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Indiana University Select Career Opportunities Orientation Program Jeff Cullar & Jeff Rauch September 22, Indiana University Select Career Opportunities Orientation Program Jeff Cullar & Jeff Rauch September 22, 2005 1

Be. Inspired Be. Rewarded Be. Yourself Be 2 Be. Inspired Be. Rewarded Be. Yourself Be 2

Agenda § Kraft’s commitment to excellence § Career development at Kraft § Kraft’s Management Agenda § Kraft’s commitment to excellence § Career development at Kraft § Kraft’s Management Development Program § Internship Opportunities § Q&A 3

Jeffery D. Cullar § Region Vice President – Chicago Region § Nabisco Biscuit Division Jeffery D. Cullar § Region Vice President – Chicago Region § Nabisco Biscuit Division § Marketing/PR Major Photo of Keynote Speaker § Member of National Black MBA Association § Recruited to Kraft from Pepsi in 1991 4

Jeffery D. Rauch § Region Director Retail – Chicago Region § Nabisco Biscuit Division Jeffery D. Rauch § Region Director Retail – Chicago Region § Nabisco Biscuit Division § Indiana University Alumni- ’ 79 Photo of Keynote Speaker § Business Major § Began career with “Kraft” in 1980 5

Be. Inspired 6 Be. Inspired 6

Strong History Historical Development 1825 Suchard, Neuchatel (CH) (Snacks) 1867 Tobler, Bern (CH) (Snacks) Strong History Historical Development 1825 Suchard, Neuchatel (CH) (Snacks) 1867 Tobler, Bern (CH) (Snacks) Startups Mergers/Name changes/“Purchases“ Startup of branch ffices o 1970 Interfood, Zürich (CH) (Snacks) 1895 Jacobs, Bremen (GER) (Coffee) 1903 Kraft, Chicago (USA) (Cheese) 1948 General Food Europe 1906 Kaffee HAG, Bremen (GER) (entc. Coffee) 7 1990 1982 Jacobs Suchard Philip Morris 1927 Kraft Deutschland, Hamburg (GER) (Cheese) 1981 HAG GF AG 1979 1993 1988 Philip Morris 1985 Philip Morris General Foods buys 95% of the Coffee HAG stocks 1989 Kraft General Food Europe Kraft Jacobs Suchard 2000 Kraft Foods

Kraft Vision Helping People Around the World Eat and Live Better 8 Kraft Vision Helping People Around the World Eat and Live Better 8

Mission: Undisputed Global Food Leaders § Consumers First Choice § Customers – Indispensable Partner Mission: Undisputed Global Food Leaders § Consumers First Choice § Customers – Indispensable Partner § Alliances – Most Desired Partner § Employees – Employer of Choice § Communities – Responsible Citizen § Investors 9 – Sustainable Growth –

Guiding Principles § Put Consumers First § Work Simply, Act Quickly § Play To Guiding Principles § Put Consumers First § Work Simply, Act Quickly § Play To Win 10

Consumer Confidence Kraft Rated #3 Among All Brands “Which brands do you consider the Consumer Confidence Kraft Rated #3 Among All Brands “Which brands do you consider the best? ” 1. Sony =7. Honda 2. Dell =7. General Electric 3. Kraft 8. General Motors 4. Coca-Cola 5. Ford =9. Hewlett Packard 6. Toyota 11 =9. Microsoft 10. Procter & Gamble Source: Harris Poll 2005

Indispensable Partner to Customers Undisputed Global Food Leader Kraft Ranked #2 in 2004 U. Indispensable Partner to Customers Undisputed Global Food Leader Kraft Ranked #2 in 2004 U. S. Cannondale Retailer Survey 43% “Best of the Best” Overall 36% 24% 12% P&G 12 Kraft General Mills 12% Nestle Pepsi. Cola 9% 9% Unilever Coca-Cola HPC

Our Geographic Business Segments KNAC KIC Western Europe Region KIC Central Europe Region KIC Our Geographic Business Segments KNAC KIC Western Europe Region KIC Central Europe Region KIC Latin America Region KIC Eastern Europe, Middle East & Africa Region 13 KIC Asia Pacific Region

Kraft North America Commercial KNAC Fast Facts KNAC headquarters: Northfield, Illinois, U. S. Key Kraft North America Commercial KNAC Fast Facts KNAC headquarters: Northfield, Illinois, U. S. Key countries in the business unit: Canada, United States Some key brands: Kraft cheeses, salad dressings, dinners and other products; Post cereals; Philadelphia cream cheese; Oscar Mayer meats and Lunchables lunch combinations; Maxwell House, Starbucks and Gevalia coffees; Capri Sun, Tang, Kool-Aid and Crystal Light beverages; Oreo, Chips Ahoy!, Nilla, Newtons and Snackwell’s cookies; Ritz, Triscuit and Wheat Thins crackers; Handi-Snacks snack combinations; Planters salted snacks; Di. Giorno, Delissio, California Pizza Kitchen, Tombstone and Jack’s pizza; Back to Nature cookies, crackers, cereal, granola dinners and cheese; Boca burgers, nuggets, patties and meat alternatives; Jell-O gelatins and puddings; Cool Whip whipped topping; Velveeta process cheese loaf 14

The Best Brands in the World 15 The Best Brands in the World 15

The Best Brands in the World 16 The Best Brands in the World 16

50+ Brands over $100 Million in Revenue 17 50+ Brands over $100 Million in Revenue 17

Five Brands Over One Billion Revenue $ 18 Five Brands Over One Billion Revenue $ 18

New Product Examples: Health & Wellness 19 New Product Examples: Health & Wellness 19

New Product Examples 20 New Product Examples 20

Be. Rewarded 21 Be. Rewarded 21

Customer Development Organization Structure § The Kraft Foods Customer Development Organization is comprised of Customer Development Organization Structure § The Kraft Foods Customer Development Organization is comprised of more than 30 National, Area and Geographic Sales teams - Team members include Sales Representatives, Manager and others who work together to meet the needs of food retailers and customers across the U. S. and Canada § 3 Retail selling teams - Biscuit Direct Store Delivery (DSD) - Pizza Direct Store Delivery (DSD) - Warehouse § Totaling 10, 600 people covering over 37, 900 retail outlets and selling 1, 200 SKUs in 66 categories 22

Customer Development Career Opportunities Across the United States D H B P O New Customer Development Career Opportunities Across the United States D H B P O New England K Northwest I F Midwest C J A N Mid Atlantic L E H Q Southwest Southeast Customer Regions G R A – Ahold J – Kroger B – Albertson’s M West Area Regions Midwest Northwest Southwest East Area Regions Mid Atlantic New England Southeast K – Meijer C–C&S L - Military D - Costco/BJ’s M - Publix E - Food Lion N – Safeway F – Giant Eagle O - Super Valu G - H E Butt P –Target Q H – Key Wholesalers – Wal Mart I – K-Mart 23 R - Winn-Dixie

At Kraft, the best Management Development Associate § Is the best team LEADER § At Kraft, the best Management Development Associate § Is the best team LEADER § Is an IDEA champion § Delivers superior RESULTS § Develops professional EXPERTISE 24

Management Development Program § Upon joining Kraft, you will be placed into a Management Management Development Program § Upon joining Kraft, you will be placed into a Management Development Program - Designed to give you exposure to a wide variety of experiences to prepare you for future leadership roles within the organization - Rotational assignments will include experiences in: § Direct selling § Customer Logistics § Retail Analysis § People Management § Program will include formal training, assignment of a mentor, and field trips to various key businesses § Upon successful completion of the MDP, participants will be placed into a position where they will be strategically partnering with a Customer to grow business, both for Kraft and the Customer 25

Rotational Assignments Rotation/Exposure Key Learnings (Aligns with Career Experiences Model) Length of Rotation DSD Rotational Assignments Rotation/Exposure Key Learnings (Aligns with Career Experiences Model) Length of Rotation DSD Sales Rep Experience selling Kraft products at retail in both DSD and Warehouse businesses § 6 mos. DSD + 6 months Warehouse (either order) OR Warehouse Sales Rep Supply Chain – Biscuit Customer Logistics & Warehouse Customer Service § 12 months One Portfolio Rep Exposure to/experience in non-direct sales functions 1 months DSD Cust Logistics + 1 week on-sight Cust Svc Orientation Merchandising Coordinator or District Coordinator First level people management, prioritizing, scheduling, routing, employee relations, team building. 3 – 6 months Sales Analytics Experience using systems/information to support line sales & leverage consumer insights to influence consumer demand 3 months Category Analyst or Region Analyst * In addition, approximately threes weeks allocated for orientation, training and field trips 26

Kraft’s Approach to Career Development 1. Recruit the best people 2. Challenge them to Kraft’s Approach to Career Development 1. Recruit the best people 2. Challenge them to add the most value and to fulfill their potential 3. Provide wide range of career and development opportunities 4. Offer World Class Training Be 27 Be. Inspired Be. Rewarded Be. Yourself Sales Leaders

Kraft Career Path § § Being proficient at setting and evaluating strategy Understanding multiple Kraft Career Path § § Being proficient at setting and evaluating strategy Understanding multiple views and roles Developing people to execute the strategy and direction Commanding respect from internal and external constituents § Evaluating others on abilities § Coaching managers through performance evaluation & development § Broad business knowledge and perspective § Skilled communicator able to share direction through several organizational layers Manager Executive Director § Re-allocating time to others and still complete their own tasks § Accomplishing work through others § Being available for planning, coaching development Individual Contributor § Refinement of personal and technical skills § Learning the culture and adapting to professional standards § Collaborating with others 28

Internships at Kraft – Customer Development Organization § 12 weeks in duration with focus Internships at Kraft – Customer Development Organization § 12 weeks in duration with focus on professional development and skill-building versus “summer job” § Assigned key project(s) such as: - Market analysis, project planning, support new item launches - Additional day-to-day assignments – Run actual sales route; Merchandise product § Comprehensive internship program includes: - Plant tours - Group Intern events 29

Be. Yourself 30 Be. Yourself 30

Our Diversity Vision The right people in the right places, contributing fully to meet Our Diversity Vision The right people in the right places, contributing fully to meet business & personal goals The Right People ……………… Diverse in every way The Right Places …. ……… In every function, level & geography Contributing Fully……… From their wide range of talent & skills To Meet Business Goals……. …. That exceed traditional targets, markets and geographies Which Requires ………. Improving our diverse employee profile 31

Be 32 Be 32

Employer of Choice “ 100 Best Companies for Working Mothers” “Top 50 Companies for Employer of Choice “ 100 Best Companies for Working Mothers” “Top 50 Companies for Diversity” – Diversity. Inc “Top 50 Places for Latino Women to Work” – Latina Style “Best Companies for Financial Professionals” – CFO Magazine “ 50 Best Companies to Work For in Germany” – Great Places to Work Institute “Top 10 Best Workplaces in Greece” – Great Places to Work Institute “ 50 Best Companies in Mexico” 33 – Working Mother - Great Places to Work Institute

Be. Inspired Be. Rewarded Be. Yourself Be 34 Be. Inspired Be. Rewarded Be. Yourself Be 34