KRA - H1 & H2 (Year 2017-18)

DEPARTMENT: IID
Name Application Engineer Organisation Business Result - OBR 65
Operational Business Manager Organisation Capability Development - OCD 35
Functional Business Manager
Period July 2018 to June 2019
SNO TYPE Weightage KRA & DETAILS SUCCESS MEASURES TIME

Service to customers

Discover propect needs and prepare / handle (Tele Sales) customized

Minimum 30 Demo should have been handled in a year. 30-Jun-18
productivity - Presales Presentation

1 OBR 35 Minimum 60% conversion to Sale. The presenter details to be entered in CDS form for
Presentation/Demo Online / Direct Monthly
count. Should have attended minimum 3 corporation within a month

handling Post sales training/as per commitment in the presales and

Measured based on No. of the post sales / Golive. Feedback from the customers Monthly
preparing documentation for the proposal

Contribution to business
New and innovative activities that leads to fresh enquiries or upgradation Minimum one activity per month. Each activity should generate minimum 5 new 30-Jun-18
of existing customers. enquiries - In a year not less than 10 oppurtunity

Conducting workshop @ office/on-site/MDF 60% positive feedback. No feedback is not considered. Minimum 20 participants for 30-Jun-18
2 OBR 30 inhouse and 50 for on-site

Corporate productivity seminar Minimum 12 seminars in a quarter and 36 in a year 30-Jun-18

Additional revenue to centre apart from product sales Measured by % of contribution towards the annual target / Fix min % 30-Jun-18

Skill Enhancement

Product skills - BIM workflow 4D Minimum four skillset in a year. 30-Jun-18

3 OCD 15
Trained and certified on 1st software in 90 days, 2nd software in 180 days, 3rd
Certification - Oracle / Bentley 30-Jun-18
software in 240 days and 4th software in 360 days.

Technical Support
Demo preparation based on registrations Should Meet 100% demo on registrations 30-Jun-18
4 OCD 10 Relevant Videos / Success Stories 30-Jun-18

Preparation of marketing content Preparing documents on marketing contents as per the guidelines and within the time 30-Jun-18
schedule

Product - Team & Office coordination

Customer Handling - Feedbacks / Pilot Guidance / Ensuring the
100% support in customer handling / Get Customer feedback system in place Monthly
deliverables to them
Generate and Maintain weekly and monthly reports, which can be used for 100% maintenance / Sumbit Reports Weekly,Monthly & Quaterly should be a PPT on 30-Jun-18
5 OCD 10 Analysis and Planning Gap and development

Maintain the prospect / customer database and coordinate to closed deal

100% maintenance on database 30-Jun-18
or support them/ coordinate with the Customer Service team