Research About The Building Andapplication Of Competency Model For Account Managers Of China Telecom M Branch

With the restructuring of the telecommunications industry, the original six-based operators turn into China Mobile, China Telecom, China Unicom, these three dominant operators, each of which gain licenses for both fixed and mobile network. With the start of all-service operation, China Telecom faces is now facing the omni-directional competitions from China Mobile and China Unicom in fixed network, broad band, mobile network, value-added service and so on. On the basis of advantages in fixed network, China Telecom starts to take market share of mobile service; similarly, China Mobile and China Unicom, who rely on advantages in mobile service, now enter the market of fix network too. In such a situation, government and enterprise customers will become the focus of competition for these three operators. Since competition among the enterprises is essentially the competition of talents, the account managers of China Telecom is to be confronted by the more comprehensive, direct and intensive competition from competitors in the same field.In a changing environment, the deficiencies in the original model of human resource management based on position management become more and more obvious, and that reveals the dire need to establish a new model of human resource management. The system of competence theory and competence model, which could offer a new insight and a new method to human resource management, would become one of the ways that help the company gain core competencies. Taking China Telecom M Branch as the example, this paper will advance a competency model, which is built for the position of account managers through observation, behavioral event interview, questionnaire and some other methods, to solve the problems in team construction and management of account managers. And the establishment of competency model will set the stage for building a capability evaluation system for account managers and a salary incentive system with capability as its guideline for China Telecom M Branch. As to the application of competency model, this paper will introduce the actual results of the selecting system and salary incentive system which are based on competency model and applied to account managers in China Telecom M Branch, as well as some important notices in application of competency model.