ACV UK Report: Sales Professional Recruitment, Teamwork, & Performance

This report provides a comprehensive analysis of the recruitment, selection, and performance management processes within ACV UK, a subsidiary of an international group. The report details the job description and person specification for a sales professional, along with the legal, regulatory, and ethical considerations that influence the recruitment process. It evaluates the selection process, highlighting the role of the HR manager, and explores the benefits of teamwork within the organization, including its impact on achieving goals and fostering innovation. The report also covers the factors involved in planning, monitoring, and assessing work performance, as well as the assessment of individual development needs. The study emphasizes the importance of effective recruitment policies, teamwork, and performance management for organizational success.

WORKING WITH
LEADING PEOPLE

TABLE OF CONTENTS
INTRODUCTION...........................................................................................................................1
TASK 1............................................................................................................................................1
1.1Documentation in selecting and recruiting a new sales professional for ACV......................1
1.2 Impact of legal, regulatory and ethical considerations to the recruitment and selection
process of sales professional........................................................................................................3
1.3 Evaluation of selection process and own contribution in the selection process of sales
professional of ACV....................................................................................................................4
TASK 3............................................................................................................................................5
3.1 Benefits of team working for organisation like ACV............................................................5
3.2 Demonstrate working in a team as a leader...........................................................................5
3.3 Effectiveness of the team in achieving goals.........................................................................6
TASK 2............................................................................................................................................6
TASK 4............................................................................................................................................6
4.1 Factors involved in planning the monitoring and assessment of work performance............6
4.2 Plan and deliver the assessment of development needs of the individuals............................6
4.3 Success of the assessment process of employees at ACV.....................................................7
CONCLUSION................................................................................................................................7
REFERENCES................................................................................................................................8

INTRODUCTION
Nowadays, success of any organization depends very much on the people working in it.
Recruiting right people is a key factor which helps organization in attaining higher competitive
advantage. Companies with effective recruitment policies are more likely to be successful
staffing appointments (Freeman, 2003). With this regard, the present study is taken into
consideration which provides proper understanding about the impact of regulatory framework on
the recruitment process.
For this, ACV UK organization is taken into consideration which is a subsidiary of
international group of UK. It is highly famous for its designing, manufacturing and distributing
of engineering solutions for hot water generation. The company is recognized as a large network
of specialized distributors in more than 40 countries. Within Scotland, company wishes to recruit
an experienced sales professional to join their UK based operations. In this concern, the present
study gives appropriate information about the recruitment, selection and retention process of
ACV UK. It also provides effective information about the importance of working within team
and leads others by the way of using proper procedures.
TASK 1
1.1Documentation in selecting and recruiting a new sales professional for ACV
The basic requirement of ACV group these days is to recruit a new sales professional for
their branch of Scotland. Sales professional is considered to be an important position which helps
the company in maximizing their profits (Livermore, 2009). In order to recruit such professional,
HR manager of ACV UK has advertised the job position. At the time of recruitment, they need to
follow some basic stages such as:
 Job analysis
 Vacancy identification
 Skills and qualities needed from selected participant
 Short listing
 Selecting the best target
 Screening
 Interview
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Here, job description presents all the skills that a candidate must possess for getting selected
to any particular position (Pritchard, 2000). On contrary, person specification is all about the
educational qualifications requirements.
Job Description for sales professional for ACV UK, based in Fife, Scotland
Table 1 Job Description
POST TITLE SALES PROFESSIONAL
TYPE OF EMPLOYMENT Regular
REPORTING TO UK country managing director
WORKING DAYS
Monday to Saturday (6 days week)
PURPOSE OF THE JOB
To personally manage the key strategic partner accounts and to
ensure that revenue delivery and customer service objectives are
achieved. In addition to this, a sales professional requires to
maximise profitability and market share of company across both
the domestic and commercial channels in line with the
company’s global vision and objectives.
PRINCIPAL DUTIES
 Analysing customer requirements
Providing them right information
Designing and executing flexible sales plans
Maintaining good relations with customers
Maximising the profitability and growing share across both the
domestic and commercial channels
Giving proper response to all the sales enquirers
Recording sales and order information
Reviewing the own performance and aim at exceeding targets
Maintaining proper records of all the distributors, pricing and
sales activity as well
 A person should have completed her/his Graduation in
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QUALIFICATION FOR
THE JOB
business or management
 Strong communication skills with strong business related
knowledge
EXPERIENCE REQUIRED  Minimum experience of 3-5 years in sales profile
 Experience of working with any international distributor
 Strong understanding of customers and market dynamics
Table 1 Person Specification
PERSONALITY TRAITS DESCRIPTION
PERSONALITY Person should have a good personality which is quite
impressive and presentable. He must have strong work
experience in dealing with and having appropriate information
on financial control
SPECIFIC JOB SKILLS
 Highly self-motivated and ambitious to achieve their goals
 Desire for sales job with a confident and determined
approach
 Strong verbal communication
 Problem solving skill
 Ability to effectively promote the market and sell the
products
INDIVIDUAL QUALITIES
OF THE PERSON
 Capable of thriving in the competitive market
 Impressive personality
 Ability to deal with customers and their queries
1.2 Impact of legal, regulatory and ethical considerations to the recruitment and selection process
of sales professional
At the time of recruiting sales profession, ACV Company requires to follow some of the
legal and ethical practices. It is the best way which shows the smooth processing of their
recruitment and selection process without any type of discrimination such as:
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Sex Discrimination Act: This act clearly states that there should not be any type of
discrimination on the basis of gender, religion etc. at the time of selecting any candidate.
HR manager of ACV Company follows this law in order to maintain effectiveness in
their process (Mentor, 2013). It helps them in building positive brand identity of the
company.
Equality Regulations: It is the most essential duty of organization to provide equal
opportunities to both the male and female candidates. In case of not having any age
boundations, similar chance should be provided to both the young and old citizens in
order to get selected for particular position (Edward, 2007).
Statement of Employment: HR team of ACV Company ensures to provide all the job
related information to the candidate. On the basis of same, offer letter is being provided
to candidate in whom all the responsibilities require to be mentioned. After joining if
particular work allotted to person is not mentioned in the offer letter then he can easily
file a case against the company (Nadiri, 2005).
1.3 Evaluation of selection process and own contribution in the selection process of sales
professional of ACV
Selection process is considered as the most important part by which company can easily
select the talented pool towards their firm (Haines, Saba and Choquette, 2008). For the same,
particular criteria of selection followed by ACV are as follows:
 Selection of recruitment panel
 Shortlist the best candidate
 Conducting interviews
 Appointment of candidate
Own contribution to the selection process
With the help of above given process, candidate gets selected for any particular position.
In this regard, I have contributed in a big manner as my position is of HR manager. I am
responsible for the entire selection and recruitment process of any individual. At the time of
selecting sales professional for joining UK based operations, I was totally involved in the whole
selection process. The job was listed on several recruitment portals so that best candidates can
apply for the same. A best selection panel has been selected by me who already have great
experience in the field of sales. I have given my 100% best in the whole recruitment process and
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due to this; I am able to recruit the best candidate. By using ERP solution, I am able to find out
and track the best job openings along with recruiting highly talented candidate for the job.
Overall, my whole experience at the time of recruitment and selection was good enough and I
was quite successful in developing the best selection panel and recruiting the best suitable
candidate.
TASK 3
3.1 Benefits of team working for organisation like ACV
ACV is a subsidiary of ACV international group that basically distributes engineering
solutions for hot water generation. One of the prompt reasons for their success is highly related
to the team work. They all work together in order to achieve their common objectives and goals.
In this concern, they are able to acquire several benefits (Lipnack and Stamps, 2008). ACV has
worked extensively with the Hudson Belgium team. They work with this team for several
assignments by having strong relationship and track record of delivery. Through this, they are
able to resolve several problems with their mutual consultation. While designing, manufacturing
and distributing hot water solutions, team work plays a crucial role.
Team members can easily communicate with each other and try to get new solutions and
ideas for their problems. Teamwork also allows people to take great responsibility and as a
positive result, their motivation level gets enhanced. Moreover, it is the most effective way of
providing high quality and innovative solutions to their customers (Duke, 2005). With the help of
this, overall sales and profit margin of company can also be improved. Further, it can be stated
that with the help of effective team work, ACV can provide exceptional performance for their
advanced hot water and heating solutions.
3.2 Demonstrate working in a team as a leader
Working as a leader requires communicating more appropriately with each and every
team member. My effectiveness with regards to work in a team helps me in better resolving the
queries of employees. I am able to take better decisions regarding selection of candidates for
performing specific goals like selecting the right sales professional (Jennings, 2007). Moreover, I
am able to easily resolve all the queries of my team members and provide them better solutions
for all their existing problems. It is the best approach by which I can give my fruitful suggestions
to all team members.
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3.3 Effectiveness of the team in achieving goals
Working within a team helps individual in maintaining their performance and sharing
their ideas. It is the most prominent way to become more innovative in the field of providing hot
water solutions (Ellis, 2005). By going through the team work, ACV can easily review and
monitor the whole performance of team members. They can further suggest them to give their
best and complete their tasks on given deadline as well. ACV has worked extensively with the
Hudson Belgium team on numerous assignments. At this time, their effectiveness of team work
is clearly represented. Through this, they are able to develop a strong relationship and track
record for delivery. It is the most prominent way to achieve the goals and objectives of
organization. In addition to this, by taking feedbacks from the top management, team problems
faced by workers can be easily found out. With the help of this, appropriate solutions can be
gathered and effectiveness of teams can be reviewed.
TASK 2
Attached in PPT
TASK 4
4.1 Factors involved in planning the monitoring and assessment of work performance
Monitoring the work performance is one of the most crucial tasks for ACV as it helps in
providing quality solutions to their customers. However, some of the most common factors
through which work performance can be monitored and assessed are as follows:
Performance monitoring system: Company can incorporate effective monitoring system
in order to judge the individual worker performance (Viswesvaran, 2011).
Individual goal vs. organizational goal: Within this factor, individual’s performance can
be monitored on the basis of their set goals. It helps in defining that how individual’s goals are
helpful in attaining organizational objectives.
Changes in employment law: Business can undertake several changes and implement it
so well according to the changing conditions (Smith, 2005). Here, government has introduced
several laws and regulations so that performance can be monitored effectively.
4.2 Plan and deliver the assessment of development needs of the individuals
In order to assess the needs of individuals, an effective personal development plan needs to
be prepared. Development needs of individuals can be assessed by going through the several
steps such as:
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 Skills audit: SWOT analysis is one of the most effective ways through which individual
can easily identify the areas of improvements (Thompson, 2000). Setting objectives: At the time of developing effective personal development plan,
business requires to set predetermined objectives and enhance their performance as well.
By setting the attainable objectives, any individual can plan varied strategies accordingly. Monitoring of performance: Top management team of ACV requires to monitor the
performance of every individual and provide them appropriate feedbacks (Jain, 2005).
With the help of this, they are able to attain their objectives by improving their
performance.
 Creating PDP: Through this, particular employees of ACV can assess their performance
and evaluate that what skills and capabilities they require to improve (Mueller, 2000).
4.3 Success of the assessment process of employees at ACV
There are various ways through which success of the whole assessment process of
employees can be monitored such as:
Collecting feedbacks from customers: It is the best way through which organization can
identify the areas of improvements. With the help of this, they are able to fulfil the needs and
demands of customers more effectively.
Evaluation of job performance: With the help of evaluating the job performance of
workers, improvement areas can be found out (Nadiri, 2005). It is the best way through which
feedbacks can be provided to workers in order to improve their performance.
Meeting with existing workers: Here, management team can ask their employees about
the change in their job output process. With the help of this, they can go through the viewpoint of
workers and about the change in the output so that they can define their job effectively.
CONCLUSION
From the above report, it has been articulated that ACV can recruit the best sales
professional for their Scotland branch with the help of effective recruitment and selection
policies. In addition to this, by going through the effective team work, management leads to
provide better work performance and increase profit margin of the company. In order to assess
the success of workers and develop them, evaluation of development plan can be taken into
consideration.
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REFERENCES
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Online
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