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AIESEC Indonesia
iGIP Structures
Step One:
UNDERSTAND
Cluster One
START-UP
Cluster 1: Structure
Details for the team:
Duration: 1 January - 30 June

iGIP RE Team (0-5 RE)

Commitment Required: 10 - 15
hours per week
Expected Development:
Good opportunity to develop for
VP iGIP, Sales skills,
Professionalism, Social
Responsibility and Entrepreneurial
Outlook

Q3/4 KPI:
iGIP Goal: 5 RE
VP iGIP
(Market
Research)

Maximum 3 in the team,
Suggested structure is shown.
Special L&D Needs:
1.GCM: Social Responsibility
2.GCM: Proactive Learning
3.Sales skills including
networking, email writing,
negotiation, proposal writing
and closing skills.
4.Data Analysis skills for matching
5.Interview Skills for matching
6.Project Management
7.Self Effectiveness

RA-ME-RE
+ TM

RA-MA-RE
+ Reception

RA-MA
(sales)
Cluster 1: Recommendation
1. Decrease iGIP structures if you have < 5 RE
2. Instead of adding HR for TM and Reception, combine
with Sales role
3. Build 2-3 sales experts - retain them in the org. (only
do sales)
4. Focus on building sales culture and star sellers
5. For <5, one sub-product only, focus on 1-2
markets only.
Cluster 1: JD
Name of Role:
Duration:
Time Commitment
Description

Responsibilities

KPIs

Accountable to:
Cooperations
Competencies
Required

Competencies
Developed

RA-MA-RE
January - June
10 Hours per week (during working hours)
This individual is focused on the generation traineeships and management of relationships. They will
approach companies to increase awareness and presence of AIESEC in the local business
community. and increase the sales activities of the local committee.
1. Marketing Calls and Meetings
2. TN Raising Management
3. Manage matching process
4. Evaluation meetings with TN/EP.
5. Attendance at networking events
6. Supply and demand analysis
7. Recording sales activities on CRM
8. Creating and negotiating proposals
1. # of RAs
2. # of MAs
3. # of REs
4. # of Evaluation Meetings
1. # of marketing calls
2. # Number of meetings booked
3. # of MOUs signed
4. # of networking events attended
LCVP iGIP
LCVP ER/BD for sales input,
Social Responsibility:
Demonstrates personal commitment to project goals and individual EP realisation goals.
Can motivate themselves and others through the identification of the ‘bigger picture’ through the
projects impact on Indonesia.
Accepts responsibility for the outcomes of the relationship/ raise and EP experience.
Social Responsibility
See Above

Learning and
Development
Needs

Entrepreneurial Outlook:
Sales and Negotiation
Looks for opportunities in the environment to improve their performance and the performance of
iGIP
Produces innovative solutions to improve the performance of in kind sponsorship and TN raising.
Demonstrates resilience in the face of rejection through sales.
1. GCM: Social Responsibility
2. GCM: Proactive Learning
3. Sales skills including networking, email writing, negotiation, proposal writing and closing skills.
4. Sales and Negotiation Skills
5. Communication Skills
6. Networking and Building Relations
7. Innovative Thinking
8. Stakeholder Management
9. Commitment to results
10.Time Management
11.Personal Effectiveness
12.Flexible Thinking

Name of Role:
RA-MA-RE + TM
Duration:
January - June
Time Commitment 10 Hours per week (during working hours)
Description
This individual is focused on the generation traineeships and management of relationships. They will
approach companies to increase awareness and presence of AIESEC in the local business community.
and increase the sales activities of the local committee.
In Addition, this individual will be responsible for the development aspects of EP Realisation
Responsibilities

KPIs

Accountable to:
Cooperations
Competencies
Required

Competencies
Developed

Learning and
Development
Needs

1. Marketing Calls and Meetings
2. TN Raising Management
3. Manage matching process
4. Evaluation meetings with TN/EP.
5. Attendance at networking events
6. Supply and demand analysis
7. Recording sales activities on CRM
8. Creating and negotiating proposals
9. LEAD for Interns - ensuring Inner and Outer Journey
10.Management and Tracking of EP Buddy System
1. # of RAs
2. # of MAs
3. # of REs
4. # of Evaluation Meetings
1. # of marketing calls
2. # Number of meetings booked
3. # of MOUs signed
4. # of networking events attended
5. % of Interns to participate in LEAD activities
6. NPS Score
7. Satisfaction rate with integration into LC, LEAD/ Inner and Outer Journey
LCVP iGIP
LCVP ER/BD for sales input, LCVP TM for LEAD Input
Social Responsibility:
Demonstrates personal commitment to project goals and individual EP realisation goals.
Can motivate themselves and others through the identification of the ‘bigger picture’ through the projects
impact on Indonesia.
Accepts responsibility for the outcomes of the relationship/ raise and EP experience.
Social Responsibility
See Above
Entrepreneurial Outlook:
Sales and Negotiation
Looks for opportunities in the environment to improve their performance and the performance of iGIP
Produces innovative solutions to improve the performance of in kind sponsorship and TN raising.
Demonstrates resilience in the face of rejection through sales.
1. GCM: Social Responsibility
2. GCM: Proactive Learning
3. Sales skills including networking, email writing, negotiation, proposal writing and closing skills.
4. Sales and Negotiation Skills
5. Communication Skills
6. Networking and Building Relations
7. Innovative Thinking
8. Stakeholder Management
9. Commitment to results
10.Time Management
11.Personal Effectiveness
12.Flexible Thinking
Cluster 1: JD
Name of Role:
Duration:
Time Commitment
Description

RA-MA-RE + Reception
January - June
10 Hours per week (during working hours)
This individual is focused on the generation traineeships and management of relationships. They will approach companies to increase awareness and presence of AIESEC in the
local business community. and increase the sales activities of the local committee. In addition this individual will be the center point for reception activities and realization events/
activities

Responsibilities

1.
2.
3.
4.
5.
6.
7.
8.
9.

Marketing Calls and Meetings
TN Raising Management
Manage matching process
Evaluation meetings with TN/EP.
Attendance at networking events
Supply and demand analysis
Recording sales activities on CRM
Creating and negotiating proposals
Accommodation and reception management/ PIck-up

KPIs

1.
2.
3.
4.
1.
2.
3.
4.
5.
6.

# of RAs
# of MAs
# of REs
# of Evaluation Meetings
# of marketing calls
# Number of meetings booked
# of MOUs signed
# of networking events attended
NPS score
Satisfaction rate of TN, JD, Hosting AIESEC

Accountable to:
Cooperations
Competencies Required

LCVP iGIP
LCVP ER/BD for sales input,
Social Responsibility:
Demonstrates personal commitment to project goals and individual EP realisation goals.
Can motivate themselves and others through the identification of the ‘bigger picture’ through the projects impact on Indonesia.
Accepts responsibility for the outcomes of the relationship/ raiseand EP experience.

Competencies Developed

Social Responsibility
See Above

Learning and Development Needs

Entrepreneurial Outlook:
Sales and Negotiation
Looks for opportunities in the environment to improve their performance and the performance of iGIP
Produces innovative solutions to improve the performance of in kind sponsorship and TN raising.
Demonstrates resilience in the face of rejection through sales.
1. GCM: Social Responsibility
2. GCM: Proactive Learning
3. Sales skills including networking, email writing, negotiation, proposal writing and closing skills.
4. Sales and Negotiation Skills
5. Communication Skills
6. Networking and Building Relations
7. Innovative Thinking
8. Stakeholder Management
9. Commitment to results
10.Time Management
11.Personal Effectiveness
12.Flexible Thinking
Cluster Two
POTENTIAL
Cluster 2: Structure
Details for the team:
Duration: 1 January - 30
June

iGIP RE Team (0-5 RE)

Q3/4 KPI:

Commitment Required: 10 15 hours per week
Expected Development:
Good opportunity to develop
for VP iGIP, Sales skills,
Professionalism, Social
Responsibility and
Entrepreneurial Outlook

iGIP: 5 - 15 RE
VP iGIP
(Market
Research)

Maximum 5 in the team,
Suggested structure is
shown.
Special L&D Needs:
1.GCM: Social Responsibility
2.GCM: Proactive Learning
3.Sales skills including
networking, email writing,
negotiation, proposal
writing and closing skills.
4.Data Analysis skills for
matching
5.Interview Skills for
matching
6.Project Management
7.Self Effectiveness

RA-ME-RE
+ TM

RA-MA-RE
+ Reception

RA-MA
(sales)

RA-MA
(sales)

RA-MA
(sales)
Cluster 2: Recommendation
1. Keep one team for < 15 RE
2. Add HR for sales experts
3. Build 2-3 sales experts - retain them in the org. (only do
sales)
4. Focus on building sales culture and star sellers
5. For <5, one sub-product only, focus on 1-2 markets
only.
Cluster 2: JD
Name of Role:
Duration:
Time Commitment
Description

Responsibilities

KPIs

Accountable to:
Cooperations
Competencies
Required

Competencies
Developed

RA-MA-RE
January - June
10 Hours per week (during working hours)
This individual is focused on the generation traineeships and management of relationships. They will
approach companies to increase awareness and presence of AIESEC in the local business
community. and increase the sales activities of the local committee.
1. Marketing Calls and Meetings
2. TN Raising Management
3. Manage matching process
4. Evaluation meetings with TN/EP.
5. Attendance at networking events
6. Supply and demand analysis
7. Recording sales activities on CRM
8. Creating and negotiating proposals
1. # of RAs
2. # of MAs
3. # of REs
4. # of Evaluation Meetings
1. # of marketing calls
2. # Number of meetings booked
3. # of MOUs signed
4. # of networking events attended
LCVP iGIP
LCVP ER/BD for sales input,
Social Responsibility:
Demonstrates personal commitment to project goals and individual EP realisation goals.
Can motivate themselves and others through the identification of the ‘bigger picture’ through the
projects impact on Indonesia.
Accepts responsibility for the outcomes of the relationship/ raise and EP experience.
Social Responsibility
See Above

Learning and
Development
Needs

Entrepreneurial Outlook:
Sales and Negotiation
Looks for opportunities in the environment to improve their performance and the performance of
iGIP
Produces innovative solutions to improve the performance of in kind sponsorship and TN raising.
Demonstrates resilience in the face of rejection through sales.
1. GCM: Social Responsibility
2. GCM: Proactive Learning
3. Sales skills including networking, email writing, negotiation, proposal writing and closing skills.
4. Sales and Negotiation Skills
5. Communication Skills
6. Networking and Building Relations
7. Innovative Thinking
8. Stakeholder Management
9. Commitment to results
10.Time Management
11.Personal Effectiveness
12.Flexible Thinking

Name of Role:
RA-MA-RE + TM
Duration:
January - June
Time Commitment 10 Hours per week (during working hours)
Description
This individual is focused on the generation traineeships and management of relationships. They will
approach companies to increase awareness and presence of AIESEC in the local business community.
and increase the sales activities of the local committee.
In Addition, this individual will be responsible for the development aspects of EP Realisation
Responsibilities

KPIs

Accountable to:
Cooperations
Competencies
Required

Competencies
Developed

Learning and
Development
Needs

1. Marketing Calls and Meetings
2. TN Raising Management
3. Manage matching process
4. Evaluation meetings with TN/EP.
5. Attendance at networking events
6. Supply and demand analysis
7. Recording sales activities on CRM
8. Creating and negotiating proposals
9. LEAD for Interns - ensuring Inner and Outer Journey
10.Management and Tracking of EP Buddy System
1. # of RAs
2. # of MAs
3. # of REs
4. # of Evaluation Meetings
1. # of marketing calls
2. # Number of meetings booked
3. # of MOUs signed
4. # of networking events attended
5. % of Interns to participate in LEAD activities
6. NPS Score
7. Satisfaction rate with integration into LC, LEAD/ Inner and Outer Journey
LCVP iGIP
LCVP ER/BD for sales input, LCVP TM for LEAD Input
Social Responsibility:
Demonstrates personal commitment to project goals and individual EP realisation goals.
Can motivate themselves and others through the identification of the ‘bigger picture’ through the projects
impact on Indonesia.
Accepts responsibility for the outcomes of the relationship/ raise and EP experience.
Social Responsibility
See Above
Entrepreneurial Outlook:
Sales and Negotiation
Looks for opportunities in the environment to improve their performance and the performance of iGIP
Produces innovative solutions to improve the performance of in kind sponsorship and TN raising.
Demonstrates resilience in the face of rejection through sales.
1. GCM: Social Responsibility
2. GCM: Proactive Learning
3. Sales skills including networking, email writing, negotiation, proposal writing and closing skills.
4. Sales and Negotiation Skills
5. Communication Skills
6. Networking and Building Relations
7. Innovative Thinking
8. Stakeholder Management
9. Commitment to results
10.Time Management
11.Personal Effectiveness
12.Flexible Thinking
Cluster 2: Recommendation
Name of Role:
Duration:
Time Commitment
Description

RA-MA-RE + Reception
January - June
10 Hours per week (during working hours)
This individual is focused on the generation traineeships and management of relationships. They will approach companies to increase awareness and presence of AIESEC in the
local business community. and increase the sales activities of the local committee. In addition this individual will be the center point for reception activities and realization events/
activities

Responsibilities

1.
2.
3.
4.
5.
6.
7.
8.
9.

Marketing Calls and Meetings
TN Raising Management
Manage matching process
Evaluation meetings with TN/EP.
Attendance at networking events
Supply and demand analysis
Recording sales activities on CRM
Creating and negotiating proposals
Accommodation and reception management/ PIck-up

KPIs

1.
2.
3.
4.
1.
2.
3.
4.
5.
6.

# of RAs
# of MAs
# of REs
# of Evaluation Meetings
# of marketing calls
# Number of meetings booked
# of MOUs signed
# of networking events attended
NPS score
Satisfaction rate of TN, JD, Hosting AIESEC

Accountable to:
Cooperations
Competencies Required

LCVP iGIP
LCVP ER/BD for sales input,
Social Responsibility:
Demonstrates personal commitment to project goals and individual EP realisation goals.
Can motivate themselves and others through the identification of the ‘bigger picture’ through the projects impact on Indonesia.
Accepts responsibility for the outcomes of the relationship/ raiseand EP experience.

Competencies Developed

Social Responsibility
See Above

Learning and Development Needs

Entrepreneurial Outlook:
Sales and Negotiation
Looks for opportunities in the environment to improve their performance and the performance of iGIP
Produces innovative solutions to improve the performance of in kind sponsorship and TN raising.
Demonstrates resilience in the face of rejection through sales.
1. GCM: Social Responsibility
2. GCM: Proactive Learning
3. Sales skills including networking, email writing, negotiation, proposal writing and closing skills.
4. Sales and Negotiation Skills
5. Communication Skills
6. Networking and Building Relations
7. Innovative Thinking
8. Stakeholder Management
9. Commitment to results
10.Time Management
11.Personal Effectiveness
12.Flexible Thinking
Cluster Three
HIGH POTENTIAL
Cluster 3: Structure
iGIP 15 - 15RE Team
Details for the team:

Q3/4 KPI:

Duration: 1 January - 30 June
Commitment Required: 10 - 15 hours
per week

iGIP: 15 - 40 RE

VP iGIP

Expected Development:
Good opportunity to develop for VP
iGIP, Sales skills, Professionalism,
Social Responsibility and
Entrepreneurial Outlook
Maximum 5 in the team, Suggested
structure is shown.
Special L&D Needs:
1.GCM: Social Responsibility
2.GCM: Proactive Learning
3.Sales skills including networking,
email writing, negotiation, proposal
writing and closing skills.
4.Data Analysis skills for matching
5.Interview Skills for matching
6.Project Management
7.Self Effectiveness

MB (Sub-product/
Market)

RA-MA

RA-MA

RA-MA

RE + Reception +
TM

MB (Sub-product/
Market)

RA-MA

RA-MA

RA-MA

RE+ Reception +
TM
Cluster 3: Recommendation
1. Spilt up teams by market
2. Add HR for sales experts
3. Build 2-3 sales experts in each team - retain them in the
org. (only do sales)
4. Train up one member to focus purely on Delivery including
TM, Reception etc. Allowing your other members to become
sales experts
5. Focus on two sub-products only.
Cluster 3: JD
Name of Role:
Duration:
Time Commitment
Description

RA-MA
January - June
10 Hours per week (during working hours)
This individual is focused on the generation traineeships and management of relationships. They will approach companies to increase awareness and presence of AIESEC in the local
business community. and increase the sales activities of the local committee.

Responsibilities

1.
2.
3.
4.
5.
6.
7.
8.

Marketing Calls and Meetings
TN Raising Management
Manage matching process
Evaluation meetings with TN/EP.
Attendance at networking events
Supply and demand analysis
Recording sales activities on CRM
Creating and negotiating proposals

KPIs

1.
2.
3.
4.
1.
2.
3.
4.

# of RAs
# of MAs
# of REs
# of Evaluation Meetings
# of marketing calls
# Number of meetings booked
# of MOUs signed
# of networking events attended

Accountable to:
Cooperations
Competencies Required

LCVP iGIP
LCVP ER/BD for sales input,
Social Responsibility:
Demonstrates personal commitment to project goals and individual EP realisation goals.
Can motivate themselves and others through the identification of the ‘bigger picture’ through the projects impact on Indonesia.
Accepts responsibility for the outcomes of the relationship/ raise and EP experience.

Competencies Developed

Social Responsibility
See Above
Entrepreneurial Outlook:
Sales and Negotiation
Looks for opportunities in the environment to improve their performance and the performance of iGIP
Produces innovative solutions to improve the performance of in kind sponsorship and TN raising.
Demonstrates resilience in the face of rejection through sales.

Learning and Development Needs

1. GCM: Social Responsibility
2. GCM: Proactive Learning
3. Sales skills including networking, email writing, negotiation, proposal writing and closing skills.
4. Sales and Negotiation Skills
5. Communication Skills
6. Networking and Building Relations
7. Innovative Thinking
8. Stakeholder Management
9. Commitment to results
10.Time Management
11.Personal Effectiveness
12.Flexible Thinking
Cluster 3: JD
Name of Role:
Duration:
Time Commitment
Description

Responsibilities

KPIs

Accountable to:
Cooperations
Competencies Required

Competencies Developed

Learning and Development Needs

RE+ Reception + TM
January - June
10 Hours per week (during working hours)

This individual is centre to service and learning which is comprised of managing the Exchange Participants Realisation process. This individual will be the
account manager of EPs handling their EP Buddy, accomodation, IPS, LEAD and other aspects of the realisation process.
1. Accomodation and Reaslisation Management
2. Managing Host Program
3. Reception Booklet creation
4. Delivery supervision
5. Buddy System implementation and tracking
6. Assistance for interns with logistical issues
7. Integration of EPs into local culture
8. Ensure quality of TNs
9. Monitoring the service plan for each Intern assigned
1. % of increase of interest in the host program
2. Satisfaction rate/ survey completion for interns
3. Attendance rate at IPS/ LEAD events/ Opening/Closing
4. % of compliance with service plan
5. of compliance of Buddy system
6. Satisfaction rate of all stakeholders - TNs, Learning Partners, Families, Interns, LC Members.

LCVP iGIP
LCVP ER/BD for sales input,

Social Responsibility:
Demonstrates personal commitment to project goals and individual EP realisation goals.
Can motivate themselves and others through the identification of the ‘bigger picture’ through the projects impact on Indonesia.
Accepts responsibility for the outcomes of the project and EP experience.
Keeps long term relationship for the TNs raising in mind, demonstrates customer centricity.
Global Mindset
Enlarges personal network through the interns
Interpersonal Skills
Able to manage and work effectively with diverse and different individuals
Show openness and flexibility towards different opinions
Proactive Learning
Attitude of striving for constant learning and growth
Can put acquired knowledge, skills and attitude to practical use in sales, raising , matching and realization of the project.
1. GCM: Social Responsibility
2. GCM: Entrepreneurial Outlook
3. Communication Skills, Presentation Skills
4. Customer service, Stakeholder Basic Management
5. Change Management
6. Flexible Thinking
7. Resilience
8. Conflict Management
9. Planning and Tracking
what cluster are
you?
iGIP Clusters

1

0 - 5 RE

2

5 - 15 RE

3 15 - 40 RE
Step Two:
IMPLEMENT
These structures will
enable the creation of
more star sellers in
AIESEC INDONESIA
Providing better & more
challenging experiences for your
members and more experiences
for interns.
2015
If you have any questions please email:
MCVP TM: christina.kelman@aiesec.net
MCVP iGIP: panji.agustian@aiesec.net

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AIESEC Indonesia |1314| iGIP Structures

  • 4. Cluster 1: Structure Details for the team: Duration: 1 January - 30 June iGIP RE Team (0-5 RE) Commitment Required: 10 - 15 hours per week Expected Development: Good opportunity to develop for VP iGIP, Sales skills, Professionalism, Social Responsibility and Entrepreneurial Outlook Q3/4 KPI: iGIP Goal: 5 RE VP iGIP (Market Research) Maximum 3 in the team, Suggested structure is shown. Special L&D Needs: 1.GCM: Social Responsibility 2.GCM: Proactive Learning 3.Sales skills including networking, email writing, negotiation, proposal writing and closing skills. 4.Data Analysis skills for matching 5.Interview Skills for matching 6.Project Management 7.Self Effectiveness RA-ME-RE + TM RA-MA-RE + Reception RA-MA (sales)
  • 5. Cluster 1: Recommendation 1. Decrease iGIP structures if you have < 5 RE 2. Instead of adding HR for TM and Reception, combine with Sales role 3. Build 2-3 sales experts - retain them in the org. (only do sales) 4. Focus on building sales culture and star sellers 5. For <5, one sub-product only, focus on 1-2 markets only.
  • 6. Cluster 1: JD Name of Role: Duration: Time Commitment Description Responsibilities KPIs Accountable to: Cooperations Competencies Required Competencies Developed RA-MA-RE January - June 10 Hours per week (during working hours) This individual is focused on the generation traineeships and management of relationships. They will approach companies to increase awareness and presence of AIESEC in the local business community. and increase the sales activities of the local committee. 1. Marketing Calls and Meetings 2. TN Raising Management 3. Manage matching process 4. Evaluation meetings with TN/EP. 5. Attendance at networking events 6. Supply and demand analysis 7. Recording sales activities on CRM 8. Creating and negotiating proposals 1. # of RAs 2. # of MAs 3. # of REs 4. # of Evaluation Meetings 1. # of marketing calls 2. # Number of meetings booked 3. # of MOUs signed 4. # of networking events attended LCVP iGIP LCVP ER/BD for sales input, Social Responsibility: Demonstrates personal commitment to project goals and individual EP realisation goals. Can motivate themselves and others through the identification of the ‘bigger picture’ through the projects impact on Indonesia. Accepts responsibility for the outcomes of the relationship/ raise and EP experience. Social Responsibility See Above Learning and Development Needs Entrepreneurial Outlook: Sales and Negotiation Looks for opportunities in the environment to improve their performance and the performance of iGIP Produces innovative solutions to improve the performance of in kind sponsorship and TN raising. Demonstrates resilience in the face of rejection through sales. 1. GCM: Social Responsibility 2. GCM: Proactive Learning 3. Sales skills including networking, email writing, negotiation, proposal writing and closing skills. 4. Sales and Negotiation Skills 5. Communication Skills 6. Networking and Building Relations 7. Innovative Thinking 8. Stakeholder Management 9. Commitment to results 10.Time Management 11.Personal Effectiveness 12.Flexible Thinking Name of Role: RA-MA-RE + TM Duration: January - June Time Commitment 10 Hours per week (during working hours) Description This individual is focused on the generation traineeships and management of relationships. They will approach companies to increase awareness and presence of AIESEC in the local business community. and increase the sales activities of the local committee. In Addition, this individual will be responsible for the development aspects of EP Realisation Responsibilities KPIs Accountable to: Cooperations Competencies Required Competencies Developed Learning and Development Needs 1. Marketing Calls and Meetings 2. TN Raising Management 3. Manage matching process 4. Evaluation meetings with TN/EP. 5. Attendance at networking events 6. Supply and demand analysis 7. Recording sales activities on CRM 8. Creating and negotiating proposals 9. LEAD for Interns - ensuring Inner and Outer Journey 10.Management and Tracking of EP Buddy System 1. # of RAs 2. # of MAs 3. # of REs 4. # of Evaluation Meetings 1. # of marketing calls 2. # Number of meetings booked 3. # of MOUs signed 4. # of networking events attended 5. % of Interns to participate in LEAD activities 6. NPS Score 7. Satisfaction rate with integration into LC, LEAD/ Inner and Outer Journey LCVP iGIP LCVP ER/BD for sales input, LCVP TM for LEAD Input Social Responsibility: Demonstrates personal commitment to project goals and individual EP realisation goals. Can motivate themselves and others through the identification of the ‘bigger picture’ through the projects impact on Indonesia. Accepts responsibility for the outcomes of the relationship/ raise and EP experience. Social Responsibility See Above Entrepreneurial Outlook: Sales and Negotiation Looks for opportunities in the environment to improve their performance and the performance of iGIP Produces innovative solutions to improve the performance of in kind sponsorship and TN raising. Demonstrates resilience in the face of rejection through sales. 1. GCM: Social Responsibility 2. GCM: Proactive Learning 3. Sales skills including networking, email writing, negotiation, proposal writing and closing skills. 4. Sales and Negotiation Skills 5. Communication Skills 6. Networking and Building Relations 7. Innovative Thinking 8. Stakeholder Management 9. Commitment to results 10.Time Management 11.Personal Effectiveness 12.Flexible Thinking
  • 7. Cluster 1: JD Name of Role: Duration: Time Commitment Description RA-MA-RE + Reception January - June 10 Hours per week (during working hours) This individual is focused on the generation traineeships and management of relationships. They will approach companies to increase awareness and presence of AIESEC in the local business community. and increase the sales activities of the local committee. In addition this individual will be the center point for reception activities and realization events/ activities Responsibilities 1. 2. 3. 4. 5. 6. 7. 8. 9. Marketing Calls and Meetings TN Raising Management Manage matching process Evaluation meetings with TN/EP. Attendance at networking events Supply and demand analysis Recording sales activities on CRM Creating and negotiating proposals Accommodation and reception management/ PIck-up KPIs 1. 2. 3. 4. 1. 2. 3. 4. 5. 6. # of RAs # of MAs # of REs # of Evaluation Meetings # of marketing calls # Number of meetings booked # of MOUs signed # of networking events attended NPS score Satisfaction rate of TN, JD, Hosting AIESEC Accountable to: Cooperations Competencies Required LCVP iGIP LCVP ER/BD for sales input, Social Responsibility: Demonstrates personal commitment to project goals and individual EP realisation goals. Can motivate themselves and others through the identification of the ‘bigger picture’ through the projects impact on Indonesia. Accepts responsibility for the outcomes of the relationship/ raiseand EP experience. Competencies Developed Social Responsibility See Above Learning and Development Needs Entrepreneurial Outlook: Sales and Negotiation Looks for opportunities in the environment to improve their performance and the performance of iGIP Produces innovative solutions to improve the performance of in kind sponsorship and TN raising. Demonstrates resilience in the face of rejection through sales. 1. GCM: Social Responsibility 2. GCM: Proactive Learning 3. Sales skills including networking, email writing, negotiation, proposal writing and closing skills. 4. Sales and Negotiation Skills 5. Communication Skills 6. Networking and Building Relations 7. Innovative Thinking 8. Stakeholder Management 9. Commitment to results 10.Time Management 11.Personal Effectiveness 12.Flexible Thinking
  • 9. Cluster 2: Structure Details for the team: Duration: 1 January - 30 June iGIP RE Team (0-5 RE) Q3/4 KPI: Commitment Required: 10 15 hours per week Expected Development: Good opportunity to develop for VP iGIP, Sales skills, Professionalism, Social Responsibility and Entrepreneurial Outlook iGIP: 5 - 15 RE VP iGIP (Market Research) Maximum 5 in the team, Suggested structure is shown. Special L&D Needs: 1.GCM: Social Responsibility 2.GCM: Proactive Learning 3.Sales skills including networking, email writing, negotiation, proposal writing and closing skills. 4.Data Analysis skills for matching 5.Interview Skills for matching 6.Project Management 7.Self Effectiveness RA-ME-RE + TM RA-MA-RE + Reception RA-MA (sales) RA-MA (sales) RA-MA (sales)
  • 10. Cluster 2: Recommendation 1. Keep one team for < 15 RE 2. Add HR for sales experts 3. Build 2-3 sales experts - retain them in the org. (only do sales) 4. Focus on building sales culture and star sellers 5. For <5, one sub-product only, focus on 1-2 markets only.
  • 11. Cluster 2: JD Name of Role: Duration: Time Commitment Description Responsibilities KPIs Accountable to: Cooperations Competencies Required Competencies Developed RA-MA-RE January - June 10 Hours per week (during working hours) This individual is focused on the generation traineeships and management of relationships. They will approach companies to increase awareness and presence of AIESEC in the local business community. and increase the sales activities of the local committee. 1. Marketing Calls and Meetings 2. TN Raising Management 3. Manage matching process 4. Evaluation meetings with TN/EP. 5. Attendance at networking events 6. Supply and demand analysis 7. Recording sales activities on CRM 8. Creating and negotiating proposals 1. # of RAs 2. # of MAs 3. # of REs 4. # of Evaluation Meetings 1. # of marketing calls 2. # Number of meetings booked 3. # of MOUs signed 4. # of networking events attended LCVP iGIP LCVP ER/BD for sales input, Social Responsibility: Demonstrates personal commitment to project goals and individual EP realisation goals. Can motivate themselves and others through the identification of the ‘bigger picture’ through the projects impact on Indonesia. Accepts responsibility for the outcomes of the relationship/ raise and EP experience. Social Responsibility See Above Learning and Development Needs Entrepreneurial Outlook: Sales and Negotiation Looks for opportunities in the environment to improve their performance and the performance of iGIP Produces innovative solutions to improve the performance of in kind sponsorship and TN raising. Demonstrates resilience in the face of rejection through sales. 1. GCM: Social Responsibility 2. GCM: Proactive Learning 3. Sales skills including networking, email writing, negotiation, proposal writing and closing skills. 4. Sales and Negotiation Skills 5. Communication Skills 6. Networking and Building Relations 7. Innovative Thinking 8. Stakeholder Management 9. Commitment to results 10.Time Management 11.Personal Effectiveness 12.Flexible Thinking Name of Role: RA-MA-RE + TM Duration: January - June Time Commitment 10 Hours per week (during working hours) Description This individual is focused on the generation traineeships and management of relationships. They will approach companies to increase awareness and presence of AIESEC in the local business community. and increase the sales activities of the local committee. In Addition, this individual will be responsible for the development aspects of EP Realisation Responsibilities KPIs Accountable to: Cooperations Competencies Required Competencies Developed Learning and Development Needs 1. Marketing Calls and Meetings 2. TN Raising Management 3. Manage matching process 4. Evaluation meetings with TN/EP. 5. Attendance at networking events 6. Supply and demand analysis 7. Recording sales activities on CRM 8. Creating and negotiating proposals 9. LEAD for Interns - ensuring Inner and Outer Journey 10.Management and Tracking of EP Buddy System 1. # of RAs 2. # of MAs 3. # of REs 4. # of Evaluation Meetings 1. # of marketing calls 2. # Number of meetings booked 3. # of MOUs signed 4. # of networking events attended 5. % of Interns to participate in LEAD activities 6. NPS Score 7. Satisfaction rate with integration into LC, LEAD/ Inner and Outer Journey LCVP iGIP LCVP ER/BD for sales input, LCVP TM for LEAD Input Social Responsibility: Demonstrates personal commitment to project goals and individual EP realisation goals. Can motivate themselves and others through the identification of the ‘bigger picture’ through the projects impact on Indonesia. Accepts responsibility for the outcomes of the relationship/ raise and EP experience. Social Responsibility See Above Entrepreneurial Outlook: Sales and Negotiation Looks for opportunities in the environment to improve their performance and the performance of iGIP Produces innovative solutions to improve the performance of in kind sponsorship and TN raising. Demonstrates resilience in the face of rejection through sales. 1. GCM: Social Responsibility 2. GCM: Proactive Learning 3. Sales skills including networking, email writing, negotiation, proposal writing and closing skills. 4. Sales and Negotiation Skills 5. Communication Skills 6. Networking and Building Relations 7. Innovative Thinking 8. Stakeholder Management 9. Commitment to results 10.Time Management 11.Personal Effectiveness 12.Flexible Thinking
  • 12. Cluster 2: Recommendation Name of Role: Duration: Time Commitment Description RA-MA-RE + Reception January - June 10 Hours per week (during working hours) This individual is focused on the generation traineeships and management of relationships. They will approach companies to increase awareness and presence of AIESEC in the local business community. and increase the sales activities of the local committee. In addition this individual will be the center point for reception activities and realization events/ activities Responsibilities 1. 2. 3. 4. 5. 6. 7. 8. 9. Marketing Calls and Meetings TN Raising Management Manage matching process Evaluation meetings with TN/EP. Attendance at networking events Supply and demand analysis Recording sales activities on CRM Creating and negotiating proposals Accommodation and reception management/ PIck-up KPIs 1. 2. 3. 4. 1. 2. 3. 4. 5. 6. # of RAs # of MAs # of REs # of Evaluation Meetings # of marketing calls # Number of meetings booked # of MOUs signed # of networking events attended NPS score Satisfaction rate of TN, JD, Hosting AIESEC Accountable to: Cooperations Competencies Required LCVP iGIP LCVP ER/BD for sales input, Social Responsibility: Demonstrates personal commitment to project goals and individual EP realisation goals. Can motivate themselves and others through the identification of the ‘bigger picture’ through the projects impact on Indonesia. Accepts responsibility for the outcomes of the relationship/ raiseand EP experience. Competencies Developed Social Responsibility See Above Learning and Development Needs Entrepreneurial Outlook: Sales and Negotiation Looks for opportunities in the environment to improve their performance and the performance of iGIP Produces innovative solutions to improve the performance of in kind sponsorship and TN raising. Demonstrates resilience in the face of rejection through sales. 1. GCM: Social Responsibility 2. GCM: Proactive Learning 3. Sales skills including networking, email writing, negotiation, proposal writing and closing skills. 4. Sales and Negotiation Skills 5. Communication Skills 6. Networking and Building Relations 7. Innovative Thinking 8. Stakeholder Management 9. Commitment to results 10.Time Management 11.Personal Effectiveness 12.Flexible Thinking
  • 14. Cluster 3: Structure iGIP 15 - 15RE Team Details for the team: Q3/4 KPI: Duration: 1 January - 30 June Commitment Required: 10 - 15 hours per week iGIP: 15 - 40 RE VP iGIP Expected Development: Good opportunity to develop for VP iGIP, Sales skills, Professionalism, Social Responsibility and Entrepreneurial Outlook Maximum 5 in the team, Suggested structure is shown. Special L&D Needs: 1.GCM: Social Responsibility 2.GCM: Proactive Learning 3.Sales skills including networking, email writing, negotiation, proposal writing and closing skills. 4.Data Analysis skills for matching 5.Interview Skills for matching 6.Project Management 7.Self Effectiveness MB (Sub-product/ Market) RA-MA RA-MA RA-MA RE + Reception + TM MB (Sub-product/ Market) RA-MA RA-MA RA-MA RE+ Reception + TM
  • 15. Cluster 3: Recommendation 1. Spilt up teams by market 2. Add HR for sales experts 3. Build 2-3 sales experts in each team - retain them in the org. (only do sales) 4. Train up one member to focus purely on Delivery including TM, Reception etc. Allowing your other members to become sales experts 5. Focus on two sub-products only.
  • 16. Cluster 3: JD Name of Role: Duration: Time Commitment Description RA-MA January - June 10 Hours per week (during working hours) This individual is focused on the generation traineeships and management of relationships. They will approach companies to increase awareness and presence of AIESEC in the local business community. and increase the sales activities of the local committee. Responsibilities 1. 2. 3. 4. 5. 6. 7. 8. Marketing Calls and Meetings TN Raising Management Manage matching process Evaluation meetings with TN/EP. Attendance at networking events Supply and demand analysis Recording sales activities on CRM Creating and negotiating proposals KPIs 1. 2. 3. 4. 1. 2. 3. 4. # of RAs # of MAs # of REs # of Evaluation Meetings # of marketing calls # Number of meetings booked # of MOUs signed # of networking events attended Accountable to: Cooperations Competencies Required LCVP iGIP LCVP ER/BD for sales input, Social Responsibility: Demonstrates personal commitment to project goals and individual EP realisation goals. Can motivate themselves and others through the identification of the ‘bigger picture’ through the projects impact on Indonesia. Accepts responsibility for the outcomes of the relationship/ raise and EP experience. Competencies Developed Social Responsibility See Above Entrepreneurial Outlook: Sales and Negotiation Looks for opportunities in the environment to improve their performance and the performance of iGIP Produces innovative solutions to improve the performance of in kind sponsorship and TN raising. Demonstrates resilience in the face of rejection through sales. Learning and Development Needs 1. GCM: Social Responsibility 2. GCM: Proactive Learning 3. Sales skills including networking, email writing, negotiation, proposal writing and closing skills. 4. Sales and Negotiation Skills 5. Communication Skills 6. Networking and Building Relations 7. Innovative Thinking 8. Stakeholder Management 9. Commitment to results 10.Time Management 11.Personal Effectiveness 12.Flexible Thinking
  • 17. Cluster 3: JD Name of Role: Duration: Time Commitment Description Responsibilities KPIs Accountable to: Cooperations Competencies Required Competencies Developed Learning and Development Needs RE+ Reception + TM January - June 10 Hours per week (during working hours) This individual is centre to service and learning which is comprised of managing the Exchange Participants Realisation process. This individual will be the account manager of EPs handling their EP Buddy, accomodation, IPS, LEAD and other aspects of the realisation process. 1. Accomodation and Reaslisation Management 2. Managing Host Program 3. Reception Booklet creation 4. Delivery supervision 5. Buddy System implementation and tracking 6. Assistance for interns with logistical issues 7. Integration of EPs into local culture 8. Ensure quality of TNs 9. Monitoring the service plan for each Intern assigned 1. % of increase of interest in the host program 2. Satisfaction rate/ survey completion for interns 3. Attendance rate at IPS/ LEAD events/ Opening/Closing 4. % of compliance with service plan 5. of compliance of Buddy system 6. Satisfaction rate of all stakeholders - TNs, Learning Partners, Families, Interns, LC Members. LCVP iGIP LCVP ER/BD for sales input, Social Responsibility: Demonstrates personal commitment to project goals and individual EP realisation goals. Can motivate themselves and others through the identification of the ‘bigger picture’ through the projects impact on Indonesia. Accepts responsibility for the outcomes of the project and EP experience. Keeps long term relationship for the TNs raising in mind, demonstrates customer centricity. Global Mindset Enlarges personal network through the interns Interpersonal Skills Able to manage and work effectively with diverse and different individuals Show openness and flexibility towards different opinions Proactive Learning Attitude of striving for constant learning and growth Can put acquired knowledge, skills and attitude to practical use in sales, raising , matching and realization of the project. 1. GCM: Social Responsibility 2. GCM: Entrepreneurial Outlook 3. Communication Skills, Presentation Skills 4. Customer service, Stakeholder Basic Management 5. Change Management 6. Flexible Thinking 7. Resilience 8. Conflict Management 9. Planning and Tracking
  • 19. iGIP Clusters 1 0 - 5 RE 2 5 - 15 RE 3 15 - 40 RE
  • 21. These structures will enable the creation of more star sellers in AIESEC INDONESIA
  • 22. Providing better & more challenging experiences for your members and more experiences for interns.
  • 23. 2015
  • 24. If you have any questions please email: MCVP TM: christina.kelman@aiesec.net MCVP iGIP: panji.agustian@aiesec.net