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    PM Assignment - Siddhant Sethia

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    The document is a performance management report submitted by Siddhant Sethia for their role as a Sales Manager. It includes a job description outlining key responsibilities such as generating new opportunities, defining sales targets, and managing customer relationships. It then provides the results of a survey conducted with 3 respondents to determine the frequency and criticality of each responsibility on a scale of 1 to 5. Based on the average weights calculated, primary responsibilities for the role are identified as those with an average weight above 8, while secondary responsibilities have an average weight below 8. A new job description is then provided categorizing responsibilities as primary or secondary based on the survey results.

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    PM Assignment - Siddhant Sethia

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    The document is a performance management report submitted by Siddhant Sethia for their role as a Sales Manager. It includes a job description outlining key responsibilities such as generating new opportunities, defining sales targets, and managing customer relationships. It then provides the results of a survey conducted with 3 respondents to determine the frequency and criticality of each responsibility on a scale of 1 to 5. Based on the average weights calculated, primary responsibilities for the role are identified as those with an average weight above 8, while secondary responsibilities have an average weight below 8. A new job description is then provided categorizing responsibilities as primary or secondary based on the survey results.

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    The document is a performance management report submitted by Siddhant Sethia for their role as a Sales Manager. It includes a job description outlining key responsibilities such as generating new opportunities, defining sales targets, and managing customer relationships. It then provides the results of a survey conducted with 3 respondents to determine the frequency and criticality of each responsibility on a scale of 1 to 5. Based on the average weights calculated, primary responsibilities for the role are identified as those with an average weight above 8, while secondary responsibilities have an average weight below 8. A new job description is then provided categorizing responsibilities as primary or secondary based on the survey results.

    Copyright:

    © All Rights Reserved
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    30 views10 pages

    PM Assignment - Siddhant Sethia

    Uploaded by

    SiddhantSethia
    The document is a performance management report submitted by Siddhant Sethia for their role as a Sales Manager. It includes a job description outlining key responsibilities such as generating new opportunities, defining sales targets, and managing customer relationships. It then provides the results of a survey conducted with 3 respondents to determine the frequency and criticality of each responsibility on a scale of 1 to 5. Based on the average weights calculated, primary responsibilities for the role are identified as those with an average weight above 8, while secondary responsibilities have an average weight below 8. A new job description is then provided categorizing responsibilities as primary or secondary based on the survey results.

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    of 10

    SVKM’s Narsee Monjee Institute of Management Studies, Hyderabad

    Post Graduate Diploma in Management

    2019-21

    Performance Management Report

    Submitted by:

    Siddhant Sethia (80303190116)


    Sales Manager
    Job Title: Sales Manager

    Report To: Divisional Head

    Job Overview: As a Sales Manager, you will collect, compile, and analyse HR data, metrics,
    and statistics, and apply this data to make recommendations related to recruitment,
    retention, and legal compliance.

    Responsibilities Areas:

     Generate new opportunities and Expand Existing Ones: Identify growth engines in the
    form of areas of opportunity (lines of technology, new clients, and new areas) with existing
    clients. Participate at every stage of the sales cycle to generate business. Plan and develop
    marketing strategy along with the Presales teams. Present and sell company products and
    services to potential clients. Identify and resolve client concerns.

     Strategic direction: Strategize and generate business for the identified circle/domain, in
    line with organizational policies & processes. End to end responsibility and ownership for
    the assigned accounts.

     Defining Targets: Defining revenue targets both the overall revenues and the mix of
    revenues attributed to various clients.

     Customer Relationship Management: Personally managing and reviewing Customer


    Relationship Management by various regions. Responsible for building profitable, long-term
    relationships with customers, ensuring customer delight and developing business from
    assigned accounts.

     Knowledge of markets: Responsible for tracking current market trends and anticipates the
    future movements to assess the needs of the customers and tap them for future prospects.

     Negotiations: Participate in negotiations with customers for finalizing contracts including


    financial terms to be agreed on (rates for on-site and off-shore work).
    Comments :
    Respondent 1 – Biju Nair
    Frequency – 4
    Criticality – 5
    Weight : 4*5=20

    Respondent 2 – Ravi Jain


    Frequency – 4
    Criticality - 5
    Weight : 4*5=20

    Respondent 3 – Vinay Dugar


    Frequency – 5
    Criticality - 5
    Weight : 5*5=25

    Overall Aggregate of weights: (20+20+25)/3 = 65/3 = 21.66 or approx. 22.


    Comments :
    Respondent 1 – Biju Nair
    Frequency – 3
    Criticality – 3
    Weight : 3*3=9

    Respondent 2 – Ravi Jain


    Frequency – 4
    Criticality - 4
    Weight : 4*4=16

    Respondent 3 – Vinay Dugar


    Frequency – 4
    Criticality - 4
    Weight : 4*4=16

    Overall Aggregate of weights: (9+16+16)/3 = 41/3 = 13.66 or approx. 14.


    Comments :
    Respondent 1 – Biju Nair
    Frequency – 2
    Criticality – 2
    Weight : 2*2=4

    Respondent 2 – Ravi Jain


    Frequency – 4
    Criticality - 3
    Weight : 4*3=12

    Respondent 3 – Vinay Dugar


    Frequency – 3
    Criticality - 3
    Weight : 3*3=9

    Overall Aggregate of weights: (4+12+9)/3 = 25/3 = 8.33 or approx. 8.


    Comments :
    Respondent 1 – Biju Nair
    Frequency – 3
    Criticality – 3
    Weight : 3*3=9

    Respondent 2 – Ravi Jain


    Frequency – 2
    Criticality - 3
    Weight : 2*3=6

    Respondent 3 – Vinay Dugar


    Frequency – 3
    Criticality - 2
    Weight : 3*2=6
    Overall Aggregate of weights: (9+6+6)/3 = 21/3 = 7.
    Comments :
    Respondent 1 – Biju Nair
    Frequency – 3
    Criticality – 4
    Weight : 3*4=12

    Respondent 2 – Ravi Jain


    Frequency – 4
    Criticality - 4
    Weight : 4*4=16

    Respondent 3 – Vinay Dugar


    Frequency – 4
    Criticality - 4
    Weight : 4*4=16
    Overall Aggregate of weights: (12+16+16)/3 = 44/3 = 14.66 or approx. 15.
    Comments :
    Respondent 1 – Biju Nair
    Frequency – 3
    Criticality – 3
    Weight : 3*3=9

    Respondent 2 – Ravi Jain


    Frequency – 2
    Criticality - 2
    Weight : 2*2=4

    Respondent 3 – Vinay Dugar


    Frequency – 2
    Criticality - 2
    Weight : 2*2=4
    Overall Aggregate of weights: (9+4+4)/3 = 17/3 = 5.66 or approx. 6.
    On the Basis of the survey done, here are the following observations:

    1. The average of total weights is (22+14+8+7+15+6)/6 = 8

    2. Any Job responsibility which has frequency and criticality weight of more than 8 comes
    under primary responsibility.

    3. Any Job responsibility which has frequency and criticality weight of less than 8 comes
    under secondary responsibility.

    4. It has been observed that, even at the same job role offered, individual’s response to
    particular responsibility varies organisation to organisation. What is frequent for one might
    not be for other and vice-versa. Same applies to criticality as well.

    Respondent’s information:
    New Job Description for the role of Sales Manager

    Job Title: Sales Manager

    Report To: Divisional Head

    Job Overview: As a Sales Manager, you will collect, compile, and analyse HR data, metrics,
    and statistics, and apply this data to make recommendations related to recruitment,
    retention, and legal compliance.

    Responsibilities Areas:

    Primary Responsibilities:

     Generate new opportunities and Expand Existing Ones: Identify growth engines in the
    form of areas of opportunity (lines of technology, new clients, and new areas) with existing
    clients. Participate at every stage of the sales cycle to generate business. Plan and develop
    marketing strategy along with the Presales teams. Present and sell company products and
    services to potential clients. Identify and resolve client concerns.

     Strategic direction: Strategize and generate business for the identified circle/domain, in
    line with organizational policies & processes. End to end responsibility and ownership for
    the assigned accounts.

     Defining Targets: Defining revenue targets both the overall revenues and the mix of
    revenues attributed to various clients.

     Knowledge of markets: Responsible for tracking current market trends and anticipates the
    future movements to assess the needs of the customers and tap them for future prospects.

    Secondary Responsibilities:

     Customer Relationship Management: Personally managing and reviewing Customer


    Relationship Management by various regions. Responsible for building profitable, long-term
    relationships with customers, ensuring customer delight and developing business from
    assigned accounts.

     Negotiations: Participate in negotiations with customers for finalizing contracts including


    financial terms to be agreed on (rates for on-site and off-shore work).

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