of the application
May participate in delivering semiconductor-based product demonstrations to potential customers
and/or post-sales technical support or customer training
Participates in semiconductor product proposals preparation and sales follow-up, and collaborates with
semiconductor product management on sales/marketing strategy and product enhancement
CUT999 Technical Sales Support − No Applicable Discipline

Responsibilities are within the Technical Sales Support Function but are not described in other

Page 143
Retail
Function Code
Retailing RET
Performs various aspects of retailing that support maximizing sales and profitability of retail outlets.
Matching Notes
1. Match regional/department managers, store managers and assistant store managers to the Discipline
RET000−Retailing Generalist/Multidiscipline
2. Match sales associate, shop floor staff, head cashier and department manager within a store to the RET010−Retail
Store Operations Discipline
3. Match incumbents responsible for the procurement of raw materials, good, services and supplies to the
ASC060−Purchasing Generalist/Multidiscipline Discipline in the ASC−Supply Chain Management Function
4. Match incumbents responsible for purchasing retail merchandise to the Discipline RET030−Merchandising/Category
Management
Discipline
RET000 Retailing Generalist/Multidiscipline
Maximizes sales and profitability within a department/store/region and develops commercial
opportunities for the department/store(s)
Determines product mix, and maintains high standards of visual presentation and efficient stock
handling
Ensures high-quality customer service and after-sales service
Responsibilities are within the Retail Function as a generalist or in a combination of Disciplines
RET010 Retail Store Operations

Participates in the day-to-day operations of a retail store in order to meet objectives in various jobs
such as sales associate and department manager
Maximizes performance, profitability, efficiency and sales of the store
Plans selling space to achieve optimum profitability
Maintains sales records for inventory control
Ensures that standards for pre- and after-sales customer service are implemented
RET020 Visual Merchandising

Creates an image for the store that incorporates the corporate theme, and ensures that merchandise
displays are always up-to-date
Ensures that policies, promotional and advertising plans effectively support maximizing sales
Collaborates with store managers to create a layout that will enhance customer satisfaction
RET030 Merchandising/Category Management

Performs intake and distribution of merchandise
Manages allocation, stock control and promotional activity
Analyzes sales information and provides suggestions and solutions to maximize sales performance
RET040 Retail Buying

Ensures that merchandise meets the needs of the business in terms of price, strategy, allocation and
costs
Plans and selects range, type, quantity and quality of merchandise according to customer demand,
trends, store policy and budget
Manages supplier relationships and negotiates terms in line with financial targets

Page 144
Retail
Function Code
Retailing (continued) RET
RET045 Loss Prevention

Conducts shrink prevention training for store personnel; performs store safety, security and loss
prevention audits
Initiates investigations and interviews regarding inventory control and cash losses
Communicates with local law enforcement when necessary
Monitors store compliance with asset protection and safety standards
RET050 Franchising
Develops, implements and monitors the organization's franchise operations to assess franchisees'
performance and compliance with corporate guidelines
Provides necessary support to franchisees to maintain and improve franchise operations, business
performance and overall brand integrity
RET060 Retail Network Development

Plans and conducts property management and market research to develop and expand the company's
retail network and select and acquire appropriate sites
Ensures effective construction management required on sites
Develops and implements policies and strategies to ensure acquisition of real estate/projects with
maximum potential and in strategic locations
Establishes and maintains close contacts with property owners, government authorities and real estate
firms
May recruit franchisees to manage retail site(s)
RET070 Cash Administration

Performs cash operations and has financial accountability for these operations
Ensures the safety of cash desks and efficient cashing process (calculating and collecting cash)
May accept alternative payments (e.g., credit cards)
RET999 Retailing − No Applicable Discipline

Responsibilities are within the Retail Function but are not described in other Discipline summaries

Page 145
Technology
Function Code
Consulting/Professional Services TCA
Provides external clients with a broad range of consulting/professional services: Business Consulting (transformation and
change, organization model and design, strategic human capital management, or strategic communications) including IT
Consulting (IT strategy, architecture and design, systems development, enterprise back office solutions or IT infrastructure
solutions), or Hybrid Consulting (a blend of business consulting and IT consulting).
Matching Notes
1. Match incumbents who focus primarily on business consulting to the TCB−Business Consulting Function
2. Match incumbents who focus primarily on technology/systems consulting to the TCT−Technology/Systems Consulting
Function
Discipline
TCA000 Consulting/Professional Services Generalist/Multidiscipline
Provides external clients with a broad range of professional and consulting services
Areas of expertise include: Hybrid Consultancy (a blend of business consulting and IT consulting); IT
Consultancy (IT strategy, architecture and design, systems development, enterprise back office
solutions, or IT infrastructure solutions); or Business Consultancy (transformation and change,
organization model and design, strategic human capital management, or strategic communications)
TCA012 Top Geography/Industry/Solution Consulting Services Executive

Has overall profit-and-loss responsibility for an entire geography, industry sector or solution
Oversees strategies, development, contract delivery, and client satisfaction within the geography,
industry sector or solution
TCA015 Senior Consulting Services Executive

A very experienced partner or equivalent with profit-and-loss and management responsibility for
several very large practices/engagements
Sells and manages the delivery of the organization’s professional services
Develops market strategies and plans, and executes them to develop profitable practices
May manage Consulting Services Executives
TCA016 Consulting Services Executive

A partner or equivalent with responsibility for profit-and-loss, sales, delivery and management of a
single practice/engagement
Develops market strategies and plans, and executes them to develop a profitable
practice/engagement
Typically reports to the Senior Consulting Services Executive
TCA999 Consulting/Professional Services – No Applicable Discipline

Responsibilities are within the Consulting/Professional Services Function but are not described in

Page 146
Technology
Function Code
Business Consulting TCB
Provides external clients with objective strategic advisory services to improve organizational performance and long-term
competitiveness, and to successfully navigate through critical businesses changes and address complex issues. Assists
clients with strategic projects such as strategy development, transformational change, organization restructuring and
improving the effectiveness of specific functions (e.g., supply chain management, production, risk management). May
manage consulting sales and/or pre-sales.
Matching Notes
1. Match incumbents who focus primarily on technology/systems consulting to the TCT−Technology/Systems Consulting
Function
2. Match incumbent who focus on a blend of business consulting and technology/systems consulting to the
TCA−Consulting/Professional Services Function
3. Match incumbents who focus primarily on consulting sales and do not deliver consulting services to the CSL200–Large
Deal Acquisition Sales – Consulting and Professional Services Discipline in the CSL–Large Deal Acquisition Sales
Function
Discipline
TCB000 Business Consulting Generalist/Multidiscipline
Provides external clients with objective strategic advisory services to improve organizational
performance and long-term competitiveness
Designs, implements and delivers business performance/improvement programs in areas such as
customer relationship management, business process reengineering, and business performance
improvement
Advises clients on strategic projects such as strategy development, transformational change,
organization restructuring and improving the effectiveness of specific functions (e.g., supply chain
management, production, risk management) based a solid understanding of client businesses,
industries, regulatory environments and markets
Helps client organizations to successfully navigate through critical businesses changes and address
complex issues
Responsibilities are within the Business Consulting Function as a generalist or in a combination of
Disciplines
TCB010 Change Management Consulting

Designs, implements and delivers change management consulting programs and services to external
clients including organizational design, strategic communications, succession planning, team building,
leadership coaching and training
Delivers change management consulting services related to events such as organization
transformation toward a specific objective, information technology projects, strategic planning,
organizational restructuring, mergers, acquisitions or start-up of a new business unit
Collaborates with client organizations to create an environment for successful change, and identifies
and implements strategies and actions that prepare employees to adapt to new challenges and
acquire new perspectives, methods, skills and behaviors
TCB020 Strategy Consulting

Advises external client organizations on developing strategic approaches to make significant and
lasting improvements to their performance, and to tackle difficult issues and serious challenges
Enables clients to create, align, deploy and achieve compelling and communicable strategies
Helps organizations to analyze threats and opportunities in the surrounding business environment and
manage and sustain growth to maximize revenue
Develops and delivers reports and presentations to communicate recommended approaches
TCB999 Business Consulting − No Applicable Discipline

Responsibilities are within the Business Consulting Function but are not described in other Discipline
summaries

Page 147
Technology
Function Code
Technology/Systems Consulting TCT
Provides information technology (IT) systems strategy, development and/or integration services to external clients.
Determines client organization's software, hardware and/or network system requirements, and delivers advice on how to
acquire technology solutions that are aligned with the client's business strategy and processes. Completes
technology/systems consulting projects such as Enterprise Resource Planning (ERP), technology strategy and
transformation, information systems (IS) security, data strategy, systems architecture, custom systems development, new
installations and migrations of function/business area applications, enterprise application integration (EAI) web, IP and online
solutions, and networking. May manage consulting sales and/or pre-sales.
Matching Notes
1. Match incumbents who develop applications for their own organization to the AID−IT Development Function
2. Match IT development incumbents who work on software for external clients but do not have client-facing
responsibilities to the TID−Technology/Systems Development Function, and match incumbents who primarily have
client-facing responsibilities to this Function
3. Match incumbents who mainly focus on business consulting to the TCB−Business Consulting Function
4. Match incumbents who primarily focus on IT strategy and advice to the TCT090−Technology/Systems Consulting –
Technology Function Interface Discipline
5. Match functionality consultants to the TCT050−Technology/Systems Consulting − Industry Solutions Discipline
6. Match incumbents who focus primarily on consulting sales and do not deliver consulting services to the CSL200–Large
Deal Acquisition Sales – Consulting and Professional Services Discipline in the CSL–Large Deal Acquisition Sales
Function
Discipline
TCT000 Technology/Systems Consulting Generalist/Multidiscipline
Provides information technology (IT) systems strategy, development and/or integration services to
external clients
Determines client organization's system requirements, and delivers advice on how to acquire
technology solutions that are aligned with the client's business strategy and processes
Completes technology/systems consulting projects such as Enterprise Resource Planning (ERP),
technology strategy and transformation, information systems (IS) security, data strategy, systems
architecture, custom systems development, new installations and migrations of function/business area
applications, enterprise application integration (EAI) web, IP and online solutions, and networking
Develops and delivers reports and presentations to communicate recommended approaches
Responsibilities are within the Technology/Systems Consulting Function as a generalist or in a
TCT010 IS Security Consulting

Provides information system (IS) security consulting services to external clients
Reviews client operations to identify key threats and business risks
Develops and outlines a coherent security service solution program
Identifies and defines security policies, processes and technology solutions to minimize network and
system security risks
TCT020 Technology/Systems Consulting − Function/Business Area Applications

Applies in-depth knowledge of functional/business area and/or specific applications to identify,
customize and implement appropriate applications/solutions (e.g., HR information systems, Enterprise
Resource Planning systems, manufacturing/supply chain) for external clients
Analyzes client needs and participates in design of business process requirements
Translates business requirements into off-the-shelf (e.g., SAP, Oracle) functional and configuration
requirements
Tests and documents and trains client personnel on functional/business applications software

Page 148
Technology
Function Code
Technology/Systems Consulting (continued) TCT
TCT030 Technology/Systems Consulting − Web, IP and Online Solutions

Designs and/or develops informative, interactive, well-designed web sites to support external clients'
business strategy (e.g., e-business or e-commerce applications)
TCT040 Technology/Systems Consulting − Networking

Delivers network consulting services such as Internet/working strategy, architecture, voice-over-
Internet-protocol (VOIP), sourcing, assessments, network design, implementation, upgrades and
migrations for external clients
TCT050 Technology/Systems Consulting − Industry Solutions

Conducts analyses to identify bespoke or customized off-the-shelf industry (e.g., automobile, financial
services, utilities, etc.) applications/solutions based on in-depth industry knowledge and experience
TCT060 Enterprise Application Integration (EAI) Consulting

Designs, develops and delivers consulting services to integrate external clients' business-level
processes and data within an enterprise and between organizations by linking applications to better
support business processes, reduce cycle times and costs
Analyzes, documents, and understands the IT architecture, business processes and data that exist
within the enterprise
Determines which applications and data stores need to share information
Determines the degree of integration necessary to optimize business processes and the correct
architecture and enabling technology (e.g., middleware) to achieve the integration
TCT070 Desktop Architecture Consulting

Analyzes desktop computing requirements and designs desktop hardware and software configurations
to support a productive end-user experience
Conducts implementations and/or migrations for desktop software components
TCT080 Systems Infrastructure (Architecture) Planning Consulting

Analyzes external clients' enterprise computing requirements and designs, deploys and migrates
systems infrastructure technologies such as operating systems platforms, interoperability components,
networks, messaging systems, system management tools and storage
TCT090 Technology/Systems Consulting − Technology Function Interface

Develops and delivers reports and presentations to communicate technical aspects of recommended
approaches to client technology staff
Applies technology expertise to facilitate effective integration of new systems into existing platforms
and infrastructure
Aligns processes with technology to help clients achieve high performance
Identifies new business/technology environment opportunities
TCT999 Technology/Systems Consulting − No Applicable Discipline

Responsibilities are within the Technology/Systems Consulting Function but are not described in other

Page 149
Technology
Function Code
Technology/Systems Development – External Clients TID
Designs and develops information technology solutions for external clients. Designs, codes, tests and/or customizes
solutions to meet client requirements based on detailed specifications from technology/systems consultants. Development
may focus on new applications or customizing packaged solutions. Establishes, maintains and enhances software
development processes to achieve a high level of maturity. Applies best practices and advanced methodologies to address
changing development, technology and client environments. May support systems infrastructure, desktop and/or network
architecture consultants by preparing detailed specifications and documentation from high-level designs.
Matching Notes
1. Match incumbents who develop applications for both external clients and internal business needs to this Function
2. Match IT development incumbents who work on software for external clients but do not have client-facing
responsibilities to this function, and match incumbents who primarily have client-facing responsibilities to the
TCT−Technology Consulting Function
3. Match incumbents who develop applications for their own organization to the AID−IT Development Function
4. Match incumbents who support architecture consultants to this Function, and match incumbents who primarily have
client-facing responsibilities to the TCT−Technology Consulting Function
Discipline
TID000 Technology/Systems Development – External Clients Generalist/Multidiscipline
Develops information technology solutions for external clients based on detailed specifications from
technology/systems consultants
Responsibilities are within the Technology/Systems Development – External Clients Function as a
generalist or in a combination of Disciplines
TID010 New Application Development – External Clients

Designs, codes, tests and/or customizes software solutions to meet client requirements based on
technology/systems consultants
Designs, codes, tests and/or customizes software solutions to meet client requirements based on
detailed specifications from technology/systems consultants
Develops new program logic and/or assembles standard logic modules to create new applications
May test new software code, and typically works in a highly efficient development environment
TID020 IT Architecture (Systems Design) – External Clients

Supports systems infrastructure and/or desktop architecture consultants by preparing detailed
specifications and documentation from high-level designs
Maintains alignment with clients' overall enterprise architecture direction and the organization's
standards for architecture consulting
Confirms the compatibility of products/services to ensure an integrated architecture across
interdependent technologies
TID030 Application Quality Assurance and Testing – External Clients

specified standards and client requirements
Performs quality assurance and testing in an environment that typically uses state-of-the-art software
applications testing processes (i.e., testing "clean room")
Drafts, revises and approves test plans and scripts; creates test data files with valid and invalid
records to thoroughly test program logic and verify system flow
Collaborates with consultants to plan client acceptance testing, alpha and beta testing; ensures that
system tests are successfully completed and documented and all problems are resolved
Develops, revises and approves quality assurance and testing policies, standards and procedures

Page 150
Technology
Function Code
Technology/Systems Development – External Clients (continued) TID
TID040 Network Architecture Design – External Clients

Supports network architecture consultants by preparing detailed specifications and documentation
from high-level designs
Plans, researches, evaluates, designs and develops client network systems by applying engineering,
hardware and software design theories and principles
Maintains alignment with clients' overall network architecture direction and the organization's
standards for network architecture consulting
TID050 Function/Business Area Application (ERP) Customization – External Clients

Customizes functional/business area Enterprise Resource Planning (ERP) application modules (e.g.,
Human Resources, Finance, Supply Chain Management) based on detailed specifications from
technology/systems consultants to meet the needs of external clients
Applies in-depth knowledge of off-the-shelf applications to efficiently customize modules that maintain
full compatibility with vendor (e.g., SAP, Oracle) guidelines
Supports client-facing consultants by researching application capabilities and testing the feasibility of
proposed configurations and customization
TID999 Technology/Systems Development – External Clients – No Applicable Discipline

Responsibilities are within the Technology/Systems Development – External Clients Function but are
not described in other Discipline summaries

Page 151
Technology
Function Code
Outsourcing Services TMO
Delivers outsourcing services for a group of outsourcing clients within a geography, industry sector or solution.
Responsibilities include operations, technical support and consistent delivery. Oversees strategies, development, contract
delivery and client satisfaction.
Matching Notes
1. Match outsourced staff (i.e., outsourcer employees working in functional roles for client companies) to the appropriate
Function (e.g., Human Resources, Finance, IT)
Discipline
TMO020 Top Geography/Industry/Solution Outsourcing Executive
Has overall profit-and-loss responsibility for an entire geography, industry sector or solution of the
outsourcing practice
Oversees strategies, development, contract delivery, and client satisfaction within the geography,
industry sector or solution
Typically, this position is one reporting level below the Top Outsourcing Executive
TMO040 Top Contracted Support Service Executive

Has primary responsibility for the profitability, development and delivery of technical support and/or
systems integration services to external customers provided directly to an organization on a fee basis
Services are typically provided to in-house company staff under a service or maintenance contract that
is not part of an outsourcing agreement
Typically responsible for a specific product segment or industry and for providing standard technical
services (funded by sales) should be matched to AMT–Technical Customer Support
TMO060 Top Geography/Industry/Solution Outsourcing Delivery Executive

Has primary responsibility for the delivery of outsourcing services for an entire geography, industry
sector or solution, including operations, technical support and services, and consistent delivery
Typically reports to the Top Outsourcing Delivery Executive
TMO090 Outsourcing Delivery Executive

Delivers outsourcing services for a group of outsourcing clients within a geography, industry sector or
solution, including operations, technical support and consistent delivery
Typically reports to the Geography/Industry/Solution Outsourcing Delivery Executive (Second Level)
TMO999 Outsourcing Services – No Applicable Discipline

Responsibilities are within the Outsourcing Services Function but are not described in other Discipline
summaries

Page 152
Technology
Function Code
External Project/Program Management TMP
Plans, monitors and manages external client projects from initiation through completion . Secures required resources, and
uses formal processes and tools to manage resources, budgets, risks and changes. Manages projects to ensure client
satisfaction and to meet contractual obligations regarding specifications, quality costs and timeframes.
Matching Notes
1. Match project managers who plan, monitor and manage internal projects to the APM–Project/Program Management
Function
2. Match outsourced staff (i.e., outsourcer employees working in functional roles for client companies) to the appropriate
Function (e.g., Human Resources, Finance, IT)
3. Match project management staff that are not responsible for employee pay determination, review, and hire and fire
decisions to an individual contributor career level (i.e., career levels P1−P6); match incumbents who supervise project
managers (e.g., group project managers) to the appropriate management career level (i.e., career levels M2−M5)
4. Incumbents matched to this Function are typically working towards or have achieved certification in project
management
5. at the higher levels, incumbents manage large multifaceted projects; at lower levels incumbents may be concerned with
clearly identifiable elements or functions within a larger project
Discipline
TMP000 External Project/Program Management Generalist/Multidiscipline
Plans, monitors and manages external client projects from initiation through completion to ensure
client satisfaction
Secures and manages resources, and coordinates effectively with clients, colleagues and
subcontractors
Meets contractual obligations regarding specifications, quality, costs and timeframes
Uses formal processes and tools to manage resources, budgets, risks and changes
Responsibilities are within the External Project/Program Management Function as a generalist or in a
TMP010 Business Process Outsourcing Project/Program Management

Manages major outsourcing projects related to one or more business functions such as human
resources, finance, accounting and supply chain management
May focus on implementation projects and/or ongoing outsourcing service delivery
TMP015 IT Outsourcing Project/Program Management

Manages major outsourcing projects such as information technology (IT) infrastructure management
services, applications management services
May focus on implementation projects and/or ongoing outsourcing service delivery
TMP030 IT Consulting Project/Program Management

Manages IT consulting projects such as systems integration, Enterprise Resource Planning (ERP),
technology strategy and transformation, information systems (IS) security, systems architecture, and
custom systems development
TMP040 Business Consulting Project/Program Management

Manages business consulting projects such as strategy development, transformational change,
organization restructuring and improving the effectiveness of specific functions (e.g., supply chain
management, production, risk management)
TMP999 External Project/Program Management − No Applicable Discipline

Responsibilities are within the External Project/Program Management Function but are not described
in other Discipline summaries

Page 153
Technology
Function Code
Technology Product Development TPD
Discovers and develops new technology product ideas or strategic product extensions for the translation of research
discoveries into usable and marketable products. Identifies, collects and evaluates new technology product ideas. Leads,
plans and tracks all phases of the technology product life cycle, from inception through introduction into the marketplace.
Appraises new technology product ideas to determine their potential to address customer needs and to achieve goals in
revenue growth and market share. Establishes technology product specifications, and collaborates with various functions,
including engineering, manufacturing, telecommunications, marketing and sales, to ensure successful product development
and implementation.
Matching Notes
1. Match incumbents responsible for performing basic scientific research directed toward the acquisition of new
knowledge typically outside the organization's normal business planning horizon to the appropriate Discipline in the
ARS−Research Science Function
2. Match product development project/program managers to the APM050−Product Development Project/Program
Management discipline in the APM−Project/Program Management Function
3. Match incumbents who support technology product developers (e.g., release engineering technicians, software
localization specialists) to the TPS−Technology Product Development Support Function
Discipline
TPD000 Technology Product Development Generalist/Multidiscipline
Identifies, collects and evaluates new technology product ideas or strategic product extensions to
determine their potential to address customer needs and to achieve goals in revenue growth and
market share
Responsibilities are within the Technology Product Development Function as a generalist or in a
TPD050 Product Development − Engineering

Designs, validates, and brings to market new products that will directly impact business results utilizing
CAD (Computer Aided Drafting) or CAE (Computer Aided Engineering) systems to model new designs
and produce detailed engineering drawings
Specifies precise new product functional requirements; designs, tests and integrates components to
produce final designs; evaluates the design's overall effectiveness, cost, reliability, and safety
Participates in cross-functional teams to assess technical needs and feasibility
Designs, develops, executes and evaluates fitness-for-use testing, product specifications, and process
validation plans
Collaborates with internal manufacturing partners, contract manufacturers, designers and product
specialists to optimize designs for manufacturability
Creates and reviews material part specifications and bills of materials
TPD060 Product Development − Prototypes and Trials

Produces mock-ups, models or other preliminary versions of design concepts and final designs;
analyzes, records compiles and reports the results of prototypes tests and evaluations to support
problem finding and solving around technical aspects, such as feasibility, debugging, and design for
ease of manufacture
Establishes trial procedures to ensure compliance with the organization's protocols and standards, and
regulatory requirements
Maintains trial data and quality assurance procedures according to regulatory guidelines
Oversees trial coordination, data management, and administrative activity to ensure the smooth
running and progress of studies

Page 154
Technology
Function Code
Technology Product Development (continued) TPD
TPD070 Product Development − Ergonomics and Usability

Facilitates user-friendly designs that emphasize translating user processes into straightforward user
interfaces (UI) and navigation flows
Identifies customer user profiles and UI needs through customer visits and lab testing, and leads
structured task analyses; conducts surveys of customer satisfaction with user interfaces
Presents results of usability analyses to project teams and upper management with findings and
recommendations, and establishes and maintains UI standards and style guides
Modifies UI prototypes designs based on user feedback; writes specifications for final designs that
maximize ergonomics and usability within established cost constraints
Ensures that the interface look and feel is intuitive, state-of-the-art, and consistent across products
TPD200 Product Development − Hardware Generalist/Multidiscipline

Designs and develops analog and/or digital hardware products such as computer, network or mobile
hardware devices and peripherals from concept to the existence of proven, fully working designs at the
subassembly or module level and/or the design of complete products
Builds, test and modifies hardware product prototypes, and determines power requirements
TPD210 Product Development − Integrated Circuit (IC)

Designs, develops and debugs new integrated circuits (IC) and large-scale programmable logic
devices from high-level architecture, through logic schematics and physical circuit schematics including
logic placement and wiring
Designs and synthesizes digital logic using various software tools, logic description languages and
design techniques, and simulates logic using hardware- and software-based simulators
TPD220 Product Development − Application Specific Integrated Circuit (ASIC)

Develops silicon devices for use in printed circuit packs using highly complex design applications
Designs, develops and debugs application specific integrated circuits (ASIC) and large-scale
programmable logic devices from high-level architecture, through logic schematics and physical circuit
schematics including logic placement and wiring
Designs and synthesizes digital logic using various software tools, logic description languages and
design techniques, and simulates logic using hardware- and software-based simulators
TPD230 Product Development − Wireless/RF (Radio Frequency)

Specifies, simulates, designs, implements, tests, integrates and/or maintains wireless/radio frequency
(RF) subsystems used in devices such as mobile phones, base stations and microwave radios
Integrates wireless/RF subsystems developed for industry standard communication modulation
protocols into the complete system
Designs the physical layout of the circuit and components on the printed circuit board or other
component base
TPD240 Product Development − Software Generalist/Multidiscipline

Designs, develops and maintains software products
Analyzes requirements and develops innovative, useful software solutions
Modifies existing software products to add new functions, adapt to new hardware, improve
performance or enhance product usability
May participate in all aspects from detailed programming to high-level system design

Page 155
Technology
Function Code
Technology Product Development (continued) TPD
TPD250 Product Development − Packaged Software Applications

Designs, develops and maintains packaged applications software products or specialized utility
software products
Analyzes business process requirements and develops innovative, useful software solutions
Modifies existing packaged applications software to add new functions, adapt to new hardware,
improve performance or enhance usability
TPD270 Product Development − Systems Architecture

Researches, designs and develops product hardware and software interfaces to form a compatible
system; provides networking capabilities between products
Designs and defines system requirements for complex systems and/or prepares studies and analyzes
existing systems
Determines system architecture specifications, input/output processes, and working parameters for
hardware/software compatibility
TPD280 Product Development − Embedded Software/Firmware

Researches, designs, develops and modifies software that is embedded within products such as
consumer electronics, computer peripherals and mobile telephones to enable the products to function
Consults with hardware engineers regarding the interface between hardware and software
Troubleshoots and debugs firmware code, and balances product performance tradeoffs including
speed, memory, development cost, and recurring product cost
TPD290 Product Development − Data Security

Develops data security products to protect systems, information and data from intentional or
inadvertent modification, exploitation or destruction
Evaluates technology products to identify vulnerabilities
Advises product developers on best practices for creating secure software and implementing security
patches
TPD999 Technology Product Development − No Applicable Discipline

Responsibilities are within the Technology Product Development Function but are not described in

Page 156
Technology
Function Code
Technology Product Development Support TPS
Supports the planning and execution of complex and multiple assigned product development projects.
Matching Notes
1. Incumbents matched to this Function have specialized technical skills but typically do not require an engineering
degree to provide support to product development engineers
2. Match engineers who work in product support to the AMT−Technical Customer Support Function
3. Match incumbents who manage product development engineering projects to the APM050−Product Development
Project/Program Management Discipline in the APM−Project/Program Management Function
4. Match incumbents responsible for localization/translation of software as part of a product development group to the
TPS200−Product Development Software Localization/Translation Discipline in the TPS−Technology Product
Development Support Function
5. Match incumbents responsible for adapting products to work in different electrical (e.g., 120/220 volts), communications
(e.g., GSM, CDMA) or television (e.g., PAL, NTSC) systems to the TPS050−Product Localization Discipline in the
TPS−Technology Product Development Support Function
Discipline
TPS000 Technology Product Development Support Generalist/Multidiscipline
Participates in analytical, experimental, investigative and other fact-finding work in support of
technology product development scientists and engineers
Responsibilities are within the Technology Product Development Support Function as a generalist or in
a combination of Disciplines
TPS050 Product Localization

Adapts products for local markets including design changes to accommodate currency differences,
customer preferences (e.g., color, taste), and adjustments to address technical differences such as
electricity (e.g., 120/220 volts), communications (e.g., GSM, CDMA) or video (e.g., PAL, NTSC)
systems
Delivers timely and high-quality localization of product documentation and marketing materials to
support requirements of local markets and international sales and marketing strategies
TPS060 Product Development Technical Writing

Develops clear written materials to support product development activities such as operations,
maintenance or repair manuals, tutorials, specifications and help systems
Interviews technical staff to collect product information and specifications
Collects and organizes technical information and product images, and coordinates layout for
publication
Adheres to agreed terminology, style and editorial quality standards
TPS070 Product Development Library/Knowledge Management

Organizes and maintains the product development research library
Catalogs documents, papers and written materials as well as electronic materials
Implements new or improved storage and retrieval systems
Responds to various information requests from product development staff
TPS200 Product Development Software Localization/Translation

Delivers timely and high-quality translations and localization of software products
Translates words and texts of the interface and manuals with full consideration of cultural differences
Adapts text to accommodate different character orientations (e.g., right to left, top to bottom)
Adheres to agreed terminology, style and editorial quality standards

Page 157
Technology
Function Code
Technology Product Development Support (continued) TPS
TPS210 Release Engineering

Oversees product configuration and change management
Assembles completed system components from internal and external development teams and
coordinates testing, quality assurance and customer support to ensure smooth, stable and timely
delivery of product updates
Maintains control over test and production systems and source code
Makes system builds for each platform including automated installation scripts and procedures using
utility software
Documents and formalizes the release engineering (RE) procedures, so that the process can
continually be reviewed and improved
TPS220 Development Systems Testing and Quality

specified standards and objectives
Uses diagramming techniques to identify testable conditions from specifications
Drafts, revises, approves and executes unit and systems test plans and scripts to ensure alignment
with standards
Creates test data files with valid and invalid records to thoroughly test program logic and verify system
flow
Determines the appropriate quality initiatives to implement during each phase of the system
development life cycle
TPS999 Technology Product Development Support − No Applicable Discipline

Responsibilities are within the Technology Product Development Support Function but are not
described in other Discipline summaries

Page 158

8-Benchmarking-Towers Watson

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Towers Watson Data Services Terms and Conditions

©Towers Watson Confidential – for the internal use of participants only.

Participant Guide and Survey Input Overview

● Section 2 – Job Matching details the three-step job matching process

©Towers Watson Confidential – for the internal use of participants only.

Extensive Geographic Coverage and Local Knowledge

Integrated Leveling Methodology

©Towers Watson Confidential – for the internal use of participants only.

Integrated Leveling Methodology (continued)

Transition from 2010

©Towers Watson Confidential – for the internal use of participants only.

What has changed for past Watson Wyatt participants?

What has changed for past Towers Perrin participants?

● Executive Bands have been replaced by Global Grades.

©Towers Watson Confidential – for the internal use of participants only.

©Towers Watson Confidential – for the internal use of participants only.

Results and Fees

Regional and Global Participants

©Towers Watson Confidential – for the internal use of participants only.

Preparing the Data Submission Workbook for Centralized Regional/Global Submission

● Include your company name in the Workbook name

● Retain a copy of the Data Submission Workbook for your files

● Send data via email to client.disks@towerswatson.com

Asia-Pacific: Latin America:

Europe, Middle East and Africa: North America:

©Towers Watson Confidential – for the internal use of participants only.

This page is intentionally blank

©Towers Watson Confidential – for the internal use of participants only.

Section 2 – Job Matching

● Review all definitions and descriptions before matching your jobs.

● Match jobs based on content, not titles.

The job matching process consists of three steps outlined below.

Step 2. Align your organization’s levels to survey levels:

● Determine the appropriate Global Grade for each of your executives

● Align Career Levels and Global Grades to your internal structure

Step 3. Match your organization’s jobs to Functions and Disciplines

©Towers Watson Confidential – for the internal use of participants only.

Section 2 – Job Matching

● The business unit has a discernible P and L

Revenue and FTE Employees

©Towers Watson Confidential – for the internal use of participants only.

Section 2 – Job Matching

Identify a Career Band

General Alignment Map of Global Grades to Career Levels*

©Towers Watson Confidential – for the internal use of participants only.

Section 2 – Job Matching

Step 2 – Leveling (continued)

Career Band (letter) Career Levels Representative Global Grades

● Supervisor/manager or individual contributor

● Technical support, business support or production/operations

Management Individual Contributor

Technical Business Production/

©Towers Watson Confidential – for the internal use of participants only.

Section 2 – Job Matching

Step 2 – Leveling (continued)

Distinguishing Executives and Managers

● Leads development of country or ● Focuses mainly on the management

● Reports to the most senior level

Impact on ● Impacts broader organization ● Impacts broader organization

● Impact limited to own Discipline or

Compensation ● Covered by executive compensation ● Not covered by executive

©Towers Watson Confidential – for the internal use of participants only.