THE 2013 HAYS

SALARY GUIDE
SHARING OUR
EXPERTISE

hays.pl
CONTENTS

Introduction 03

About Hays 04

Accountancy & Finance 06

Banking 08

Construction 10

Energy 12

Human Resources 14

Insurance 16

IT & Telecoms 18

Legal & Tax 20

Manufacturing 22

Marketing 24

Medical Devices 26

Office Support 28

Pharma 30

Property 32

Purchasing 34

Retail & HoReCa 36

Sales 38

Transport & Logistics 40

INTRODUCTION

Micha Mynarczyk
Managing Director

Welcome to the 2013 Hays Poland Market Overview

and Salary Guide.

We are delighted to present to you the latest report prepared

by Hays Poland on salary levels as well as the trends currently
prevailing on the Polish job market.

In this publication you will find comprehensive salary

level analysis for experts and managers split across the 18
specialist sectors. The guide looks at hiring trends over
the past 12 months and considers the major economic,
legislative and technological changes that will shape
the labour market in the upcoming year.

The report presents the minimum, maximum and the most

commonly offered monthly remunerations in PLN (gross) on
a full time position. The data is based on the analysis of a few
thousand recruitment projects run by Hays for its SME and
Corporate Clients across the territory of Poland in 2012.

We hope you will find the data presented in this publication

interesting and useful.

Micha Mynarczyk

Managing Director
HAYS Poland/CEE

hays.pl
POWERING
YOUR
BUSINESS
WITH OUR
EXPERTISE
Hays Poland is a part of Hays plc, the worlds leading
company in recruiting qualified, professional and skilled
work. Today, with more than 40 years of recruitment
experience, the Group operates out over 245 offices in 33
countries, employing around 7,800 staff worldwide across
20 specialisms.

About Hays How we can help you

Having launched our first office in Warsaw in 2002,
we are proud to have grown into the largest specialist
permanent recruitment company in Poland, employing
over 190 staff. Our offices are now located in Warsaw,
Katowice, Wroclaw, Cracow, Gdynia (Tricity), Poznan, Lodz
and Szczecin.
We offer tailor-made recruitment services on permanent,
contract and temporary basis along with Executive
Search, Recruitment Process Outsourcing (RPO)
and Employer Branding Solutions.
Our passion lies in helping people develop their
professional careers, in whatever sector they are in -
quite simply, we power the world of work.
20
AREAS OF SPECIALISM

33
COUNTRIES WORLDWIDE

245
OFFICES WORLDWIDE

7 800
EMPLOYEES WORLDWIDE

55 000
PERMANENT CANDIDATES PLACED IN 2012

182 000
PEOPLE PLACED INTO TEMPORARY ASSIGNMENTS IN 2012
 ACCOUNTANCY & FINANCE

RESILIENT SKILLS
STEADY DEMAND
While organisations operating in the retail, service and The same trend applies for the top positions in finance,
property sectors reported the greatest demand for finance such as Chief Financial Officer (CFO), Financial Directors
specialists in 2012, recruitment in 2013 looks to be more and also for Financial Managers the latter will have similar
subdued due to the economic slowdown, and in particular responsibilities to Financial Directors, albeit on lower salaries.
the slump in the construction industry.

However, hiring activity for international accounting offices

and consulting and audit firms (such as the Big Four)
will remain steady. Due to the specific nature of the work,
knowledge of English is essential as well as experience of
International Accounting Standards or US GAAP.

The rise of the Finance Business Partner

We have noticed an increase in accountancy and tax

positions, so we expect a greater demand for professionals,
especially those with knowledge of taxation law. The role
of the Finance Business Partner is also expected to grow as
finance departments need people who can analyse problems,
minimise risks and optimise costs. Demand will be more
pronounced in the pharmaceutical, FMCG and Manufacturing
sectors.

hays.pl
 SALARY GUIDE - ACCOUNTANCY & FINANCE

POSITION MIN * MAX * OPTIMUM **

Accountant 3 000 6 500 4 500

Independent Accountant 5 000 9 000 7 500

Chief Accountant 9 000 25 000 12 000

Chief Financial Officer 25 000 50 000 30 000

Financial Manager 15 000 20 000 17 000

Controlling Manager 12 000 20 000 15 000

Risk Managing Specialist 8 000 10 000 9 000

Financial Controller 7 000 16 000 8 000

Financial Analyst 4 000 12 000 6 000

* Data based on gross monthly salaries in PLN (full time)

** Most commonly offered salary for a given position

The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

hays.pl
 BANKING

PRODUCT KNOWLEDGE
GROWING REVENUE STREAMS
Banks and financial institutions will continue with their cost Sales directors who will be able to manage and motivate
reducing plans in 2013 and this will affect all areas, from these new teams are in demand as are the specialists with
sales departments to streamlining of support functions and very extensive product knowledge and the willingness to
company-wide restructuring. expand it even further.
Salary levels are likely to fall and following redundancies
This situation is profitable for consulting companies whose in many banks, there are a lot of sector specialists actively
important customers include financial institutions. We can looking for a new role and are prepared to take a cut in pay.
expect to see an increased demand for business process
management specialists, as well as restructuring and Mergers
and Acquisitions (M&A) with project management experience
of the financial sector.

The force of sales

Furthermore, financial capital groups are looking to hire

leasing and factoring specialists given the ability of these
individuals to find new income streams during the economic
downturn. For the same reason, financial institutions want
to bring in experienced salespeople across all banking areas,
from retail banking through solutions for small and medium-
sized enterprises (SMEs) to corporate banking for the larger
multinationals.

hays.pl
 SALARY GUIDE - BANKING

POSITION MIN * MAX * OPTIMUM **

Customer Advisor 2 400 6 000 3 500

Private Banker 10 000 15 000 11 000

Retail Branch Manager 6 000 13 000 10 000

Credit Analyst 6 000 7 500 6 500

SME Advisor 6 000 11 000 10 000

Corporate Client Advisor 8 000 13 000 12 000

Senior Corporate Client Advisor 10 000 16 000 13 000

Corporate Branch Manager 10 000 15 000 12 000

Stockbroker 5 000 25 000 10 000

Invesment Analyst 4 000 12 000 8 000

Capital Markets Manager 10 000 30 000 13 000

Fund Accountant 3 000 7 000 5 000

Senior Fund Accountant 4 000 8 000 5 500

Fund Accountants Team Leader 8 000 10 000 9 000

* Data based on gross monthly salaries in PLN (full time)

** Most commonly offered salary for a given position

The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

hays.pl
 CONSTRUCTION

CHALLENGING TIMES
EFFICIENT RESOURCE PLANNING
The second half of 2012 was particularly challenging for
the Construction sector, coming in the aftermath of the
completion of the majority of investment projects related to
the organisation of Euro 2012.
A relatively new area for the Polish construction industry is
sustainable, environmental construction, therefore specialists
in the field will be sought by developers, consulting firms,
contractors and architecture practices.

This situation has obviously had a huge impact on the labour

market with significantly lower demand for Project Managers,
Construction Managers and Engineers. This is mainly due to
the difficult market situation, companies are trying to make
better use of available resources rather than hiring new staff
person.

Infrastructure investment, particularly for roads, has been

put on hold and therefore this will lead to a lull in work and
employment opportunities. This was also exacerbated by the
winding down of several large companies. In addition, the
bankruptcy of several large companies brought to the fact
that there are many professionals in this field who actively
seek work in the market.

Railway projects on the up

However, railway construction projects are just entering

the implementation phase and companies are seeking
Contract Managers, Construction Managers as well as Track
Supervisors and Rail Traffic Controllers. We also expect to
see an increase in job offers for Hydrotechnical and Energy
Construction specialists.

hays.pl
 SALARY GUIDE - CONSTRUCTION

POSITION MIN * MAX * OPTIMUM **

Junior Architect 3 000 5 000 3 500

Architect 6 000 12 000 8 000

Senior Architect/ Team Leader 10 000 17 000 14 000

Technical Director 18 000 30 000 22 000

Site Supervisor 6 000 12 000 9 000

Site Engineer 2 500 7 500 4 500

Site Manager 6 000 15 000 10 000

Works Manager 5 000 10 000 8 000

Project Manager 12 000 25 000 15 000

Quantity Surveyor/ Cost Manager 6 000 13 000 8 000

Tender Specialist Cube 4 000 9 000 7 000

Tender Specialist Roads 6 000 13 000 9 000

FIDIC Specialist/ Claim 9 000 20 000 12 000

Road Laboratory Specialist 3 000 7 000 5 000

Designer 5 000 12 000 8 000

Designer Assistant 2 500 7 000 4 000

Sustainability Engineer/ Specialist 7 000 15 000 11 000

Sustainability Manager 12 000 25 000 16 000

* Data based on gross monthly salaries in PLN (full time)

** Most commonly offered salary for a given position

The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

hays.pl
 ENERGY

DEVELOPING TECHNOLOGY
AWAITING CHANGES
Although considerable investment in renewable energy has
just entered into the implementation phase, many companies
are still waiting before making their final decisions to build
due to the lack of regulation in the sector.
The acquisitions that took place in the Biogas sector in 2012
could signal further investment in the near future. In 2013 we
predict further development of the photovoltaic sector, both
in the production of photovoltaic cells and their installation,
which will be strongly promoted by energy effectiveness
consultancies.
Part of the investment is still at the concept and design
phase, so companies will also need experienced consultants
to lead the project for the client.
Salaries in the Energy and Construction sectors remained
stagnant in 2012 with companies no longer willing to hire
candidates with excessive financial expectations. This trend
is likely to continue in 2013 and will only change if there is a
simultaneous entry into the implementation phase of several
large construction projects, power plants and incinerators.
However, this is not expected to happen before 2014.

Jobs will also be created in the new shale gas industry in

2013, with demand particularly buoyant for geologists,
geophysicists and drilling engineers due to the fact that the
industry is still in the exploration stage.

Demand for engineering skills

Several major bids/tenders have been resolved for the

construction of power plants and waste incinerators in 2012,
which will drive demand for engineering staff managing
ECP projects. This will result in a requirement for project
managers, site managers and automation, electrics, sanitary
and construction work coordinators.

hays.pl
 SALARY GUIDE - ENERGY

POSITION MIN * MAX * OPTIMUM **

Piping Designer 5 000 8 000 7 000

Commissioning Engineer 8 000 15 000 12 000

Development Director 15 000 25 000 18 000

Drilling Manager 20 000 45 000 28 000

Geologist Oil & Gas 9 000 15 000 11 000

Drilling Engineer 8 000 20 000 11 000

Electrical & IC Supervisor 8 000 13 000 10 000

Power Trader 8 000 14 000 11 000

Process Engineer 7 000 10 000 9 000

Piping & Mechanical Supervisor 8 000 13 000 10 000

Project Manager Biogas 9 000 16 000 11 000

Key Account Manager 5 000 10 000 8 000

Business Development Manager 10 000 18 000 14 000

EPC Project Director 22 000 40 000 30 000

Site Manager 8 000 13 000 10 000

Electrical Engineer 9 000 14 000 11 000

Planner 10 000 15 000 13 000

O&M Engineer 6 000 9 000 7 000

Boiler Engineer 8 000 13 000 10 000

Mechanical Designer 4 500 8 000 6 000

Wind Project Developer 8 000 15 000 11 000

* Data based on gross monthly salaries in PLN (full time)

** Most commonly offered salary for a given position

The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

hays.pl
 HUMAN RESOURCES

PARTNERING BUSINESS
ADDING VALUE
In the times of economic slowdown, there is a growing HR salary levels are currently stable and for 2013 we
tendency to analyse the effectiveness of processes and do not foresee any significant changes. Companies are
create benchmarks for HR activities. Therefore we expect not expanding their HR departments, rather seeking to
a growing demand for process analysis specialists. consolidate and maximise current resources. We do not
expect significant layoffs either and with turnover ratio
Many companies, especially those employing large staying fairly low, salaries will remain constant.
salesforces, will seek to employ Compensation & Benefits
specialists, who will be responsible for implementing
an optimal remuneration system in the company. Having
an enticing rewards structure will not only help attract
the best talent but also cement a companys reputation
as an employer of choice.

HR business partners on the rise, training reduced

Another noticeable trend is the growing creation of HR

Business Partner roles. These professionals act as HR advisors
for specific teams or departments within the company.

Conversely, training specialists and trainers will be less in

demand, mainly due to the fact that EU funding for such
activities has been withdrawn. This has clearly made life
very difficult for some training companies, who relied on this
financial support for their very existence.

hays.pl
 SALARY GUIDE - HUMAN RESOURCES

POSITION MIN * MAX * OPTIMUM **

HR Director 14 000 35 000 22 000

Learning & Development Manager 9 000 15 000 10 000

Training Specialist 4 000 8 000 6 500

Internal Trainer 5 000 9 000 7 000

Recruitment Manager 7 000 12 000 8 000

Recruitment Specialist 3 500 8 000 5 000

Employer Branding Specialist 4 000 8 000 5 000

Payroll Manager 7 000 12 000 8 000

Payroll Specialist 4 000 8 000 5 000

Compensation & Benefits Specialist 4 000 9 000 7 000

* Data based on gross monthly salaries in PLN (full time)

** Most commonly offered salary for a given position

The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

hays.pl
 INSURANCE

SPECIALIST KNOWLEDGE
DIVERSIFIED PORTFOLIOS
The Insurance market in Poland has fared far better than The new EU Solvency II insurance directive is scheduled to
its Banking counterpart. At the start of 2012 French sales come into force on 1 January, 2014. Although this may now
company Proama started its selling activities in Poland with be further delayed until 2016, this does not exempt Polish
Britains Prudential to follow suit in mid-2013 with both insurance companies from having to adapt their internal
companies actively hiring to complete the teams. systems to these requirements.
The greatest demand will be for Sales specialists (Insurance
Advisors and Sales Team Managers) as well as Product They will therefore need to take on specialists, such as
Managers. actuaries and risk specialists, who can command higher
salaries as a result.
To maintain their profit levels, insurance companies will also
increase the use of non-traditional sales channels, such as
bancassurance and multi-agency. Insurers will be looking for
specialists to support these channels, such as Customer Data
Administrators, and Trainers for bank and multi-agency staff.

Requirement for actuaries and risk specialists

Insurance firms will be looking for Product Managers, due to

new and more sophisticated products on the market to fill
a greater number of market segments.

hays.pl
 SALARY GUIDE - INSURANCE

POSITION MIN * MAX * OPTIMUM **

Head of Actuarial Services 18 000 30 000 24 000

Actuary 8 000 20 000 15 000

Actuarial Analyst 6 500 10 000 8 000

Claims Director 15 000 25 000 17 000

Claims Specialist 5 000 9 000 7 000

Product Director 15 000 20 000 18 000

Product Manager 10 000 15 000 13 000

Sales Director (base salary) 18 000 25 000 20 000

Life Underwriter 6 000 10 000 8 000

Underwriter 5 000 9 000 7 000

Sales Team Manager 5 000 9 000 6 500

Insurance Advisor 3 000 5 000 3 500

* Data based on gross monthly salaries in PLN (full time)

** Most commonly offered salary for a given position

The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

hays.pl
 IT & TELECOMS

NEW TECHNOLOGIES
SALARY INCREASE
The IT sector has proved extremely resilient and weathered Organisations are also very keen to hire SAP specialists, the
the financial storm. Organisations have not been under the greatest demand here is for functional and implementation
same pressures to reduce headcount; in fact, they continue consultants and ABAP developers, especially those with
to look for suitably qualified candidates. This is largely due to knowledge of finance, HR and manufacturing modules. Other
the steadily emerging new technologies in the market, which in demand skills include virtualization (e.g. VMware or Citrix),
require highly qualified specialists. short-range communication (NFC), real-time communications
(RTC), cloud computing and IT security.
Programmers are one such example and were already
seeing salaries rise by around 10-15% compared with the
beginning of 2012. This demand for specialists is also driven
by the emerging new companies that are opening software
development centres in Poland and want to attract the best
candidates by offering attractive salaries.

The need for technical IT skills

Software development experts, primarily web applications

specialists, mobile developers and telecommunications
professionals, will also be in demand. Companies will
be looking for individuals with development and testing
experience, using the latest versions of technologies such as
Java /JEE, .NET, C++, iOS, Android, Windows Phone OS or
HTML 5, CSS 3 and JavaScript.

hays.pl
 SALARY GUIDE - IT & TELECOMS

POSITION MIN * MAX * OPTIMUM **

IT Manager/ Director/ CIO 10 000 40 000 20 000

IT Administrator 6 000 13 000 9 000

Network Engineer 5 000 12 000 9 000

Database Administrator/ Analyst 5 000 15 000 10 000

Database Developer 7 000 14 000 10 000

Helpdesk Support 2 800 9 000 5 000

System Security Engineer 7 000 15 000 10 000

Key Account Manager/ BD Manager 6 500 20 000 12 000

Channel Sales Manager 9 500 21 000 13 000

Project Manager 12 000 18 000 15 000

Application Development Manager/ R&D Manager 14 000 22 000 18 000

Systems Architect 12 000 19 000 15 000

Business Analyst 7 000 18 000 10 000

Developer HTML+CSS+JavaScript 4 000 12 000 8 000

Java/ JEE Developer (min. 2 years exp.) 6 000 15 000 11 000

.NET Developer 6 000 13 000 9 500

C++ Developer 5 000 13 000 8 000

Embedded Engineer 5 000 11 000 8 000

Mobile Applications Developer 6 000 16 000 9 000

Senior Developer/ Team Leader 12 000 18 000 15 000

QA Specialist/ Tester 4 000 13 000 8 000

SAP Consultant 8 000 20 000 15 000

CRM/ ERP Consultant 9 000 18 000 14 000

Business Intelligence Consultant 8 000 16 000 12 000

* Data based on gross monthly salaries in PLN (full time)

** Most commonly offered salary for a given position

The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

hays.pl
 LEGAL & TAX

CAPITAL MARKET
LITIGATION EXPERIENCE
Cost cutting continues to be the order of the day in the Litigation and arbitration expertise
Legal sector in 2013, with law firms bearing the brunt as
organisations tend to bolster their in-house teams. This is The development of new technologies and the growing
reflected in the number of opportunities for in-house lawyers. volume of transactions in the Polish market, realised through
e-trading sales channel, has led to an increase in the number
Given the interest in the Polish market for foreign investors of jobs for candidates who specialize in this area of law.
(including financial companies), we observe a growing
demand for lawyers who can handle these types of There was a noticeable rise in the volume of work for
transaction. Capital markets and cross-border tax specialists litigation, arbitration and restructuring specialists, particularly
as well as compliance managers are also sought after. in the construction sector in the second half of 2012. Given
the complexity and duration of these issues, we expect
As a result of the reluctance of banks to grant corporate increased demand for litigation and arbitration specialists.
credits, companies are looking for extra funds in the capital
markets, usually through the issue of corporate bonds. This is
very popular in the energy (both traditional and renewable)
and waste management sectors. Therefore professionals
with experience in handling these types of transactions will
typically have several job offers to consider.

hays.pl
 SALARY GUIDE - LEGAL & TAX

POSITION MIN * MAX * OPTIMUM **

Tax Advisor 9 000 18 000 12 000

In-house Lawyer 5 000 12 000 9 000

Legal Advisor (In-house) 10 000 18 000 15 000

Junior Lawyer (Law firm) 3 500 8 000 5 500

Legal Advisor/ Associate (Law firm) 10 000 24 000 15 000

Senior Lawyer/ Senior Associate (Law firm) 15 000 35 000 25 000

Tax Manager 15 000 30 000 23 000

Tax Specialist 6 000 10 000 8 000

Legal Department Manager 15 000 40 000 25 000

* Data based on gross monthly salaries in PLN (full time)

** Most commonly offered salary for a given position

The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

hays.pl
 MANUFACTURING

LEADERSHIP TALENT
PRECISION PLANNING
Organisations are increasingly looking to recruit people with The shortage of plastic injection moulding specialists
regional responsibilities, covering all Central and Eastern (combined with good English) has increased their value,
European (CEE) countries. Health, Safety, Environment (HSE) which has further been boosted by the fact that employers
and Quality Management are examples of departments arent prepared to consider individuals from different process
having a requirement for this type of role. backgrounds. Food technologists specialising in food
Candidates will be required not only to have expert additives are also in demand, particularly those with sales
knowledge of their subject but also speak English fluently skills.
and demonstrate leadership and strategic planning skills.
The Fast Moving Consumer Goods (FMCG) sector investment
in the Mazovia Region, especially in the food industry, has
led to a growing demand for experienced professionals.
Individuals with an automotive or white goods sector
background are not however so highly sought after.

In the Krakow and Malopolska region, R&D specialists are hot

property. With a number of multinationals centralising some
of their R&D activities in Poland, the need for skilled people
with an excellent command of English is essential, not least
because these centres usually cooperate with other similar
entities across the world. We also expect R&D engineers and
design engineers, especially those with mechanical skills, to
be in demand.

hays.pl
 SALARY GUIDE - MANUFACTURING

POSITION MIN * MAX * OPTIMUM **

Plant Manager (more than 100 FTEs) 17 000 35 000 25 000

Plant Manager (up to 100 FTEs) 14 000 18 000 16 000

Production Director 15 000 25 000 18 000

Production Manager 9 000 15 000 12 000

Shift Manager 5 500 9 000 7 000

Production Planner 4 000 9 000 6 000

Engineering Manager 13 000 17 000 15 000

Project Manager 10 000 18 000 15 000

Project Engineer 6 000 8 000 7 000

Maintenance Manager 8 000 18 000 12 000

Maintenance Engineer 4 500 7 000 6 000

Automation Specialist 5 000 10 000 7 000

Service Manager 8 000 18 000 15 000

Master Black Belt 15 000 20 000 18 000

Lean Manager/ Director 15 000 20 000 18 000

Lean Coordinator 7 000 15 000 11 000

Lean Manufacturing Engineer 5 000 10 000 7 000

R&D Manager 13 000 23 000 17 000

R&D Engineer 5 000 10 000 8 000

Process Engineer 6 000 9 000 7 000

Quality Director 18 000 25 000 22 000

Quality Manager 10 000 20 000 15 000

Quality Engineer 4 500 9 000 7 000

* Data based on gross monthly salaries in PLN (full time)

** Most commonly offered salary for a given position

The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

hays.pl
 MARKETING

MARKETING GOES DIGITAL

BOOSTING ONLINE INCOME
Polish companies have, for the past few years, increased
their digital marketing expenditure. These activities include
online advertising, Search Engine Marketing (SEM) as well
as content marketing, focusing primarily on the companys
presence on social networking sites.
This has naturally led to an increase in the demand
for specialists with experience of SEM, Search Engine
Optimisation (SEO), Email Marketing and Social Media.
New company-specific roles in digital marketing are being
created all the time, so the variation in salary levels can
be quite considerable, although organisations will pay a
premium for an impressive track record.
Maximising online revenue
Due to the need to increase efficiency and optimise costs,
we expect to see an increased demand for professionals who
specialise in the effectiveness of promotional campaigns,
especially online.
The Technology and FMCG sectors are also predicted
to boost their marketing teams; for the former Product
Managers will be in demand while Brand Managers will be
sought after by the latter.

hays.pl
 SALARY GUIDE - MARKETING

POSITION MIN * MAX * OPTIMUM **

Marketing Specialist 3 500 11 000 5 000

Marketing Manager 9 000 25 000 11 000

Junior Brand Manager 4 000 10 000 6 000

Brand Manager 8 000 13 000 10 000

Senior Brand Manager/ Group Brand Manager 10 000 18 000 12 000

Product Manager 6 000 15 000 8 000

PR Manager 8 000 20 000 13 000

PR Specialist 4 000 8 500 5 000

Marketing Director 15 000 40 000 20 000

E-marketing Manager 9 000 25 000 12 000

E-marketing Specialist 4 000 10 000 7 000

SEM/SEO Specialist 6 000 10 000 8 000

E-mail Marketing Specialist 5 000 8 500 6 000

Social Media Specialist 4 500 6 500 6 000

* Data based on gross monthly salaries in PLN (full time)

** Most commonly offered salary for a given position

The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

hays.pl
 MEDICAL DEVICES

ACQUIRING TALENT
DEVELOPING BUSINESS
The Medical Devices sector has experienced a lot of Mergers
& Acquisitions (M&A) activity over the past 12 months. Several
new players have entered the Polish market and started to build
their salesforces. These companies usually look for business
development specialists with national or regional remits.
For these roles, employers are willing to offer very competitive
salaries, often significantly higher than the remuneration offered
by large corporations, who have already been established
in Poland for a number of years.
These salary increases are rather the exception than the rule.
We have noticed that employers in the main have actually
begun to lower the basic salaries, in some cases by up to 20%.
However, the variable component, especially bonuses and sales-
based commission, have increased.
Whereas previously only people with the right background
would be considered, employers are now open to giving
opportunities to those with the necessary education and sales
skills, but who lack the specific experience.
Quality control and product compliance expertise will also
be highly sought by employers in 2013, given the necessity
of registration and adaptation of medical devices to the
requirements of Polish law. Industry laboratories will also
focus on hiring business development specialists and medical
representatives while Market Managers, Laboratory Managers
and Market Analysis and Forecasting specialists will also be
in demand.

Continuing demand for sales expertise

We expect further increases in demand for medical

representatives in the area of vascular and cardiac surgery
in the north of Poland while a shortage of sales representatives
that specialise in surgery will provide a talent challenge
for employers in the South East, especially in the Lublin
and Podkarpackie region.

The demand for sales positions requiring knowledge of specific

market and equipment usage training skills in the Medical
Devices sector is likely to continue in 2013.

hays.pl
 SALARY GUIDE - MEDICAL DEVICES

POSITION MIN * MAX * OPTIMUM **

Laboratory

Sales Representative 4 200 7 000 5 500

Laboratory Manager 4 000 7 000 6 000

Laboratory Director 10 000 15 000 12 000

Junior Product Manager 6 000 8 000 7 000

Product Manager 9 000 20 000 14 000

Analyst 1 500 2 000 1 800

Lab Assistant 1 800 3 000 2 200

Medical Devices

Sales Representative 5 000 10 000 7 500

Product Manager 8 000 12 000 9 000

Quality/Regulatory 12 000 16 000 14 000

Market Manager/ 5 000 9 000 7 000

Analyst (laboratory/ medical devices)

* Data based on gross monthly salaries in PLN (full time)

** Most commonly offered salary for a given position

The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

hays.pl
 OFFICE SUPPORT

COST REDUCTION
FLEXIBLE PLANNING
Office support departments will continue to be targeted in Organisations are keen to employ staff for lower level
2013 as part of organisational cost cutting. administrative positions, especially receptionists and
assistants on temporary. This helps to reduce costs while
What this means is that on the one hand companies will affording companies the flexibility to increase or decrease
be looking for candidates with several years of experience headcount to adapt to the current market situation.
(preferably with international companies) and knowledge of
at least two foreign languages, who will be able to add value
in other areas without requiring further training.

On the other hand, companies will employ people with

less experience and qualifications (and thus lower salary
expectations), but who are well organized and are able to
learn quickly.

Flexible workforce planning

We also expect to see Office Managers being replaced by

Office Assistants during restructures to reduce headcount
and costs. Although, these positions may have similar
responsibilities, salary expectations will be significantly lower.

hays.pl
 SALARY GUIDE - OFFICE SUPPORT

POSITION MIN * MAX * OPTIMUM **

Administrative Director 10 000 15 000 12 000

Office Manager 5 500 10 000 7 000

Office Assistant 3 000 6 000 4 500

Receptionist 2 000 3 000 2 500

Board Assistant 4 000 8 000 5 500

Fleet Manager 4 500 6 500 5 000

Department Assistant 3 000 5 500 4 500

Director Assistant 3 500 8 000 5 000

Personal Assistant/ Executive Assistant 5 500 10 000 7 000

Call Centre Consultant 2 500 4 500 3 500

* Data based on gross monthly salaries in PLN (full time)

** Most commonly offered salary for a given position

The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

hays.pl
 PHARMA

GROWTH OF CLINICAL TRIALS

SALES FORCE REORGANIZATION
The Polish pharmaceutical market underwent many changes The clinical trials market will continue to grow steadily
in 2012, mainly because of the new Reimbursement Act. in 2013. Employers will be looking for candidates with
Many companies chose to restructure following the changes experience of research monitoring, with particular emphasis
in legislation, which led to mass redundancies and many on the areas of oncology, cardiology and paediatrics. The
medical representatives finding themselves out of work. demand for Clinical Research Associates (CRAs) will be
particularly prevalent in Lower Silesia, Mazovia and Greater
This has led to downward pressure on wages and increased Poland.
competition for jobs with only the most skilled and motivated
experts finding employment. Organisations will look at
different forms of employment to allow them greater
flexibility according to their recruitment requirements. Sales
will also be increasingly supported by specialist outsourcing
companies.

Clinical Research Associates wanted

Regional Sales Managers, whose task will be to create new

strong sales teams, will be highly sought after as will Product
Managers and Marketing Managers. Due to limitations in the
promotion of prescription drugs, mainly candidates with
experience of products sold over the counter (OTC drugs),
dietary supplements, and dermo-cosmetics can expect to be
in demand.

hays.pl
 SALARY GUIDE - PHARMA

POSITION MIN * MAX * OPTIMUM **

Sales Director 18 000 40 000 25 000

Regulatory Affairs Manager 10 000 15 000 12 000

Regulatory Affairs Specialist 5 000 8 000 6 000

Clinical Research Director 20 000 35 000 25 000

Clinical Project Manager 18 000 25 000 20 000

Clinical Research Associate 6 000 16 000 12 000

Clinical Trial Assistant 4 000 7 000 5 000

Pharmacovigilance Manager 15 000 25 000 20 000

Pharmacovigilance Specialist 6 000 13 000 8 000

Chemist/ Biologist/ Biotechnologist 4 000 6 000 5 000

QA Officer 5 000 9 000 8 000

Medical Affairs Director 18 000 30 000 25 000

Medical Advisor 15 000 25 000 20 000

Product Manager 10 000 19 000 15 000

Group Product Manager 20 000 25 000 20 000

Sales Representative (base salary) 4 000 8 000 6 000

District Manager 12 000 15 000 13 000

* Data based on gross monthly salaries in PLN (full time)

** Most commonly offered salary for a given position

The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

hays.pl
 PROPERTY

MATURING MARKET
REGIONAL EXPANSION
The Property market in Poland is becoming more mature, We have also seen a growing demand for Facility Managers
which is a challenge for both estate agents and developers and Technical Managers within outsourcing services of
alike. technical facility. Asset Managers with experience both in
negotiating leases and property management will be also in
What has become evident is that companies are exploring demand.
the possibilities to establish regional office networks to add
to their already established teams split by specialism: office,
retail, warehouse and land investment. For some companies
this has created a need to replace or hire new staff.

Space for rental experience

For rental retail specialists, both agencies and developers

will be looking for candidates with experience of smaller but
more challenging projects, which often required cooperation
with local tenants. Rental office space specialists need to
show evidence of an appropriate reference list and a portfolio
of large, successful transactions.

There were some reported redundancies for sales roles

following end of financial year reporting, which opened up
vacancies. Those specialising in apartment sales will typically
see their base salaries reduced but commission rates will
increase in line with net sales values.

hays.pl
 SALARY GUIDE - PROPERTY

POSITION MIN * MAX * OPTIMUM **

Shopping Mall Manager 10 000 18 000 13 000

Development Manager 15 000 25 000 18 000

Expansion Manager 5 000 9 000 7 000

Leasing Manager 8 000 18 000 15 000

Residential Sales Manager 8 000 15 000 12 000

Residential Sales Specialist 4 000 7 000 5 000

Asset Manager 15 000 25 000 18 000

Facility Manager 8 000 15 000 12 000

Property Manager 8 000 15 000 12 000

Valuation Specialist 7 000 15 000 10 000

Project Manager 10 000 22 000 15 000

Junior Project Manager 5 000 11 000 8 000

* Data based on gross monthly salaries in PLN (full time)

** Most commonly offered salary for a given position

The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

hays.pl
 PURCHASING

SHAPE STRATEGY
MANAGE OPERATIONS
Due to the economic crisis and the need to reduce costs, There are, however, exceptional circumstances where
purchasing departments will be under even greater pressure employers who want to attract currently employed
to optimize operating costs of their companies in 2013. candidates might offer a competitive salary to entice
Choosing appropriate suppliers of products and services will a candidate to change jobs.
be top of their agenda.

Compared to 2012, we can expect increased demand

primarily for specialists in indirect purchasing departments.
The reason for this is that in recent years many multinationals
have decided to create global purchasing departments in
Poland, which are structured to support multiple countries.

Focus on strategy and operations

This rise in demand applies to both positions in strategic and

operational purchasing. In both cases fluent English is a must,
while for operational positions knowledge of the language
used in the relevant country is also required.

Salary levels remained constant in 2012 and this trend is likely

to continue in the coming months. This has been reinforced
by market forces given the excess supply of good candidates
who have been redundant.

hays.pl
 SALARY GUIDE - PURCHASING

POSITION MIN * MAX * OPTIMUM **

Purchasing Director 15 000 30 000 20 000

Purchasing Manager 10 000 20 000 15 000

Commodity Buyer 8 000 15 000 12 000

Commodity Manager 12 000 18 000 15 000

Project Buyer 8 000 12 000 10 000

Indirect Buyer 6 000 15 000 9 000

Purchasing Specialist 6 000 9 000 7 000

Operational Buyer 5 000 8 000 6 500

Category Manager 13 000 17 000 15 000

Junior Category Manager 10 000 14 000 12 000

* Data based on gross monthly salaries in PLN (full time)

** Most commonly offered salary for a given position

The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

hays.pl
 RETAIL & HORECA

MAXIMISING SALES
GENERATING REVENUE
With the ever-increasing importance of creating new
online sales channels in retail sector, the demand for digital
expertise will continue to grow, so we can expect to see
an increase in the number of E-commerce Managers,
SEM/SEO specialists, Email Marketing and Affiliate Marketing
specialists.
A number of global fashion companies are planning to
enter the Polish market in 2013, therefore we expect an
increase in demand for Sales Specialists and Store Managers.
As the headquarters of these companies are overseas,
the employment of support staff (e.g., marketing and
merchandising) is not likely to be affected.

We also predict that traditional retail sales roles such as Store

Managers and Regional Sales Managers will continue to be
highly sought after. As for salaries, while online experts can
expect similar levels of remuneration in 2013, the rest of the
sector can expect a slight decline.

2013 the year of the Revenue Manager

There will also be a significant growth in demand for sales

specialists in the hospitality industry their role will also
slightly change: they will no longer only respond to customer
enquiries but will take a more active role. Be it hotels or
airlines, the focus has now sharply turned to the efficient
management of occupancy rates, hence the Revenue
Manager will come into his or her own in 2013.

hays.pl
 SALARY GUIDE - RETAIL & HORECA

POSITION MIN * MAX * OPTIMUM **

Sales/ Operations Director 15 000 30 000 22 000

E-commerce Manager 9 000 25 000 15 000

SEM/SEO Specialist 6 000 10 000 8 000

E-mail Marketing Specialist 4 000 6 500 5 500

Affiliate Marketing Specialist 7 000 8 500 7 500

Retail Manager 10 000 20 000 15 000

Regional Manager 6 000 14 000 10 000

Store Director (Hypermarkets) 7 000 22 000 12 000

Store Manager (Apparel sector) 3 000 8 000 4 500

Sales Assistant 1 500 3 000 2 200

Visual Merchandising Manager 10 000 16 000 12 000

Head of Collection (Buying) 10 000 25 000 18 000

Fashion Buyer 5 000 10 000 7 000

Merchandise Planning Manager 6 000 20 000 14 000

Allocator/ Merchandise Planner 4 000 9 000 6 000

Hotels

Hotel Director 6 000 20 000 12 000

Sales & Marketing Director 8 000 16 000 10 000

Food & Beverage Manager 5 000 11 000 8 000

Restaurant Manager 4 500 11 000 6 500

Revenue Manager 6 000 17 000 12 000

Chef 4 500 15 000 10 000

* Data based on gross monthly salaries in PLN (full time)

** Most commonly offered salary for a given position

The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

hays.pl
 SALES

DRIVING E-COMMERCE SALES

AFFECTING THE BOTTOM LINE
The economic picture in sales mostly depends on
the industry that the company operates in. Examples where
the outlook is positive include the chemical (still developing
mainly in the field of additives used in the food industry),
construction, heavy goods, energy and agricultural sectors
(mainly pesticides, fertilizers and seeds).
Salary levels in the construction industry (the hardest hit
by the economic downturn) are expected to fall by 10-20%
compared to the final quarter of 2011 and the first quarter
of 2012. Candidates actively seeking for a job have lower
monetary expectations and are often willing to accept a role
that they would not have accepted at the same point in 2012.

There is increased demand for Sales specialists and Sales Given the importance of online sales, it comes as no surprise
Managers, because these people can make a real impact that E-commerce Manager and E-commerce specialists
on business performance and a companys bottom line. continue to be highly sought after.
There are technical companies that are new to the Polish
market, having set up their operations in 2012 while
existing organisations develop their portfolio of products
and services, hence the buoyant demand for Business
Development Managers.

E-commerce skills in demand

We still foresee a lot of interest for salespeople with several

years of experience as Key Account Managers in the Fast
Moving Consumer Goods (FMCG) sector. Companies are
particularly keen to hear from candidates who have strong
analytical and negotiation skills and that can speak fluent
English.

hays.pl
 SALARY GUIDE - SALES

POSITION MIN * MAX * OPTIMUM **

Sales Representative 3 000 6 000 4 000

Key Account Manager/ Senior Key Account Manager 8 000 16 000 12 000

National Key Account Manager 16 000 25 000 20 000

Area Sales Manager 6 000 10 000 7 000

District Sales Manager 8 000 18 000 12 000

Export Manager 10 000 18 000 15 000

Sales Director 20 000 40 000 25 000

Sales Analyst 6 000 9 000 7 000

Trade Marketing Manager 10 000 16 000 12 000

Trade Marketing Specialist 5 000 9 000 7 000

Business Development Manager 10 000 17 000 14 000

Technical Sales Advisor/ Sales Engineer 4 500 10 000 6 500

E-commerce Manager 9 000 25 000 15 000

E-commerce Specialist 6 000 12 000 8 000

* Data based on gross monthly salaries in PLN (full time)

** Most commonly offered salary for a given position

The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

hays.pl
 TRANSPORT & LOGISTICS

TRANSPORT EXPERIENCE
SCARCE SUPPLY OF EXPERTS
Logistics operators will extend their range of services in 2013 In the Transport sector, there is a steady requirement for
and offer outsourcing for an increasing number of processes good forwarding agents, both domestic and international,
from clients, such as a partial acquisition (production, as well as for sales specialists. Intermodal rail transportation
manufacturing) or packaging. is an area that will continue to grow in 2013 in logistics,
therefore we expect there to be demand for operational and
We expect to see the progress of specialization and the sales positions within this specialisation. It is still a niche area
struggle for leadership in logistics companies in some in Poland and it is why good specialists in this field are rare.
industries, particularly for pharmaceutical companies.
Salaries in logistics remained constant in 2012 and the same
trend is expected in 2013.

Rail transportation a new growth area

Many companies decided to change their organisational

structures and optimise processes, and now there are many
experienced logistics candidates on the market. The excess
supply of qualified candidates has tempered the growth of
wages in this sector.

hays.pl
 SALARY GUIDE - TRANSPORT & LOGISTICS

POSITION MIN * MAX * OPTIMUM **

Supply Chain Manager 16 000 25 000 20 000

Logistics Director 16 000 25 000 18 000

Logistics Manager 10 000 18 000 13 000

Logistics Specialist 4 000 9 000 6 000

Demand Planner 6 000 10 000 8 000

Warehouse Manager 7 000 13 000 9 000

Logistics Solution Sales Specialist 5 000 9 000 7 000

Distribution Centre Manager 10 000 16 000 13 000

Transport Manager 7 000 13 000 10 000

Forwarding Manager 6 000 11 000 8 000

Road/ Sea/ Flight Freight Forwarder 3 500 7 000 5 500

Intermodal Freight Forwarder 4 500 7 000 6 000

Business Development Manager 8 000 14 000 11 000

* Data based on gross monthly salaries in PLN (full time)

** Most commonly offered salary for a given position

The analysis is based on the recruitment projects carried out by Hays Poland in 2012.

hays.pl
Tricity
ul. 10-go Lutego 16
81-364 Gdynia
T: +48 58 782 6880
F: 48 58 782 6881
E: tricity@hays.pl
Katowice
ul.Chorzowska 50
40-121 Katowice
T: +48 32 603 7480
F: +48 32 603 7490
E: katowice@hays.pl

Warsaw Cracow
ul. Zota 59 ul. Lubicz 23a
00-120 Warszawa 31-503 Krakw
T: +48 22 584 5650 T: +48 12 290 4460
F: +48 22 584 5651 F: +48 12 290 4461
E: warsaw@hays.pl E: cracow@hays.pl

Poznan
ul. Szyperska 14
61-754 Pozna
T: +48 61 625 9111
F: +48 61 625 9105
E: poznan@hays.pl
Szczecin
ul. Makowskiego 30/1
70-304 Szczecin
T: +48 91 886 4600
E: szczecin@hays.pl

Lodz
ul. Sienkiewicza 59
90-009 d
T: +48 42 209 4050
F: +48 42 663 7287
E: lodz@hays.pl

Wroclaw
ul. w. Mikoaja 81
50-126 Wrocaw
T: +48 71 347 9980
F: +48 71 347 9990
E: wroclaw@hays.pl

Copyright Hays Poland Sp. z o.o. 2013. HAYS, the Corporate and Sector H devices, Recruiting
experts worldwide, the HAYS Recruiting experts worldwide logo and Powering the World of Work
are trade marks of Hays Poland Sp. z o.o. The Corporate and Sector H devices are original designs
protected by registration in many countries. All rights are reserved.

hays.pl