Competency & Offering Criteria

Customer Care and Insights
Center of Competency General Skills
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Strong executive presence and experience selling pre and post merger consulting engagements to CXO level clients
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Ability to accommodate extensive global travel – 60% - 70% or more
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Excellent written and verbal English skills
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Work in any of the growth markets is a plus: Asia Pacific, Central Europe, Russia, Africa, Latin America

RetailGeneral Skills
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Strong business acumen and Retail thought leadership.
Ability to define how and where a Retail organization should compete and differentiate
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Deep understanding of the Retail environment and emerging business and technology trends
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Strong financial skills, ability to read and pull business insights from a Retailer’s income statements, balance sheets and cash flow statements
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Must exhibit excellent oral and written communication, and strong leadership, project management, and teamwork skills with an ability to interact effectively with different levels of management
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Possess excellent analytical skills, with the capability to perform sophisticated hypothesis-driven analyses
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Prefer candidates that combine strong strategy development skills with a keen understanding of the impact of technology and innovation on business strategy
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Have experience in delivering complex strategic and technology implementation projects that address multi-faceted issues, working across organizational boundaries, interfacing with senior executives and working effectively in teams
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Demonstrate a strong track record of solving complex business issues and delivering (internal or external) client satisfaction

Customer Care and Insights Skills
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Direct experience in a Retail organization managing consumer-facing operations, such as store operations, e-commerce, customer care, or marketing in apparel, fast-moving consumer goods, or general merchandise segments
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Deep understanding of consumer-facing processes and organizational structure, with a focus on multi-channel operations
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Ability to analyze consumer-facing operations and cross-channel shopping processes, and apply best practices to improve operations and efficiency
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Extensive experience using or implementing software applications to automate store operations, e-commerce, customer care, or marketing
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Knowledge of analyzing customer information to develop and design loyalty programs and marketing initiatives
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Experience redesigning organization structures at the business unit and/or functional level, including transitioning from prior to new structure and implementing new roles, decision responsibilities, metrics, recognition and reward mechanisms, communication processes and effective governance to sustain change


Band Criteria

Name of Role	Experience Range	Job Description	Salary Range ( +/- 20% based on relevant experience levels) Figure is fixed annual remuneration. Extra performance bonus and yearly incentives will be on top plus reimbursements at sr. roles.
Associate Partner – Band 10	14 + Years of relevant consulting/industry experience	see below	TBD
Senior Managing Consultant – Band 9	11- 13 Years of relevant consulting/industry experience	see below	TBD
Managing Consultant – Band 8	7 to 10 Years of relevant consulting/industry experience	see below	TBD

Associate Partner – Band 10

•        Project Profiles: Demonstrated leadership across all phases of large, complex engagements, including -functional, international or cross-organizational teams.  Can provide oversight to multiple engagements at one time.  
•        Sales & Proposal Management: Establishes project vision and objectives with the client.  Leads proposal team through development of project scope and approach to solution client issue.  Understands and abides by the quality assurance guidelines. Can draft and review responses to Requests for Information (RFI), responses to Requests for Proposal (RFP), IBM contracts, and IBM statements of work
•        Project Delivery Tasks: Performs quality review of major project deliverables.  Leads work sessions and deliverable presentations with client CxO members.  Identifies and secures new and follow on work.
•        Knowledge Management: Ensures the use and collection of intellectual capital on the engagement
•        People Management: Mentors junior consultants on the proposal team, engagement manager and other junior delivery consultants as appropriate
•        Relationship Management: Develops relationships with client executives at CxO level.  Strong executive presence with the ability to establish credibility in first client meeting
•        Competency: Recognized as an expert in their competency and/or specific offerings
•        Retail Community: Participates in and/or is responsible for the creation, harvesting, protection and reuse of IBM's intellectual capital. Participates actively in and in some cases leads knowledge sharing activities like communities of practice, forums, conferences and/or other knowledge exchanges

Senior Managing Consultant – Band 9

•        Project Profiles: Demonstrated leadership on medium, complex engagements; larger, less-complex engagements and major phases of very large engagements.
•        Sales & Proposal Management: Supports the Associate Partner in engagement pursuits: developing project objectives, scope, approach, timeline.  Identifies follow work and able to lead proposal development for follow-on work.  Understands and abides by the quality assurance guidelines governing the engagements for which they are responsible.  Can draft and review responses to Requests for Information (RFI), responses to Requests for Proposal (RFP), IBM contracts, and IBM statements of work.
•        Project Delivery Tasks: Directs requirements gathering, analysis, development of hypotheses/conclusions, production of final reports and delivery of presentations.  Oversees solution delivery and assists in securing new and follow-on work.  Sets project timeline.  Manages project risks.  Ensures project delivered on time and to budget
•        Knowledge Management: Responsible for managing the use and collection of intellectual capital throughout the engagement
•        People Management: Invest time in the professional development of other consultants and act as mentor
•        Relationship Management: Establishes relationships with client executives (at CxO level) and be recognized as an expert in their field.
•        Competency: Recognized as an expert in their competency and/or specific offerings
•        Retail Community: Participates in and/or is responsible for the creation, harvesting, protection and reuse of IBM's intellectual capital. Participates actively in knowledge sharing activities like communities of practice, forums, conferences and/or other knowledge exchanges

Managing Consultant – Band 8

•        Project Profiles: Leads the delivery of one or more work streams or multiple work products on major portions of large or medium engagements. Experienced managing consultants may lead engagements autonomously
•        Sales & Proposal Management: Supports the Associate Partner and Senior Managing Consultants in engagement pursuits: developing project objectives, scope, approach, timeline.  
•        Project Delivery Tasks: Gather facts (through research, interviewing, surveys, etc.), analyze the client's business, draw conclusions, prepare final reports, and give presentations.  Estimates and presents costs, schedules, and business risks associated with specific client situations
•        Knowledge Management: Responsible for use and collection of intellectual capital throughout the engagement
•        Competency: Proficient in consulting methodology's, key technologies, engagement support tools and have recognized expertise within competency area and/or industry
•        Relationship Management: Works directly with clients at lower executive levels.  Ability to establish working relationships with key client personnel (at CxO level)
•        Retail Community: Participates in and/or is responsible for the creation, harvesting, protection and reuse of IBM's intellectual capital. Participates actively in knowledge sharing activities like communities of practice, forums, conferences and/or other knowledge exchanges