Competency refers to a set of associated behaviours that influence a job performance and can be evaluated against a common standard, in addition to being improved through learning and development. When the simple method of this concept is well understood and applied effectively, it can add some value and success to an organization not to mention its members.The competency-based approach supports a research based on the initial objective by defining noticeable behaviour required for better and quality individual and organizational performance. Occasionally, competencies are described as obvious, measurable features, although not simply to imitation. Instead, competencies ought to be presentations of various underlying intent, which are motivated by individual primary motives, attitude, personality, values, and self-concept.This study focused on the understanding the standard competency requirement for BASF Indonesia Sales Force team has in order to deliver their department goals. The basic design of this research based on the objectives of the Sales Force BASF Indonesia and how they achieve the objective through the occupancy model that they have and then the a set of behaviour as well skill they need to achieve the objectives. BASF Indonesia Sales Force occupancy model consist of 4 (four) occupancies: Business Consultant, Sales Executive, Sales Supervisor, and Sales Manager, with 6 competencies: sales strategy and process (7 skills), customer and market intelligence (3 skills), knowing BASF product and application (4 skills), customer relationship building (5 skills), value proposition and negotiation (6 skills), and project management (5 skills). Each competency divides into 4 level of maturity as well as main and sub competency skills.This research has achieved the objectives in designing the BASF Indonesia Sales Force competency model.
Supervisor : Dr. Rima Agristina, SH., Se., MM