Sales Director click here
Brief Job Description: Individuals at this job are responsible for leading the sales
efforts of a media and entertainment company.
Personal Attributes: This job requires the individual to understand business
objectives and develop sales plans, forecasts, targets and budgets. The individual is
required to finalise the structure of the sales team and oversee their sales efforts to
ensure that they are in line with the targets that need to be achieved. The individual
must also manage the key clients of the company and procure new clients.
Description
Ad views Total number of times the advertisement has been seen by the audience
Barter An offer in which advertisement space/time is exchanged for goods/ nonmonetary consideration
Billing The total invoiced value payable by the client for the advertisement
time/space purchased
Budget Budget is an estimate of the total cost of production that may include a
break-up of cost components
Campaign Advertisement effort across media platforms, planned during a specific
time period
Day parts Specific time-slots during the day
Effective rate The final advertisement rate offered to the client after discounts
Frequency The number of times the audience is exposed to an advertisement in a
particular medium
Make-good A repeat run of an advertisement to compensate for an error or omission
by the broadcaster
Market share The share of the company in the total market of a product/service
Media buyer An individual handling purchases of advertising space/time across
advertising mediums
Media planner An individual skilled in selecting and determining the correct use of
advertising space/media on behalf of an advertiser
Rate The fee for a unit of advertisement space or time
Reach The total size of the audience that the medium is able to communicate
with Sales Forecast Predictions and estimates based on historical sales performance using
trends and assumptions for the current period
Schedule A list of advertisements planned to be a part of the campaign
Sponsorship Paid advertising in the form of specifically generated
programming/content advertising for the product/service of the client
Target Audience Set of individuals with similar characteristics that are prospective
customers of the advertisers’ product/service
Target Market The geographic area over which the advertising campaign is focused
Sector Sector is a conglomeration of different business operations having similar
businesses and interests. It may also be defined as a distinct subset of the
economy whose components share similar characteristics and interests.
Sub-sector Sub-sector is derived from a further breakdown based on the
characteristics and interests of its components.
Vertical Vertical may exist within a sub-sector representing different domain
areas or the client industries served by the industry.
Occupation Occupation is a set of job roles, which perform similar/related set of
functions in an industry
Function Function is an activity necessary for achieving the key purpose of the
sector, occupation, or area of work, which can be carried out by a person
or a group of persons. Functions are identified through functional
analysis and form the basis of OS.
Sub-functions Sub-functions are sub-activities essential to fulfill the achieving the
objectives of the function.
Job role Job role defines a unique set of functions that together form a unique
employment opportunity in an organization.
Occupational Standards
(OS)
OS specify the standards of performance an individual must achieve
when carrying out a function in the workplace, together with the
knowledge and understanding they need to meet that standard
consistently. Occupational Standards are applicable both in the Indian
and global contexts.
Performance Criteria Performance Criteria are statements that together specify the standard
of performance required when carrying out a task
National Occupational
Standards (NOS)
NOS are Occupational Standards which apply uniquely in the Indian
context.
Qualifications Pack
Code
Qualifications Pack Code is a unique reference code that identifies a
qualifications pack.
Qualifications Pack(QP) Qualifications Pack comprises the set of OS, together with the
educational, training and other criteria required to perform a job role. A
Qualifications Pack is assigned a unique qualification pack code.
Unit Code Unit Code is a unique identifier for an Occupational Standard, which is
denoted by an ‘N’.
Unit Title Unit Title gives a clear overall statement about what the incumbent
should be able to do.
Description Description gives a short summary of the unit content. This would be
helpful to anyone searching on a database to verify that this is the
appropriate OS they are looking for.
Scope Scope is the set of statements specifying the range of variables that an
individual may have to deal with in carrying out the function which have
a critical impact on the quality of performance required.
Knowledge and Understanding
Knowledge and Understanding are statements which together specify the
technical, generic, professional and organizational specific knowledge
that an individual needs in order to perform to the required standard.
Organizational Context Organizational Context includes the way the organization is structured
and how it operates, including the extent of operative knowledge
managers have of their relevant areas of responsibility.
Technical Knowledge Technical Knowledge is the specific knowledge needed to accomplish
specific designated responsibilities.
Core Skills/Generic
Skills
Core Skills or Generic Skills are a group of skills that are key to learning
and working in today’s world. These skills are typically needed in any
work environment. In the context of the OS, these include
communication related skills that are applicable to most job roles.
Keywords /Terms Description
NOS National Occupational Standard(s)
QP Qualifications Pack
NSQF National Skill Qualifications Framework
NVEQF National Vocational Education Qualifications Framework
NVQF National Vocational Qualifications Framework
Keeping apprised with developments in the industry
Description This OS unit is about knowing the organization, the competitors and the market well
to be able to carry out the job effectively
Scope This unit/task covers the following:
Monitoring and understanding the market and the competitors and
continuously seeking out new opportunities
Identifying information needed to carry out the job effectively
Identifying new innovations and future developments that might benefit the
organization or the clients
Performance Criteria (PC) w.r.t. the Scope
Element Performance Criteria
Monitoring and understanding the market and the competitors and continuously seeking out new opportunities
To be competent, the user/individual on the job must be able to:
PC1. monitor any changes or updates in the market
PC2. understand the market, its various elements and how they affect the
organization
PC3. identify new opportunities in the market
PC4. analyze how these opportunities can be leveraged to benefit the organization
PC5. identify who the competitors are, who their major clients are and how their
activity is changing
Identifying information needed to carry out the job effectively
PC6. extract key facts from formal and informal sources and analyze how it can be
used by the organization
PC7. actively participate in forums and discussions to be able to keep updated with
any new changes in the industry/ its practices
PC8. keep up-to-date with the laws and any other regulations that can apply to the
organization
Identifying new innovations and future developments that might benefit the organization or the clients
PC9. keep track of any changes in the industry and how they can be converted into
useful opportunities
PC10.analyze the market and forecast what the powerful trends would be that can
affect the organization in any way
PC
11.keep up-to-date with any changes in policies that can affect the client’s business
Knowledge and Understanding (K)
A. Organizational Context (Knowledge of the company / organization and its processes)
The user/individual on the job needs to know and understand:
KA1. the brand and the market position of the organization
KA2. organization’s capabilities, culture, ways of working and marketing mix
KA3. different business functions in the organization and the various aspects related
to the job role
B. Technical Knowledge
The user/individual on the job needs to know and understand:
KB1. fundamentals of advertising and marketing
KB2. how to prepare a brief for sales or account teams
KB3. how to present the idea/concept to the client
KB4. how to present the final work-products
KB5. applicable legal and regulatory requirements
Skills (S) (Optional)
A. Core Skills/
Generic Skills
Writing Skills
The user/individual on the job needs to know and understand how to:
SA1. prepare a brief that effectively encapsulates the idea and its impact
SA2. prepare a brief about the industry trends and how they can impact the client
SA3. prepare client reports and presentations, as required
SA4. prepare a presentation about industry trends for the internal teams
Reading Skills
The user/individual on the job needs to know and understand how to:
SA5. read and interpret all relevant research information
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to:
SA6. liaise with the client and internal teams and ensure that the former’s needs
are understood and well-executed by the latter
SA7. discuss and finalize the changes in accordance with the industry trends and
how they are to be implemented
SA8. review and present final information to the respective teams
B. Professional Skills Plan and Organize
The user/individual on the job needs to know and understand how to:
SB1. organize discussions/ meetings with the clients or the internal teams as the
need may be to analyze market trend
SB2. store information so you can easily access it when you need it
Customer Centricity
The user/individual on the job needs to know and understand how to:
SB3. ensure that the information gathered is relevant to the clients and their
business
Problem Solving
The user/individual on the job needs to know and understand how to:
SB4. tackle issues that may arise due to industry changes and minimize the impact
it may have on the organization’s functioning
Decision making
The user/individual on the job needs to know and understand how to:
SB5. identify ways to keep up-to-date with changes in your organization’s, your
competitors’ and your clients’ products, services and processes
Analytical Thinking
The user/individual on the job needs to know and understand how to:
SB6. extract key facts from formal and informal sources of information and analyze
it for its usefulness to you
Critical Thinking
The user/individual on the job needs to know and understand how to:
SB7. identify new innovations and future developments in advertising that might
benefit your clients
SB8. keep up-to-date with the laws, regulations and guidelines that govern
advertising and the sale of advertising
Develop sales plans and forecasts
Description This OS unit is about developing / monitoring sales plans and forecasts to help achieve
the overall objectives of the business
Scope This unit/task covers the following:
Sales planning and forecasting
Set targets for sales teams
Performance Criteria (PC) w.r.t. the Scope
Element Performance Criteria
Sales planning and forecasting
To be competent, the user/individual on the job must be able to:
PC1. identify the key areas and focus for the organization and how it is intended to
translate into the sales strategy, objectives and plans
PC2. establish sales and collection targets that address and deliver in accordance
with the organization’s strategy
PC3. determine if the current customer acquisition channels i.e. direct/ online/
contact center are adequate and if the methods deployed are aligned to the
sales objectives
Set targets for sales teams
PC4. determine if the current structure of the sales team is aligned to meet the sales
objectives
PC5. determine sales targets for each segment, assign responsibility and institute
key performance indicators to help monitor the execution of these targets
PC6. put in place a tracking mechanism / dashboard that encapsulates the key
metrics that can help determine the progress towards plans and achievement
of sales objectives
PC7. monitor achievement of sales objectives
PC8. develop a sales incentive structure along with the business and Human Resources head
Knowledge and Understanding (K)
A. Organizational Context (Knowledge of the company / organization and its processes)
The user/individual on the job needs to know and understand:
KA1. the organization’s business plan, objectives and strategy
KA2. the size, growth, trends, opportunities and challenges of the sector in which the
organization operates, as well as of its clients
KA3. the organization’s total revenue, growth and past trends
KA4. the total revenue, growth and trends of companies operating in the same space
KA5. features and characteristics of the organization/services and its competitive
advantage and weaknesses in comparison with peers
KA6. the characteristics and opportunities of the markets where the organization
operates
KA7. the organization’s portfolio of clients and the way it’s segmented
KA8. sales targets for previous years and reasons for variations between targets and
actuals
B. Technical Knowledge
KB1. how to read and analyze audience and market information and derive trends
that can aid development of sales strategies and plans
KB2. how to use frameworks such as pestel and swot to derive information to aid
development of sales strategies and plans
KB3. how to segment customers based on several factors such as size of the
organization, sector, portfolio size and spread
KB4. how to analyze customer sales data and determine key trends
KB5. how to identify an appropriate structure for the sales team that could meet
sales objectives i.e. based on area/customer/services
KB6. how to determine any new segments that would need to be
developed/targeted and the resources that would be allocated to it
KB7. how to undertake a benchmarking assessment for each sales segment
KB8. how to translate sales objectives into sales realistic scenarios to base forecasts
KB9. how to use sales forecasting methods and market estimation techniques to
arrive at accurate sales forecasts
KB10.how the forecasts translate into segment-wise targets and further into
individual and team targets
KB11.the key metrics to be tracked by segment to achieve the sales objectives such
as conversion ratios, inventory fill-ratios, effective rates (ERs), new clients and
value of each client
Skills (S) (Optional)
A. Core Skills/
Generic Skills
Writing Skills
The user/individual on the job needs to know and understand how to:
SA1. prepare and document the sales strategy, objectives and sales structure
SA2. document sales forecasts with supporting analysis
SA3. document sales targets at an organizational/segment/individual level
SA4. prepare sales reports on a monthly/quarterly basis that track actual
performance by segment, and estimate yearly revenues on the basis of actual
sales by segment. Highlight deviations/ problem areas (if any)
Reading Skills
The user/individual on the job needs to know and understand how to:
SA5. read and understand the organization’s business plan, strategy and objectives
SA6. read and understand the marketing plans for the year
SA7. read and understand the historical sales targets and actual sales reports
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to:
SA8. liaise with the business heads to understand the company’s strategy and
growth plans
SA9. liaise with the marketing head to understand the marketing plans and strategy
SA10.conduct meetings/ discussions/ focused group discussions with the sales team
to incorporate their feedback and suggestions into the overall sales strategy
SA11.liaise with the Sales account managers to discuss and agree on the sales
forecasts and targets
SA12.communicate the sales targets and key performance indicators to relevant
members of the sales team
SA13.lead the presentation of mis reports, present the monthly/quarterly sales
performance reports to management, communicate deviations/ problem areas
(if any) and agree on the course correction required
SA14.communicate course corrections (if required) to the relevant sales team
B. Professional Skills Decision Making
The user/individual on the job needs to know and understand how to:
SB1. incorporate several factors and decide on the organization’s sales strategy,
objectives and sales structure
Plan and Organize
SB2. develop sales plans to ensure that the overall business objectives of the
organization are met
SB3. plan and segment the sales-force to meet the overall sales targets
SB4. allocate sales targets to each segment to ensure that the overall sales
forecasts are met
Customer Centricity
SB5. identify customer/ market trends and opportunities and incorporate them
into the sales plans and forecasts
Analytical Thinking
SB6. determine how business objectives translate into sales objectives and how
they in turn translate into sales forecasts and targets
SB7. analyze reasons for deviations between historical targets and actual sales
forecasts
SB8. prepare accurate calculations and analysis to predict future sales trends
Problem Solving
The user/individual on the job needs to know and understand how to:
SB9. identify customer/ market trends and opportunities and incorporate them
into the sales plans and forecasts
Critical Thinking
The user/individual on the job needs to know and understand how to:
SB10.develop scenarios upon which to base forecasts and evaluate them to
contribute towards sales planning
Create and Monitor the Ad sales budget
Description This OS unit is about estimating the cost of sales activities, developing a formal budget
and monitoring it against actual expenses
Scope This unit/task covers the following:
Estimating the cost of sales activities and preparing an ad sales budget
Monitoring an ad sales budget
Performance Criteria (PC) w.r.t. the Scope
Element Performance Criteria
Estimating the cost of sales activities and preparing an ad sales budget
To be competent, the user/individual on the job must be able to:
PC1. determine the requirements to achieve the sales forecasts and corresponding
costs, taking into account team salaries and variable bonuses, ad sales volume
commissions, sales conferences and events, travel, hotel and local conveyance,
communication expenses, annual license cost for inventory and billing
software
PC2. determine the sequence of activities in terms of their cost implications and
expenses for each item
PC3. prepare a sales budget (either using budgeting/ tabulation software or by
hand) with details on required expenses for each activity
PC4. track the outflow of funds against the budget, highlight variances and escalate
issues to key departments (especially the financer) in a coordinated and timely
manner
Monitoring an ad sales budget
PC5. track the outflow of funds against the budget, highlight variances and escalate
issues to key departments (especially the financer) in a coordinated and timely
manner
Knowledge and Understanding (K)
A. Organizational Context (Knowledge of the company / organization and its processes)
The user/individual on the job needs to know and understand:
KA1. the requirements to achieve the sales forecasts and corresponding costs
KA2. the Sales expenses for previous years and reasons for variations between
targets and actuals
B. Technical Knowledge
The user/individual on the job needs to know and understand:
KB1. how to estimate the sales efforts that would be required to achieve the targets
and determine the associated costs
KB2. the limitations on the total sales budget and/or the budget for specific cost
centers, as well as the organization’s working capital needs
KB3. how to break down each task/ activity into cost heads
KB4. the expected, realistic outflow against each activity cost head (using a
combination of prior experience, discussions with potential suppliers/ vendors
and any specificities of the location where the expenses will be incurred)
KB5. how to compile each activity cost head into a consolidated budget, with
summary sheets by type of cost, type of activity and any other key summaries
that are required
KB6. the typical areas of overruns and how to build in adequate contingency into
the budget
KB7. applicable procurement methods and vendor/ supplier contracts that would
need to be used for various cost heads
KB8. how to document any variances to the budget that do occur (either on the
expense incurred or the timing of the expense). This needs to be escalated to
the financer and resolved
Skills (S) (Optional)
A. Core Skills/
Generic Skills
Writing Skills
The user/individual on the job needs to know and understand how to:
SA1. prepare and document a sales budget (on paper or using a computer)
Reading Skills
The user/individual on the job needs to know and understand how to:
SA2. read/research the organization’s prior budgets and requirements
SA3. undertake background research and collect information on expense items
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to:
SA4. discuss and agree on the sales budget with the financier
SA5. understand the brief from the financer and any constraints/ limitations on the
budget
SA6. communicate the final budget to key decision makers, financiers and
members of the sales team
B. Professional Skills Decision Making
The user/individual on the job needs to know and understand how to:
SB1. make relevant decisions related to sales activities required to achieve sales
forecasts for the year e.g. events, locations, conferences
SB2. take remedial action where there is significant variance between budgets and
plans
Plan and Organize
The user/individual on the job needs to know and understand how to:
SB3. how to plan expenses and outflow of finances in a manner that is cost
effective
SB4. how to track the sales budget, ensure activities stay within the agreed budget
and minimize overruns
SB5. keep accurate records
Analytical Thinking
The user/individual on the job needs to know and understand how to:
SB6. how to assess the impact of selecting sales activities and its impact on the
budget requirements
Critical Thinking
The user/individual on the job needs to know and understand how to:
SB7. act within the limits of your authority
Problem Solving
The user/individual on the job needs to know and understand how to:
SB8. use the lessons learnt from previous budget planning and implementation to
formulate future budgets
SB9. identify internal and external factors that are likely to have a positive or
negative effect on budgets
Customer Centricity
The user/individual on the job needs to know and understand how to:
SB10. be vigilant and identify any irregular or potentially fraudulent activity
Acquire and maintain advertising sales clients
Description This OS unit is about attracting and maintaining potential advertising sales clients.
Scope This unit/task covers the following:
Identifying and maintaining potential advertising sales clients
Clients could include Media agencies, Brand Managers and Marketing
Heads of leading companies across industry sectors
For various mediums: Television, Print, Radio, Digital and Out-of-home
To sell any of the following ad inventory: 10 second ad spots
(Television/Radio), Sq.cm. ad space (Print), Banners (frames, pop-ups,
floating/expanding ads), classifieds, text ads (Digital), Bill-boards,
promotions, street furniture, transit assets, alternative media
including digital displays, cinema, stadiums, airports, malls (OOH)
Performance Criteria (PC) w.r.t. the Scope
Element Performance Criteria
Identifying and maintaining potential advertising sales clients
To be competent, the user/individual on the job must be able to:
PC1. identify potential clients and build a client base through personal networks,
and through primary and secondary research
PC2. understand the client’s need to advertise in a particular market
PC3. analyze the types resources available in a particular market
PC4. market the credibility and track record of your organization to potential clients,
and sell them the benefits of advertising through it
Knowledge and Understanding (K)
A. Organizational Context (Knowledge of the company / organization and its processes)
The user/individual on the job needs to know and understand:
KA1. features and characteristics of the organization/services and its competitive
advantages and weaknesses in comparison with peers
KA2. the exposure (reach, readership, listenership, page-views) that the company
provides in different markets in comparison with peers
KA3. the company’s sales strategy, targets, and objectives
KA4. the company’s sales processes and inventory management practices
B. Technical Knowledge
The user/individual on the job needs to know and understand:
KB1. the fundamentals of marketing and advertising
KB2. the market and industry that clients operate in
KB3. how to read and analyze audience and market information and derive trends
that can be used to pitch to potential clients
KB4. the audience for different markets, day parts/publications/online pages
KB5. how to make use of probing/questioning techniques to identify clients’ needs
KB6. how to position the brand value of the organization in relation to peers
KB7. how to position the company’s offering effectively to a potential client
KB8. how to identify sales opportunities while managing existing client relationships
KB9. life-time client value measurement methods
KB10. applicable legal and regulatory guidelines
Skills (S) (Optional)
A. Core Skills/
Generic Skills
Writing Skills
The user/individual on the job needs to know and understand how to:
SA1. organize and store documentation detailing correspondence and
conversations with clients, and any agreements that may have been reached
SA2. archive information about clients that may be beneficial in strengthening
relationships with them in the future
SA3. create and maintain client databases
Reading Skills
The user/individual on the job needs to know and understand how to:
SA4. research the clients’ business, industry, product/service, target market and
past marketing efforts
SA5. gather information on the consumption habits of the target audience
SA6. research the services offered by competitors and their business model
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to:
SA7. identify and network with potential clients through personal networks,
recommendations from existing clients, cold calls, industry events
SA8. make contact and build rapport with identified potential clients
SA9. network with content production teams to identify opportunities for media
integrations
B. Professional Skills Analytical Thinking
The user/individual on the job needs to know and understand how to:
SB1. assess the costs, risks, benefits and long-term prospects of establishing a
professional relationship with a potential client, and decide whether to initiate
contact
SB2. use life-time value/profitability measurement techniques (to establish
customer value)
SB3. research background information about potential clients’ business, product or
service, target market and normal marketing activity
Decision Making
The user/individual on the job needs to know and understand how to:
SB4. identify decision makers within potential client organization and find ways to
reach them
Plan and Organize
The user/individual on the job needs to know and understand how to:
SB5. keep record information about clients that may help create rapport in the
future
Customer Centricity
The user/individual on the job needs to know and understand how to:
SB6. be open, honest and clear about what you can deliver
SB7. be responsive to clients’ queries and handle objectives positively
SB8. build rapport and empathy and use gentle questioning to identify clients’
needs and budget
Problem Solving
The user/individual on the job needs to know and understand how to:
SB9. identify what your competitors are doing in potential clients’ target markets
and the benefits of advertising through your organisation or brand
Critical Thinking
The user/individual on the job needs to know and understand how to:
SB10. identify potential clients whose target market you can realistically reach
Manage sales teams
Description This OS unit is about planning and monitoring efforts of the sales teams within the
designated area of responsibility
Scope This unit/task covers the following:
Manage sales teams and monitor achievement of targets, as appropriate
For various mediums: Television, Print, Radio, Digital, Out-of-home
To sell any of the following ad inventory: 10 second ad spots
(Television/Radio), Sq.cm. ad space (Print), Banners (frames, pop-ups,
floating/expanding ads), classifieds, text ads (Digital), Bill-boards,
promotions, street furniture, transit assets, alternative media
including digital displays, cinema, stadiums, airports, malls (OOH)
Performance Criteria (PC) w.r.t. the Scope
Element Performance Criteria
Manage sales teams and monitor achievement of targets
To be competent, the user/individual on the job must be able to:
PC1. develop a sales plan to achieve targets within the designated area of
responsibility
PC2. lead, monitor and motivate the sales force to achieve sales targets
PC3. supervise meetings with sales executives to monitor sales activities and
suggest ways/methods to improve performance
PC4. prepare a monthly sales performance report
PC5. resolve conflicts and escalate issues (where required) to the Sales Director
Knowledge and Understanding (K)
A. Organizational Context (Knowledge of the company / organization and its processes)
The user/individual on the job needs to know and understand:
KA1. the overall sales strategy, plan and budget
KA2. the sales forecast and targets for each segment
KA3. features and characteristics of the organization/services and its competitive
advantages and weaknesses in comparison with peers
KA4. the manpower resources available, their capabilities, roles and responsibilities
KA5. the customers in each segment and their estimated spends
KA6. the competitors’ corresponding sales performance
B. Technical Knowledge
The user/individual on the job needs to know and understand:
KB1. how to develop an area-wise sales vision and plan
KB2. how to apply different methods to motivate people and empower them with
the skills and knowledge to achieve sales targets
KB3. the methods of receiving feedback from customers
KB4. how to foster an environment of creativity and innovation
KB5. tools/techniques to analyze data, understand trends and improve sales
performance
KB6. training methodologies such as case-studies, role plays, simulations
KB7. applicable legal and regulatory requirements
Skills (S) (Optional)
A. Core Skills/
Generic Skills
Writing Skills
The user/individual on the job needs to know and understand how to:
SA1. prepare the sales vision and plan for the given area of responsibility using the
manpower and financial resources available
SA2. document sales targets at an individual level
SA3. prepare sales reports on a monthly/quarterly basis that track actual
performance by and estimate yearly revenues on the basis of actual sales by
segment. Highlight deviations/ problem areas (if any)
Reading Skills
The user/individual on the job needs to know and understand how to:
SA4. read and understand the overall sales strategy, plan, forecasts and targets
SA5. read and understand the historical sales targets and actual sales reports
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to:
SA6. communicate sales targets and plans to the sales force, as appropriate, and
ensure they understand the importance of achieving them in the context of
meeting the overall objectives of the organization
SA7. motivate the sales force to achieve targets and empower them with the tools
and techniques to improve sales performance
SA8. attend key sales meetings and help the team bring in new clients, handle
tough negotiations and close deals
SA9. escalate issues (if required) to the Sales Director (Media Organization)
B. Professional Skills Decision Making
The user/individual on the job needs to know and understand how to:
SB1. take relevant decisions within the given area of responsibility to achieve sales
objectives, forecasts and targets
Plan and Organize
The user/individual on the job needs to know and understand how to:
SB2. develop area-wise sales plan with realistic timelines to achieve sales targets
Problem Solving
The user/individual on the job needs to know and understand how to:
SB3. identify issues that may arise during the sales process and find solutions to
address them
SB4. escalate key issues to the Sales Director (Media Organization) (if required)
Analytical Thinking
The user/individual on the job needs to know and understand how to:
SB5. analyze actual and historical sales performance and determine key trends that
could aid in decision-making/ course correction to achieve sales targets
Critical Thinking
The user/individual on the job needs to know and understand how to:
SB6. monitor sales team during actual sales meetings and determine/ suggest new
and innovative ways to improve sales performance
Customer Centricity
The user/individual on the job needs to know and understand:
SB7. the team meets the client and organizational requirements.
Maintain workplace health and safety
Description This OS unit is about contributing towards maintaining a healthy, safe and secure
working environment
Scope This unit/task covers the following:
understanding the health, safety and security risks prevalent in the workplace
knowing the people responsible for health and safety and the resources available
identifying and reporting risks
complying with procedures in the event of an emergency
Performance Criteria(PC) w.r.t. the Scope
Element Performance Criteria
Understanding the health, safety and security risks prevalent in the workplace
To be competent, the user/individual on the job must be able to:
PC1. maintain one’s posture and position to minimize fatigue and the risk of injury
PC2. maintain first aid kit and keep oneself updated on the first aid procedures
PC3. identify and document potential risks like siting postures while using
computer, eye fatigue and other hazards in the workplace
PC4. accurately maintain accident reports
PC5. report health and safety risks/ hazards to concerned personnel
PC6. participate in organization health and safety knowledge sessions and drills
Knowing the people
responsible for
health and safety and
the resources
available
PC7. identify the people responsible for health and safety in the workplace,
including those to contact in case of an emergency
PC8. identify security signals e.g. fire alarms and places such as staircases, fire
warden stations, first aid and medical rooms
Identifying and reporting risks
PC9. identify aspects of your workplace that could cause potential risk to own and
others health and safety
PC10. ensure own personal health and safety, and that of others in the workplace
though precautionary measures
PC11. identify and recommend opportunities for improving health, safety, and
security to the designated person
PC12. report any hazards outside the individual’s authority to therelevant person in
line with organisational procedures and warnother people who may be
affected
Complying with procedures in the event of an emergency
PC13. follow organization’s emergency procedures for accidents, fires or any other
natural calamity in case of a hazard
PC14. identify and correct risks like illness, accidents, fires or any other natural
calamity safely and within the limits of individual’s authority
Knowledge and Understanding (K)
A. Organizational Context (Knowledge of the company / organization and its processes)
The user/individual on the job needs to know and understand:
KA1. organisation’s norms and policies relating to health and safety
KA2. government norms and policies regarding health and safety and related
emergency procedures
KA3. limits of authority while dealing with risks/ hazards
KA4. the importance of maintaining high standards of health and safety at a
workplace
B. Technical
Knowledge
The user/individual on the job needs to know and understand:
KB1. the different types of health and safety hazards in a workplace
KB2. safe working practices for own job role
KB3. evacuation procedures and other arrangements for handling risks
KB4. names and contact numbers of people responsible for health and safety in a
workplace
KB5. how to summon medical assistance and the emergency services, where
necessary
KB6. vendors’ or manufacturers’ instructions for maintaining health and safety
while using equipment, systems and/or machines
Skills (S) (Optional)
A. Core Skills/
Generic Skills
Writing Skills
The user/individual on the job needs to know and understand how to:
SA1. write and provide feedback regarding health and safety to the concerned people
SA2. write and highlight potential risks or report a hazard to the concerned people
Reading Skills
The user/individual on the job needs to know and understand how to:
SA3. read instructions, policies, procedures and norms relating to health and
safety
Oral Communication (Listening and Speaking skills)
The user/individual on the job needs to know and understand how to:
SA4. highlight potential risks and report hazards to the designated people
SA5. listen and communicate information with all concerned or affected
B. Professional Skills Decision making
The user/individual on the job needs to know and understand how to:
SB1. make decisions on a suitable course of action or plan
Plan and Organize
The user/individual on the job needs to know and understand how to:
SB2. plan and organize people and resources to deal with risks/ hazards that lie
within the scope of one’s individual authority
Customer Centricity
The user/individual on the job needs to know and understand how to:
SB3. build and maintain positive and effective relationships with colleagues and
customers
Problem Solving
The user/individual on the job needs to know and understand how to:
SB4. apply problem solving approaches in different situations
Analytical Thinking
The user/individual on the job needs to know and understand how to:
SB5. analyze data and activites
Critical Thinking
The user/individual on the job needs to know and understand how to:
SB6. understand hazards that fall within the scope of individual authority and
report all hazards that may supersede one’s authority
SB7. Apply balanced judgements in different situations
