VERGÜTUNGSMODELLE FÜR FÜHRUNGSKRÄFTE USA - ÖSTERREICH GOING USA GUT BERATEN ZU RECHT UND STEUERN, FINANZIERUNG, PERSONAL UND STRATEGIE

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1 VERGÜTUNGSMODELLE FÜR FÜHRUNGSKRÄFTE USA - ÖSTERREICH GOING USA GUT BERATEN ZU RECHT UND STEUERN, FINANZIERUNG, PERSONAL UND STRATEGIE FACHSEMINAR / 27. April. 2017

2 INFLUENCING CRITERIA

3 INVENG IN HUMAN CAPITAL Following influencing criteria should be noted Employees salary structures are dependent on a multitude of influencing factors. The following table provides an overview of the most significant factors and their influence on salary sizes. Influencing Criteria: Company Labor Market Person Position» Size» Supply-Demand» Education» Job» Profit Situation» Economic Situation» Age» Hierarchy» Industry» Gender» Level» Corporate Affiliation» Experience» Employee Reports» Region» Company Affiliation» Individual Performance Compensation To ensure long-term market success, the structure and magnitude of the cost of labor must be regularly reviewed and adjusted to market conditions. 3

4 COMPENSATION MODEL

5 COMPENSATION LEVEL: AUSTRIA AUSTRIA in '000 EUR Head of Sales Regional Sales Manager Key Account Manager Sales Representative Examples based on turnover of M EUR and FTEs of

6 COMPENSATION LEVEL: USA USA in '000 EUR Head of Sales Regional Sales Manager Key Account Manager Sales Representative Examples based on turnover of M EUR and FTEs of

7 COMPENSATION LEVEL: USA VERSUS AUSTRIA USA AUSTRIA in '000 EUR in '000 EUR Head of Sales Regional Sales Manager Key Account Manager Sales Representative 0 Head of Sales Regional Sales Manager Key Account Manager Sales Representative Examples based on turnover of M EUR and FTEs of

8 COMPENSATION LEVEL: AUSTRIA Total Compensation AUSTRIA Total Compensation in '000 EUR Head of Sales Regional Sales Manager Key Account Manager Sales Representative Examples based on turnover of M EUR and FTEs of

9 COMPENSATION LEVEL: USA Total Compensation USA Total Compensation in '000 EUR Head of Sales Regional Sales Manager Key Account Manager Sales Representative Examples based on turnover of M EUR and FTEs of

10 COMPENSATION LEVEL: USA VERSUS AUSTRIA Total Compensation USA AUSTRIA Total Compensation in '000 EUR Total Compensation in '000 EUR Head of Sales Regional Sales Manager Key Account Manager Sales Representative 0 Head of Sales Regional Sales Manager Key Account Manager Sales Representative Examples based on turnover of M EUR and FTEs of

11 COMPENSATION STRUCTURE: AUSTRIA Short Term Incentive 100% 23% 22% 17% 20% 50% 0% Sales Manager Regional Sales Manager Key Account Manager Sales Representative 11

12 COMPENSATION STRUCTURE: USA Short Term Incentive 100% 29% 25% 23% 20% 50% 0% Sales Manager Regional Sales Manager Key Account Manager Sales Representative 12

13 COMPENSATION STRUCTURE: USA VERSUS AUSTRIA Short Term Incentive 100% 29% 23% 25% 22% 23% 17% 20% 20% 50% 0% 13

14 COMPENSATION STRUCTURE: AUSTRIA Ratio 100% 80% 60% 40% 20% 0% Sales Manager Regional Sales Manager Key Account Manager Sales Representative 14

15 COMPENSATION STRUCTURE: USA Ratio 100% 80% 60% 40% 20% 0% Sales Manager Regional Sales Manager Key Account Manager Sales Representative 15

16 COMPENSATION STRUCTURE: USA VERSUS AUSTRIA Ratio 100% 80% 60% 40% 20% 0% 16

17 COMPENSATION DIFFERENCES: USA VERSUS AUSTRIA Region Index and Industry Index Industry Index Construction Chemistry Engineering Metals Regional Differences Northeast West Midwest South Regional Differences Vienna Vorarlberg Tyrol Styria Industry Index Construction Chemistry Engineering Metals 17

18 COMPENSATION STRUCTURE: USA VERSUS AUSTRIA Compensation of CEO Recipients Recipients 95% Annual Variable Pay 91% Annual Variable Pay 40% 27% Company Car Recipients Company Car Recipients 95% 91% 18

19 GOING USA GUT BERATEN ZU RECHT UND STEUERN, FINANZIERUNG, PERSONAL UND STRATEGIE 19

20 Contact Address Kienbaum Beratungen GmbH Wien Tuchlauben Wien Contact person Mag. Alfred Berger Leiter Compensation & Performance Management Fon: +43 (1) Fax: +43 (1) Mobil: alfred.berger@kienbaum.com GOING USA GUT BERATEN ZU RECHT UND STEUERN, FINANZIERUNG, PERSONAL UND STRATEGIE 20