Compensation Benchmark Analysis

© 2014 Towers Watson. All rights reserved.
Compensation Review
Company X
12 March 2014

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© 2014 Towers Watson. All rights reserved. Proprietary and Confidential. For Towers Watson and Towers Watson client use only.
Table of Contents
1. Introduction
2. Executive Summary
3. Methodology
4. Results – Compensation Compa-ratio
5. Results – Allowances/Benefits Audit
6. Findings & Recommendations
Appendices
1. Definition of Terms
2. Medical Technology Peer Groups
3. Job Descriptions
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1. Introduction
 Company X requested Towers Watson to conduct a benchmarking review of 11 roles for Company X
against Medical Technology markets. The following compensation items were analyzed:
 Annual Base Salary (ABS)
 Total Guaranteed Compensation ( ABS + Allowances)
 Target Total Compensation (TGC + Target Variable Pay)
 Actual Total Compensation (TGC + Actual Variable Pay)
 Target Total Reward (TTC + Company Car/Cash Allowance + Vacation/Flight Tickets+ Pension & Healthcare Benefits)
 Actual Total Reward (ATC + Company Car/Cash Allowance + Vacation/Flight Tickets+ Pension & Healthcare Benefits)
 Summary of individual benefits items
 All data has been aged by 5% to reflect annual market movement to 1 April 2013
 Company X compensation was benchmarked against the United Arab Emirates, Lebanon and Saudi
Arabia Medical Technology market references
 Reports on cash compensation competitiveness by individual job has also been submitted, in a separate
Excel report.
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2. Executive Summary
A. COMPENSATION – Company X Market Positioning vs. Medical Technology Peer
Groups in UAE, Lebanon and Saudi Arabia
4
@ Market MEDIAN
Compensation Line of Analysis
# of roles /
observations
< 85% < 85 TO 115 >  115
Annual Base Salary
9
Total Company X
Sample
2 (22%) 5 (56%) 2 (67%)
Total Guaranteed Compensation 0 (0%) 7 (78%) 2 (22%)
Target Total Compensation 0 (0%) 6 (67%) 3 (33%)
Actual Total Compensation 0 (0%) 8 (89%) 1 (11%)
Target Total Reward 1 (11%) 5 (56%) 3 (33%)
Actual Total Reward 0 (0%) 4 (44%) 5 (56%)
@ Market 75% Percentile
Compensation Line of Analysis
# of roles /
observations
< 85% < 85 TO 115 > > 115
Annual Base Salary
9
Total Company X
Sample
3 (33%) 6 (67%) 0 (0%)
Total Guaranteed Compensation 3 (33%) 6 (67%) 0 (0%)
Target Total Compensation 4 (44%) 5 (56%) 0 (0%)
Actual Total Compensation 5 (56%) 4 (44%) 0 (0%)
Target Total Reward 4 (44%) 5 (56%) 0 (0%)
Actual Total Reward 4 (44%) 5 (56%) 0 (0%)

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2. Executive Summary (Cont’d)
B. Allowances and Benefits Package
5
Market Positioning
Allowances/
Benefits
BELOW AT ABOVE
Housing
Allowance
KSA - Sales Manager
UAE - Sales Manager Gulf (SU)
UAE - Financial Analyst
All other Company X roles
Children’s
Education
KSA - Sales Manager
KSA - Sales Supervisor
All other Company X roles
LEB - Product & Technical Manager
MEA
Utilities All other Company X roles
UAE - General Manager MEA (WC)
UAE - Marketing Manager MEA (WC)
Target
Performance
Bonus
All other Company X LEB and KSA-
based roles
All other Company X UAE-based roles
Company Car/
Cash Allowance
UAE - Financial Analyst All other Company X roles
Annual Vacation
Tickets
All other Company X KSA-based roles
All other Company X LEB-based roles
UAE - Clinical Trainer MEA
Medical Insurance
UAE - Clinical Trainer MEA
LEB - Sales Director MEA
KSA - Sales Manager
LEB - Product & Technical Manager
MEA
KSA - Sales Supervisor

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3. Methodology
The following 4 step process was deployed for this project:
N.B. Statistical terms are defined in Appendix A, participating organizations in Appendix B, Job
Descriptions are provided in Appendix C
6
Data
Collection
• Reviewed following key items:
• Organisation Charts
• Job Descriptions – Discussion with the General Manager
Job
Matching
• Mapping of each role to Towers Watson Survey Methodology (Career Paths and Global
Grades as well as review and validation of mapping conducted with Mr X, General
Manager.
Market Data
Analysis
• Compa Ratio Analysis for ABS, TGC, TTC, ATC, TTR and ATR
• Analysis of individual benefit items
• Peer Group Comparison to Medical Technology markets in UAE, KSA and Lebanon
Reporting
• Power Point Summary
• Excel Reports by employees

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7
Your Company Title : General Manager MEA (WC)
TW Benchmark Code : AAB020-EX-16
Compa-Ratio to MEDICAL TECHNOLOGY Peer Group – United Arab Emirates No. of Companies : 5 No. of Incumbents : 5
Cash Components
Your Data
Average
(AED per annum) Compa-Ratio
P10 P25 Med. P75 P25 Med. P75
ABS 516,756 - 510,287 675,943 719,101 101.3% 76.4% 71.9%
TGC 784,756 - 710,924 845,773 940,144 110.4% 92.8% 83.5%
TTC 939,783 - 828,634 1,048,930 1,125,427 113.4% 89.6% 83.5%
ATC 935,039 - 802,024 1,074,979 1,118,816 116.6% 87.0% 83.6%
TTR 1,010,951 - 881,968 1,097,890 1,222,491 114.6% 92.1% 82.7%
ATR 1,006,207 - 875,980 1,133,782 1,223,919 114.9% 88.7% 82.2%
Compa-ratio legend:
Market Compa-ratio Report

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8
Your Company Title : Sales Manager Gulf (SU)
TW Benchmark Code : CSC911-M3-14
Cash Components
Your Data
Average
P10 P25 Med. P75 P25 Med. P75
ABS 265,740 250,806 296,560 357,232 398,060 89.6% 74.4% 66.8%
TGC 423,240 379,755 411,657 468,863 493,043 102.8% 90.3% 85.8%
TTC 529,536 406,662 450,875 571,085 639,957 117.4% 92.7% 82.7%
ATC 458,317 401,955 439,659 508,191 621,637 104.2% 90.2% 73.7%
TTR 589,536 448,091 507,295 601,182 698,723 116.2% 98.1% 84.4%
ATR 518,317 438,248 485,936 563,120 679,972 106.7% 92.0% 76.2%
Compa-ratio legend:

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9
Your Company Title : Marketing Manager MEA (WC)
TW Benchmark Code : AMK000-P4-13
Cash Components
Your Data
Average
P10 P25 Med. P75 P25 Med. P75
ABS 272,000 204,332 219,551 234,769 282,969 133.1% 123.9% 115.9%
TGC 374,000 317,533 332,496 347,458 393,135 117.8% 112.5% 107.6%
TTC 455,600 343,366 363,433 383,500 427,614 132.7% 125.4% 118.8%
ATC 425,000 333,175 370,194 396,757 423,330 127.6% 114.8% 107.1%
TTR 493,600 371,411 394,130 419,522 473,878 132.9% 125.2% 117.7%
ATR 463,000 363,301 382,422 420,602 477,348 127.4% 121.1% 110.1%
Compa-ratio legend:

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10
Your Company Title : Financial Manager
TW Benchmark Code : AFA000-M2-12
Cash Components
Your Data
Average
P10 P25 Med. P75 P25 Med. P75
ABS n.a. 160,155 186,722 202,579 343,896 n.a. n.a. n.a.
TGC n.a. 206,351 257,594 310,319 399,894 n.a. n.a. n.a.
TTC n.a. 222,622 286,871 335,452 412,139 n.a. n.a. n.a.
ATC n.a. 268,252 310,942 374,309 456,559 n.a. n.a. n.a.
TTR n.a. 292,413 336,135 368,879 436,368 n.a. n.a. n.a.
ATR n.a. 287,511 333,154 389,941 480,042 n.a. n.a. n.a.
Compa-ratio legend:

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11
Your Company Title : Clinical Trainer MEA
TW Benchmark Code : PCL040-P4-13
Cash Components
Your Data
Average
P10 P25 Med. P75 P25 Med. P75
ABS 280,000 203,780 225,488 265,483 292,053 124.2% 105.5% 95.9%
TGC 437,500 317,510 335,588 368,927 417,469 130.4% 118.6% 104.8%
TTC 493,500 347,612 375,788 410,547 461,064 131.3% 120.2% 107.0%
ATC 479,500 334,574 360,121 402,482 449,512 133.1% 119.1% 106.7%
TTR 555,500 368,416 412,401 455,950 526,258 134.7% 121.8% 105.6%
ATR 541,500 356,055 384,503 445,106 497,531 140.8% 121.7% 108.8%
Compa-ratio legend:

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12
Your Company Title : Financial Analyst
TW Benchmark Code : AFA000-P3-12
Cash Components
Your Data
Average
P10 P25 Med. P75 P25 Med. P75
ABS 251,352 132,744 182,808 194,995 246,344 137.5% 128.9% 102.0%
TGC 275,352 204,943 247,727 301,104 346,357 111.2% 91.4% 79.5%
TTC 300,487 223,512 263,311 329,201 370,396 114.1% 91.3% 81.1%
ATC 295,352 242,323 280,879 312,389 362,164 105.2% 94.5% 81.6%
TTR 319,987 278,322 331,593 362,007 410,420 96.5% 88.4% 78.0%
ATR 314,852 264,635 303,535 355,479 390,069 103.7% 88.6% 80.7%
Compa-ratio legend:

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13
Your Company Title : Customer Services & Logistics Professional
TW Benchmark Code : ASC030-U2-06
Cash Components
Your Data
Average
P10 P25 Med. P75 P25 Med. P75
ABS n.a. 62,254 70,369 87,125 102,541 n.a. n.a. n.a.
TGC n.a. 81,951 91,056 112,792 124,350 n.a. n.a. n.a.
TTC n.a. 90,410 100,456 112,792 133,085 n.a. n.a. n.a.
ATC n.a. 84,095 93,439 112,792 134,551 n.a. n.a. n.a.
TTR n.a. 105,141 134,873 182,715 191,837 n.a. n.a. n.a.
ATR n.a. 96,069 135,568 182,715 192,288 n.a. n.a. n.a.
Compa-ratio legend:

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14
Your Company Title : Sales Director MEA
TW Benchmark Code : AMJ000-EX-15
Compa-Ratio to MEDICAL TECHNOLOGY Peer Group – Lebanon No. of Companies : 4 No. of Incumbents : 6
Cash Components
Your Data
Average
(USD per annum) Compa-Ratio
P10 P25 Med. P75 P25 Med. P75
ABS 101,088 - 88,255 101,811 133,789 114.5% 99.3% 75.6%
TGC 109,088 - 97,914 117,379 134,296 111.4% 92.9% 81.2%
TTC 149,523 - 117,629 134,001 196,050 127.1% 111.6% 76.3%
ATC 130,997 - 116,598 124,340 194,657 112.3% 105.4% 67.3%
TTR 165,323 - 133,277 180,406 218,895 124.0% 91.6% 75.5%
ATR 146,797 - 124,944 178,838 216,692 117.5% 82.1% 67.7%
Compa-ratio legend:

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15
Your Company Title : Product & Technical Manager MEA
TW Benchmark Code : AMK000-M3-14
Compa-Ratio to MEDICAL TECHNOLOGY Peer Group – Lebanon No. of Companies : 13 No. of Incumbents : 55
Cash Components
Your Data
Average
(USD per annum) Compa-Ratio
P10 P25 Med. P75 P25 Med. P75
ABS 88,200 - 70,058 81,470 89,715 125.9% 108.3% 98.3%
TGC 96,200 - 70,058 81,470 89,715 137.3% 118.1% 107.2%
TTC 131,480 - 88,016 99,007 125,850 149.4% 132.8% 104.5%
ATC 112,642 - 94,316 104,877 125,849 119.4% 107.4% 89.5%
TTR 147,280 - 96,900 114,180 136,184 152.0% 129.0% 108.1%
ATR 128,442 - 96,154 118,336 136,183 133.6% 108.5% 94.3%
Compa-ratio legend:

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16
Your Company Title : Sales Manager
TW Benchmark Code : CSC911-S3-12
Compa-Ratio to MEDICAL TECHNOLOGY Peer Group – Saudi Arabia No. of Companies : 5 No. of Incumbents : 16
Cash Components
Your Data
Average
(SAR per annum) Compa-Ratio
P10 P25 Med. P75 P25 Med. P75
ABS 211,692 135,017 183,515 216,678 244,313 115.4% 97.7% 86.6%
TGC 289,692 187,020 222,874 293,182 329,745 130.0% 98.8% 87.9%
TTC 353,200 212,907 264,512 329,675 412,159 133.5% 107.1% 85.7%
ATC 349,692 215,243 258,634 310,125 414,292 135.2% 112.8% 84.4%
TTR 398,200 249,209 295,185 341,308 451,535 134.9% 116.7% 88.2%
ATR 394,692 244,297 283,773 314,415 422,765 139.1% 125.5% 93.4%
Compa-ratio legend:

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17
Your Company Title : Sales Supervisor
TW Benchmark Code : CSC911-S2-10
Compa-Ratio to MEDICAL TECHNOLOGY Peer Group – Saudi Arabia No. of Companies : 5 No. of Incumbents : 13
Cash Components
Your Data
Average
(SAR per annum) Compa-Ratio
P10 P25 Med. P75 P25 Med. P75
ABS 144,000 85,759 100,230 135,651 167,806 143.7% 106.2% 85.8%
TGC 210,000 127,152 144,090 182,921 227,328 145.7% 114.8% 92.4%
TTC 253,200 150,016 176,985 223,202 283,732 143.1% 113.4% 89.2%
ATC 240,000 160,932 180,307 214,360 256,250 133.1% 112.0% 93.7%
TTR 300,700 183,883 208,120 250,226 306,161 144.5% 120.2% 98.2%
ATR 287,500 187,649 209,964 236,694 293,464 136.9% 121.5% 98.0%
Compa-ratio legend:

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5. Results – Allowances/Benefits Audit
 The following core benefits/allowances were reviewed:
 Housing
 Children’s Education
 Utilities
 Target Performance Bonus
 Company Car/Cash Allowance
 Annual Vacation Tickets
 Medical Insurance
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19
5. Results – Allowances/Benefits Audit – Housing Allowance
Company X Position Country
Company X
Data
General Manager MEA (WC) UAE 180,000
Sales Manager Gulf (SU) UAE 90,000
Marketing Manager MEA (WC) UAE 90,000
Financial Manager UAE N/A
Clinical Trainer MEA UAE 90,000
Financial Analyst UAE 24,000
Customer Services & Logistics Professional UAE N/A
Sales Director MEA Lebanon -
Product & Technical Manager MEA Lebanon -
Sales Manager KSA 48,000
Sales Supervisor KSA 36,000
Lower
Quartile
Median
Upper
Quartile
161,685 176,971 204,001
116,166 122,480 135,698
91,866 96,970 115,980
74,304 87,585 102,067
91,866 104,078 126,941
71,659 81,659 97,213
18,498 20,328 31,250
Not Typical Market Practice
49,343 60,918 80,146
32,631 40,612 50,963
Company X Information Market Information
Data Source: 2013 General Industry & Medical Technology Market Data
At Market
Below Market
Above Market
Currency:
- Lebanon: USD
- Saudi Arabia: SAR
- United Arab Emirates: AED

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20
5. Results – Allowances/Benefits Audit – Children’s Education
Company X
Data
Marketing Manager MEA (WC) UAE -
Financial Analyst UAE -
Sales Director MEA Lebanon 4,000
Product & Technical Manager MEA Lebanon 4,000
Lower
Quartile
Median
Upper
Quartile
27,621 32,000 52,500
19,300 22,500 30,000
14,688 20,000 26,442
19,300 22,500 30,000
14,688 20,000 26,442
14,688 20,000 26,442
12,855 17,000 25,000
500 4,150 4,750
500 1,500 2,500
17,156 21,500 35,625
17,156 21,500 35,625
At Market
Below Market
Above Market
Currency:
- Lebanon: USD
- Saudi Arabia: SAR

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21
5. Results – Allowances/Benefits Audit – Utilities Allowance
Data Source: 2013 General Industry UAE
 In the UAE only 15% of the companies in General Industry are providing Utilities Allowance
to their General Manager. This reduces to 5% of the companies for Professionals. None of
the Medical Technology companies have such practice in place.
 When provided, the General Management roles would typically receive AED 12,500 (annual average).
 When provided, the Professional roles would typically receive AED 6,335 (annual average).
 Similar exceptional practice is observed in the Saudi market.
 It is not market practice in Lebanon.
With AED 18,000 provided as Utilities Allowance to the General Manager and AED
12,000 to the Marketing Manager, Company X’s practice is above the market.

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22
5. Results – Allowances/Benefits Audit – Performance Bonus
Company X
Data
General Manager MEA (WC) UAE 30%
Sales Manager Gulf (SU) UAE 40%
Marketing Manager MEA (WC) UAE 30%
Clinical Trainer MEA UAE 20%
Financial Analyst UAE 10%
Sales Director MEA Lebanon 40%
Product & Technical Manager MEA Lebanon 40%
Sales Manager KSA 30%
Sales Supervisor KSA 30%
Lower
Quartile
Median
Upper
Quartile
20.0% 25.0% 30.0%
22.0% 27.5% 33.0%
10.0% 15.0% 18.0%
10.0% 15.0% 23.0%
10.0% 15.0% 28.0%
10.0% 10.0% 15.0%
8.0% 10.0% 12.0%
23.5% 35.0% 40.0%
20.0% 28.0% 40.0%
27.5% 35.0% 40.0%
25.0% 33.8% 40.0%
At Market
Below Market
Above Market
Currency:
- Lebanon: USD
- Saudi Arabia: SAR

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23
5. Results – Allowances/Benefits Audit – Company Car/Cash Allowance
Company X
Data
Lower
Quartile
Median
Upper
Quartile
42,798 48,960 59,282
24,027 28,581 35,424
26,791 30,622 30,622
20,684 28,068 36,744
26,791 30,622 30,622
22,311 23,285 29,520
- 9,698 -
- 9,698 -
24,367 28,022 32,704
- 24,667 -
At Market
Below Market
Above Market
Currency:
- Lebanon: USD
- Saudi Arabia: SAR

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24
5. Results – Allowances/Benefits Audit – Annual Vacation Tickets
Company X
Data
Sales Director MEA Lebanon -
Product & Technical Manager MEA Lebanon -
Lower
Quartile
Median
Upper
Quartile
11,352 17,979 30,568
6,047 12,555 22,967
1,404 9,411 14,266
7,349 9,615 20,198
1,404 9,411 14,266
4,256 7,145 18,649
2,553 3,370 6,969
20,306 20,306 20,306
10,153 20,306 20,306
At Market
Below Market
Above Market
Currency:
- Lebanon: USD
- Saudi Arabia: SAR

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25
5. Results – Allowances/Benefits Audit – Medical Insurance
Company X
Data
Lower
Quartile
Median
Upper
Quartile
21,644 27,467 32,499
8,434 13,893 16,610
8,303 16,611 27,049
5,129 13,198 23,305
8,303 16,611 27,049
5,660 13,449 16,661
- 3,667 -
2,778 4,341 6,987
2,886 3,738 4,356
11,296 11,862 12,429
2,460 8,987 11,298
At Market
Below Market
Above Market
Currency:
- Lebanon: USD
- Saudi Arabia: SAR

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6. Findings & Recommendations
26
 For Total Guaranteed Compensation, the overall market positioning of Company X is:
 Aligned (for 78% of the employees)
 Above market (for the remaining 22% of employees)
to the Medical Technology market median. This positioning ranges from 90% to 118%.
 We have only observed two weak positioning for the provision of Housing allowance to
both Sales Manager roles in the UAE and in KSA. The housing provided to Financial
Analyst is currently well below market and would require your attention.
 Company X Assistance to Children’s Education in KSA would require attention since the
market is providing allowances per child twice higher than Company X.
 Company X is above market practice with its rather exceptional provision of Utilities
allowance to two employees.

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6. Findings & Recommendations (Cont’d)
27
 When Variable Pay is considered as part of the Total Compensation package, Company
X’s strong positioning to the market is maintained. Company X variable pay is robust,
both for on-target as well as for actual provision.
 With exception for the Financial Analyst which may require some adjustment/alignment,
all Company X employees receive a Company Car Cash Allowance aligned with the
market practice.
 Internal and external disparities are observed on the provision of the Vacation/Flight
Tickets value. However this may result from the fact that the country of origin of the
employee may vary and automatically impact the ticket value provision.
 The contribution of Company X to the Employee Medical Insurance seems aligned or
robust in Lebanon and KSA markets. However we observed internal disparities and
external misalignment to the UAE market, which might require your attention.
 On Total Reward, the overall market positioning of Company X is either aligned or strong
compared to market median.

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© 2014 Towers Watson. All rights reserved. Proprietary and Confidential.
Appendix A – Definition of Terms
28
Ranges
10th Percentile: Value below which 10% of the data lie
25th Percentile: Value below which 25% of the data lie
Median: Value above/below which 50% of the data lie
75th Percentile: Value above which 25% of the data lie
90th Percentile: Value above which 10% of the data lie
N°of Companies : Number of companies reporting incumbents taken into account in the calculations.
N°of Incumbents : Number of individual incumbents taken into account in the calculations.
Cash Components
Annual Base Salary: Includes monthly base salary multiplied by the appropriate number of months based on the country statutory requirement,
and other fixed payments (such as fixed guaranteed bonuses and contractual bonuses). Expressed as an annual amount.
Total Guaranteed Compensation: The sum of annual base salary and any fixed cash allowances.
Target Total Compensation: The sum of total guaranteed compensation and target total variable pay.
Actual Total Compensation: The sum of total guaranteed compensation and actual total variable pay.
Target Total Rewards excluding LTI: The sum of annual base salary, fixed cash allowances, target total variable pay and valued benefits.
Actual Total Rewards excluding LTI : The sum of annual base salary, fixed cash allowances, actual total variable pay and valued benefits.

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Appendix B – Medical Technology Peer Groups
29
LebanonUAE KSA
ALCON LABORATORIES
ANSELL
BAUSCH & LOMB
BAXTER
BECTON DICKINSON
BRAINLAB
CAREFUSION
COVIDIEN
GE HEALTHCARE
JOHNSON & JOHNSON
KINETIC CONCEPTS (KCI)
LIFE TECHNOLOGIES
MEDTRONIC
OLYMPUS KEYMED
OMRON HEALTHCARE
PALL CORPORATION
PAUL HARTMANN
ROCHE DIAGNOSTICS
SIEMENS
SMITH AND NEPHEW
STRYKER
THERMO FISHER SCIENTIFIC
VARIAN MEDICAL SYSTEM
ALCON LABORATORIES
BAUSCH & LOMB
BAXTER
BECTON DICKINSON
BRAINLAB
COVIDIEN
GE HEALTHCARE
JOHNSON & JOHNSON
MEDTRONIC
OLYMPUS KEYMED
ROCHE DIAGNOSTICS
SMITH AND NEPHEW
VARIAN MEDICAL SYSTEM
ALCON LABORATORIES
AMS
BOSTON SCIENTIFIC
COVIDIEN
GE HEALTHCARE
HAEMONETICS
JOHNSON & JOHNSON
MEDTRONIC
OLYMPUS KEYMED
ORBUSNEICH
ROCHE DIAGNOSTICS
ZIMMER

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Appendix C – Job Descriptions
Company X Position: General Manager MEA (WC)
TW Code: AAB020-EX-16
30
Function: Profit Center Management (AAB) Discipline: Country Manager (020)
Responsible for the profitability and growth of a single or multiple
profit center or business unit. Directs the establishment of long-
range plans, strategy and policy. Manages the line and staff
operations.
- Manages the profitability and growth of the organization’s
operations within a country or group of countries and is not
limited to a specific product line
- Represents the organization in relations with customers and
the business and non-business communities
- May be responsible for legal, tax and regulation purposes
- Manages incumbents supporting multiple lines of business
Career Level: Executive Career Band (EX) Global Grade: 16
- Global Grade 16 CEOs are typically responsible for:
- Full-Time Equivalent employment under 90
- Operations in a cluster of countries within one region
- Related products/services in a single industry without end-to-end control of the business

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Appendix C – Job Descriptions (Cont’d)
Company X Position: Sales Manager Gulf (SU)
TW Code: CSC911-M3-14
31
Function: Channel Sales (CSC) Discipline: Medical/Surgical Devices (911)
Maximizes revenues from sales of the organization’s products
and/or services through a base of reseller partners such as
dealers, systems integrators, value added resellers (VARs),
distributors or retailers. Locates, evaluates and recruits potential
channel partners. Supports partners throughout the sales
process in all sales-oriented activities, such as marketing,
advertising, sales promotions and training to achieve revenue
targets.
- Sells a portfolio of the organization’s and/or third party
products through a base of reseller partners
- Specializes in the sale of medical and/or surgical devices
(e.g., needles, gloves, oxygen masks), active implantable
technology (e.g., cardiac pacemakers, heart catheters),
nonactive implantable technology (e.g., cardiac stents and
prostheses)
Career Level: Senior Manager (M3) Global Grade: 14
- Provides leadership to supervisors and/or professional staff
- Is accountable for the performance and results of related
units
- Develops departmental plans, including business,
production and/or organizational priorities
- Controls resources and policy formation in area of
responsibility
- Decisions are guided by resource availability and functional
objectives
- Identifies applications of functional knowledge and existing
methodologies to complex problems
- Manages professionals and/or junior managers
- In Global Grade 16-17 organizations, typically has
accountability for a function

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Company X Position: Marketing Manager MEA (WC)
TW Code: AMK000-P4-13
32
Function: Marketing (AMK) Discipline: Generalist/Multidiscipline (000)
Markets the organization’s products, brands and/or services.
Designs, develops and implements communication programs to
advertise the organization’s products/brands/services using
media (TV, radio, print, direct mail, the internet), events, and
sales promotions. Develops and evaluates pricing strategies
and structures. Designs and maintains websites to promote and
sell the organization’s products through the internet.
- Designs, develops and implements marketing programs
and/or pricing strategies to support the organization’s
products, services or market sector
- Uses specific marketing strategies and media (e.g., internet,
press, television, radio) to launch and position products and
services in a sector
- Identifies and implements marketing strategies and
programs in collaboration with sales and technical teams
- Responsibilities are within the Marketing Function as a
generalist or in a combination of Disciplines
Career Level: Specialist (P4) Global Grade: 13
- Is recognized as an expert in own area within the organization
- Requires specialized depth and/or breadth of expertise
- Interprets internal or external business issues and
recommends solutions/best practices
- Solves complex problems; takes a broad perspective to
identify solutions
- Works independently, with guidance in only the most complex
situations
- Progression to this level is typically restricted on the basis of
business requirement
- Guides others in resolving complex issues in specialized
area based on existing solutions and procedures
- Serves as an expert within own discipline
- Serves as a resource for best practices/quality on functional
teams or projects
- Trains/mentors junior staff

towerswatson.com
Company X Position: Financial Manager
TW Code: AFA000-M2-12
33
Function: Finance (AFA) Discipline: Generalist/Multidiscipline (000)
Develops implements and maintains the financial plans and
policies of the organization. Establishes fiscal controls, prepares
financial reports, maintains relations with investment and
banking communities, advises management of financial affairs
and assists in long-range planning.
- Performs a variety of financial activities, including
accounting, financial analysis, audit, tax, credit and
collections
- Develops and evaluates financial plans and policies
- Establishes and maintains accounting, financial, and
reporting policies and controls
Career Level: Manager (M2) Global Grade: 12
- Manages professional employees and/or supervisors
- Is accountable for the performance and results of a team
within own discipline or function
- Adapts departmental plans and priorities to address
resource and operational challenges
- Decisions are guided by policies, procedures and business
plan; receives guidance from senior manager
- Provides technical guidance to employees, colleagues
and/or customers
- Accountable for results of a small team
- Exercises limited management authority; sets employee
performance objectives, conducts performance reviews and
recommends pay actions
- Defines team operating standards and ensures essential
procedures are followed based on knowledge of own
discipline

towerswatson.com
Company X Position: Clinical Trainer MEA
TW Code: PCL040-P4-13
34
Function: Clinical Development (PCL) Discipline: Clinical Technical Training (040)
Evaluates the efficacy and safety of drugs in human clinical
studies. (Phases I to IV) involving patient interaction and/or
research, consulting, bench work and/or analysis
- Delivers clinical training or training-related services in support
of company therapies and products
Career Level: Specialist (P4) Global Grade: 13
- Is recognized as an expert in own area within the
organization
- Requires specialized depth and/or breadth of expertise
- Interprets internal or external business issues and
recommends solutions/best practices
- Solves complex problems; takes a broad perspective to
identify solutions
- Works independently, with guidance in only the most
complex situations
- Progression to this level is typically restricted on the basis of
business requirement
- Guides others in resolving complex issues in specialized
area based on existing solutions and procedures
- Serves as an expert within own discipline
- Serves as a resource for best practices/quality on functional
teams or projects
- Trains/mentors junior staff

towerswatson.com
Company X Position: Financial Analyst
TW Code: AFA000-P3-12
35
Function: Finance (AFA) Discipline: Generalist/Multidiscipline (000)
Develops implements and maintains the financial plans and
policies of the organization. Establishes fiscal controls, prepares
financial reports, maintains relations with investment and
banking communities, advises management of financial affairs
and assists in long-range planning.
- Performs a variety of financial activities, including
accounting, financial analysis, audit, tax, credit and
collections
- Develops and evaluates financial plans and policies
- Establishes and maintains accounting, financial, and
reporting policies and controls
Career Level: Career (P3) Global Grade: 12
- Requires in-depth knowledge and experience
- Solves complex problems; takes a new perspective using
existing solutions
- Works independently; receives minimal guidance
- Acts as a resource for colleagues with less experience
- Represents the level at which career may stabilize for many
years or even until retirement
- Uses best practices and knowledge of internal or external
business issues to improve products/services or processes
- Typically resolves complex problems or problems where
precedent may not exist
- Often leads the work of project teams; may formally train
junior staff
- Works independently

towerswatson.com
Company X Position: Customer Services & Logistics Professional
TW Code: ASC030-U2-06
36
Function: Supply Chain and Logistics (ASC) Discipline: Logistics (030)
Performs supply chain and logistics functions, which may
include, but are not limited to, material procurement, production
planning, inventory control, outsourcing, vendor selection, and
distribution. Creates integrated processes among internal
functions such as operations, purchasing and logistics, and
outside suppliers. Focuses resources on continuous
improvement of the movement of materials through various
production processes, and establishes key performance metrics
and benchmarks relating to supply chain planning/forecasting to
measure actual performance against goals on a regular basis.
Promotes alignment by understanding and communicating
customer needs and requirements throughout the organization.
- Coordinates inbound and outbound logistical operations
including inventory management, warehousing, and
transportation to ensure sufficient supply of goods and
products
- Controls the commercial impact of the complete range of
activities from receiving, locating and dispatching, sourcing,
purchasing and optimizing inventory levels
- Administers an effective system that meets the
organization’s inventory control needs through efficient
transportation of raw materials, component parts and/or
finished goods
Career Level: Senior (U2) Global Grade: 06
- Has developed knowledge and skills through formal training
or considerable work experience
- Entry level often for those with work experience in the skill
area
- Works within established procedures with a moderate
degree of supervision
- Identifies the problem and all relevant issues in
straightforward situations, assesses each using standard
procedures, and makes sound decisions
Intermediate level in business support has knowledge and
experience in established procedures, and identifies and
resolves issues in straightforward situations

towerswatson.com
Company X Position: Sales Director MEA
TW Code: AMJ000-EX-15
37
Function: Sales and Marketing (AMJ) Discipline: Generalist/Multidiscipline (000)
Responsible for the marketing, sales and customer service to
promote and support the organization’s products.
Career Level: Executive Career Band (EX) Global Grade: 15
- Below the CEO level, Global Grade 15 is restricted to executives in Global Grade 16 to 19 organizations;
- Typically reports to the head of a subregion, country, division or function
- Heads a key function with a direct impact on business performance; sets functional strategy and significantly influences overall
business unit strategy

towerswatson.com
Company X Position: Product & Technical Manager MEA
TW Code: AMK000-M3-14
38
Function: Marketing (AMK) Discipline: Generalist/Multidiscipline (000)
Markets the organization’s products, brands and/or services.
Designs, develops and implements communication programs to
advertise the organization’s products/brands/services using
media (TV, radio, print, direct mail, the internet), events, and
sales promotions. Develops and evaluates pricing strategies
and structures. Designs and maintains websites to promote and
sell the organization’s products through the internet.
- Uses specific marketing strategies and media (e.g., internet,
press, television, radio) to launch and position products and
services in a sector
- Identifies and implements marketing strategies and
programs in collaboration with sales and technical teams
- Responsibilities are within the Marketing Function as a
generalist or in a combination of Disciplines
Career Level: Senior Manager (M3) Global Grade: 14
- Provides leadership to supervisors and/or professional staff
- Is accountable for the performance and results of related
units
- Develops departmental plans, including business,
production and/or organizational priorities
- Identifies applications of functional knowledge and existing
methodologies to complex problems
- Manages large teams of professionals and/or junior
managers

towerswatson.com
Company X Position: Sales Manager
TW Code: CSC911-S3-12
39
distributors or retailers. Locates; evaluates and recruits potential
targets.
- Sells a portfolio of the organization’s and/or third-party
- Specializes in the sales of Over-The-Counter (OTC),
nonprescription drugs and consumer health products (e.g.,
creams, dental care, eye care) to pharmacists, doctors,
hospitals, other caretakers, retailers, wholesalers and
purchasing groups
Career Level: Career (S3) Global Grade: 12
- Has a solid understanding of business, financials,
products/services, the market, and the needs of assigned
accounts; may help develop colleagues’ understanding;
may be recognized as an expert in one area
- Complexity is high (territory/ account, products/services,
sales or account management process); may serve as team
lead
- Has high level of authority/opportunity to set and negotiate
product/service terms
- Plans own territory or account approach and manages own
resources
- Manages accounts in a large domestic or small multicountry
territory
- Recognized internally as an expert in an aspect of business,
financials, products/services, the market and the needs of
assigned accounts
- Typically leads a small sales team but without supervisory
authority
- Trains and mentors junior staff

towerswatson.com
Company X Position: Sales Supervisor
TW Code: CSC911-S2-10
40
distributors or retailers. Locates; evaluates and recruits potential
targets.
- Sells a portfolio of the organization’s and/or third-party
- Specializes in the sales of Over-The-Counter (OTC),
nonprescription drugs and consumer health products (e.g.,
creams, dental care, eye care) to pharmacists, doctors,
hospitals, other caretakers, retailers, wholesalers and
purchasing groups
Career Level: Intermediate (S2) Global Grade: 10
- Is developing an understanding of business, financials,
products/services, the market, or account needs
- Complexity is moderate (territory/assigned accounts,
products/services, sales or account management process)
- Has moderate authority/opportunity to set and negotiate
product/service terms
- Is beginning to plan own territory or account approach and
monitor resources
- Supervisor who does not spend more than 20% of time
performing the work supervised
- Coordinates and supervises the daily activities of medium-
sized routine support or production operations teams
- Solves problems based on practice and precedent

Compensation Benchmark Analysis

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