EMS ( Employee Management System) Es una herramienta que utiliza General Electric para evaluar el desempeño y el logro de objetivos trazados año a año para un empleado de banda Profesionales (PB)y banda Lideres Profesionales (LPB)

1. Performance Appraisal - 2010: Sergio H Maturana
Personal Profile
Position Title: Sales Manager - Bolivia Global ID: 211021608
Industry: GE Home & Business Solutions Work Location: Santiago (GEL) CL
Business: GE Appliances & Lighting Manager: Germán Rojas
Sub Business: Lighting HR Manager: Viviana Guirao
Organization: Ltg - Latin America - Southern Dotted Line Mgr:
Cone -Commercial-C&I-Bolivia
Function: Sales Addl Reviewer:
Job Family: Client, Account and Affiliate GE Service: 10
Origination and Management
GE Band: LPB Date of Hire: 02-Jan-2001
Rating Summary
Performance Rating: Consistently Meets
Expectations
Growth Values Rating: Consistently Meets
Expectations
Overall Rating: Strong Contributor
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2. Performance Appraisal - 2010: Sergio H Maturana
Performance
Goal Name
Opening of the distribution of consumer Lighting
Performance Against Goal(Employee) Performance Against Goal(Manager)
I opened the distribution of the Consumer He crated coverage of distributors that helped him to
Lighting to other 2 new customers, which was grow in sales during 2010 target met.
handling for Hansa in exclusive form to 2Q He obtained 2 new Customers
2010. With this measure it was achieved an
increase in sales of the line of 223% over the
previous year. From US$187k in 2009 to US$
416k in the present year
Goal Name
Introduction of new lines of products
Performance Against Goal(Employee) Performance Against Goal(Manager)
Introduced in the third quarter, lines of Linear Sergio correctly applied the mix strategy enlarging
Fluorescent Lamps and Compact Fluorescent the products range in his Distributors. Target met.
Lamps to new distributors, Gedabol and The new products that he Introduced in the Bolivian
Bolivian Electric Ltda., thereby achieving in Market : LFL and CFL lamps
Bolivia an increase in sales, in the market
share and the CM, as it had projected in the
beginning of the year 2010.
Goal Name
To raise the global CM into a 22 % as a minimum
Performance Against Goal(Employee) Performance Against Goal(Manager)
I raised the overall CM from 18% in 2009 to The proper handling of mix and business
22% in 2010. This was achieved by extending opportunities permitted him to satisfactorily meet the
& improving the mix, focusing the sale on target.
products of major added and technological He obtained 22% CM during 2010
value. With this, combined with 45% increase in
sales volume, I managed to generate a CM
$170k against the $94k, in last year.
Goal Name
100% Contracts with High Risk customers or +$100k
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3. Performance Against Goal(Employee) Performance Against Goal(Manager)
To date, I managed that 100% of our Target met.
customers in Bolivia, have signed a Sell and He obtained the contract with his customner on time.
purchase agreement with GE, whether High
Risk clients or clients with sales over $100k in
12 months straight.
Performance Rating(Manager)
Consistently Meets Expectations
Overall Summary(Employee) Overall Summary(Manager)
The primary goal entrusted to me early in the Sergio achieved a USD 750K in sales being 45%
year, was to grow the market share, sales and higher than last year with 24% CM.
Contribution margin in Bolivia. His proper customers’ handling and strategy use
This goals was efficiently achieved by permitted him to close 2010 with these results.
increasing the mix through the introduction of Important was open new customers and increased
new lines and products and increasing sales in de number of skus in the master products of their
this market in more than 45% over the previous customers
year ( from $ 515k to $ 750k ) and more than
280% of the 2008 year ( from $ 267k to $
750k), date in which I'm responsible as Sales
Manager C&I for Bolivia, raising and improving
the CM from 12% in 2008 to 20% in 2009 and
24% in 2010
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4. Performance Appraisal - 2010: Sergio H Maturana
Growth Values
Growth Values Employee Ratings Manager Ratings
External Focus Development Needed Development Needed
Clear Thinker Exceeds Expectations Exceeds Expectations
Imagination Exceeds Expectations Exceeds Expectations
Inclusiveness Exceeds Expectations Consistently Meets Expectations
Expertise Consistently Meets Expectations Consistently Meets Expectations
Strengths
Employee Input Manager Input
Clear Thinker:I realized that without the Clear Thinker: He looked for alternative solutions
opening of the distribution wouldn't be able to when met with troubles without losing the GE
grow the market. Persuaded to participate in 2 strategy reckoning, he communicated messages
new clients and I achieved a 45% increase in clearly and concisely, makes decisions and
sales & 4 points in MC communicated the priorities
Imagination:Curious, persistent and Imagination: He always looked for new forms to
dependable. Always looking for new ways to enlarge the business in his marketplace.
make the business grow. This Was exhibited in He has courage to take action on ideas and risks.
each quarter with my recovery actions to
achieve sales and CM targets
Development Needs
Employee Input Manager Input
External focus:Focus on tracking the spot External Focus: he needs to get an inside knowledge
market opportunities and not wait for the of his customers manages their lighting business
distributor report/choose where they want to care about their benefits, complete the statistics that
participate. allows them to enlarge their importance inside their
Living in Iquique-Chile and providing remote companies.
assistance to Bolivia, I can not optimize the He needs incorporate in his analysis, market
service and lost opportunities and new intelligence and GE financial tools.
business development
Receive mentoring & technical skills in LED
Projects, to confront successfully the task that
come forward
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5. Performance Appraisal - 2010: Sergio H Maturana
Career Interests
Employee - Career Interests Manager - Career Recommendations
To be able to take responsibility for other He needs to keep in his present position to develop
Internat. customers in small markets that could the Bolivian Marketplace with all the C&I lighting
be served effectively using drop shipment and products and promote the LED sales according to
to Bolivia as template on how to grow with very the present and future commercial strategy of the
little presence in the country Company.
Show my ability to develop both in
sales&administration managing an major
account
Are you willing to relocate inside your present country? Yes
Are you willing to relocate outside your present country? Yes
Canada, Australia/New Zealand, Latin America, United States.
Development Plan
Employee - Development Plan Manager - Development Plan
• Receive mentoring and technical skills in Sergio should reside in Bolivia and from that location
Lighting Systems LED Projects, to confront to further enlarge the Bolivian market. Also to make
successfully the task that come forward in the him familiar with the GE financial tools to make
Bolivian Market. proper decisions (Profit, financial presentations, etc.)
• Improve my English skills, through english
courses. With this, would achieve better
communication and could access better career
opportunities in GE.
With the necessary knowledge I am going to be
able to develop and achieve the growth market
in Bolivia.
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6. Performance Appraisal - 2010: Sergio H Maturana
Employee Discussion Comments
None Provided
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7. Performance Appraisal - 2010: Sergio H Maturana
Approval Status
Status Name Date(MM/DD/YYYY)
SUBMITTED SERGIO MATURANA 17-Dec-2010
MANAGER PREPARED GERMÁN ROJAS 30-Dec-2010
1-OVER-1 APPROVED GUILLERMO MUTIS 04-Mar-2011
MANAGER RELEASED GERMÁN ROJAS 07-Mar-2011
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