Job design

Job analysis of newly created role of regional segment manager

How to develop sales in a stagnant product segment?


Our client is one of the world’s largest players in the paper manufacturing. They required their specialty paper segment to be developed further as the the sales were stagnant for last 3 years. Inherent challenge in the segment required a unique mix of technical competence and sales acumen.

One choice was to hire from outside market or look at someone internally. However client was not very sure of what can be an ideal mix of job component and what factors will make the hired person successful in the job. The additional complexity was the fact that some of the stakeholders liked an internal candidate currently occupying the role of a country manager for one important market.

Comaea Consulting helped in designing the job based on the internal and external stakeholders analysis including visiting one of the typical customers. A capability mode was build to ascertain what is an ideal mix of personality factors and technical skills that are likely to make the person successful. Internal candidate was assessed and coached based on the gap analysis to take on the role. The segment grew by 25% in next year based on client feedback.

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Job design


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