1 indiana university select career opportunities orientation program jeff cullar & jeff rauch...
TRANSCRIPT
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Indiana UniversitySelect Career Opportunities
Orientation Program
Jeff Cullar & Jeff Rauch
September 22, 2005
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Agenda
Kraft’s commitment to excellence
Career development at Kraft
Kraft’s Management Development
Program
Internship Opportunities
Q & A
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Jeffery D. Cullar
Region Vice President – Chicago Region
Nabisco Biscuit Division
Marketing/PR Major
Member of National Black MBA Association
Recruited to Kraft from Pepsi in 1991
Photo of Keynote Speaker
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Jeffery D. Rauch
Region Director Retail – Chicago Region
Nabisco Biscuit Division
Indiana University Alumni- ’79
Business Major
Began career with “Kraft” in 1980
Photo of Keynote Speaker
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Strong History
1927Kraft Deutschland, Hamburg (GER)
(Cheese)
1988Philip Morris
1825Suchard, Neuchatel (CH)(Snacks)
1895Jacobs, Bremen (GER)(Coffee)
1903Kraft, Chicago (USA)(Cheese)
1982Jacobs Suchard
1990Philip Morris
1993Kraft Jacobs Suchard
2000Kraft Foods
1948General Food
Europe
1985Philip Morris
1989Kraft General Food Europe
1867Tobler, Bern (CH)(Snacks)
1906Kaffee HAG, Bremen (GER)(entc. Coffee)
StartupsMergers/Name changes/“Purchases“Startup of branchoffices1970
Interfood, Zürich (CH)(Snacks)
1981HAG GF AG
1979General Foods buys 95% of the Coffee HAG stocks
Historical Development
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Consumers – First Choice
Customers – Indispensable Partner
Alliances – Most Desired Partner
Employees – Employer of Choice
Communities – Responsible Citizen
Investors – Sustainable Growth
Mission: Undisputed Global Food Leaders
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Consumer Confidence
“Which brands do you consider the best?”
Source: Harris Poll 2005
1. Sony =7. Honda
2. Dell =7. General Electric
3. Kraft 8. General Motors
4. Coca-Cola =9. Microsoft
5. Ford =9. Hewlett Packard
6. Toyota 10. Procter & Gamble
Kraft Rated #3 Among All Brands
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Indispensable Partner to Customers
P&G GeneralMills
Unilever HPC
Coca-ColaKraft Nestle Pepsi-Cola
36%
24%
12% 12%9% 9%
43% “Best of the Best” Overall
Kraft Ranked #2 in 2004 U.S. Cannondale Retailer Survey
Undisputed Global Food Leader
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KNACKNAC
KICKICLatin America RegionLatin America Region
KICKICCentral Europe RegionCentral Europe Region
KICKICWestern Europe RegionWestern Europe Region
KICKIC
Eastern Europe, Middle Eastern Europe, Middle East & Africa RegionEast & Africa Region
KICKICAsia Pacific RegionAsia Pacific Region
Our Geographic Business Segments
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Kraft North America Commercial
KNAC Fast FactsKNAC Fast FactsKNAC 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; DiGiorno, 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
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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
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A – Ahold
B – Albertson’s
C – C & S
D - Costco/BJ’s
E - Food Lion
F – Giant Eagle
G - H E Butt
H – Key Wholesalers
I – K-Mart
J – Kroger
K – Meijer
L - Military
M - Publix
N – Safeway
O - Super Valu
P –Target
Q – Wal Mart
R - Winn-Dixie
Customer Regions
NorthwestNorthwest
Mid AtlanticMid Atlantic
MidwestMidwest
New EnglandNew England
SouthwestSouthwestSoutheastSoutheast
D
E
G
J
H
K
L
M
N
H
R
O
A
B
CF
P
Q
I
West Area Regions Midwest Northwest Southwest
East Area Regions Mid Atlantic New England Southeast
Customer Development Career Opportunities Across the United States
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At Kraft, the best Management Development Associate
Is the best team LEADER
Is an IDEA champion
Delivers superior RESULTS
Develops professional EXPERTISE
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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
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Rotational Assignments
Rotation/Exposure Key Learnings (Aligns with Career Experiences Model)
Length of Rotation
DSD Sales Rep
Warehouse Sales Rep
Experience selling Kraft products at retail in both DSD and Warehouse businesses
6 mos. DSD + 6 months Warehouse (either order) OR
12 months One Portfolio Rep
Supply Chain – Biscuit Customer Logistics & Warehouse Customer Service
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
Category Analyst or Region Analyst
Experience using systems/information to support line sales & leverage consumer insights to influence consumer demand
3 months
* In addition, approximately threes weeks allocated for orientation, training and field trips
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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
Sales Leaders
BeInspired
BeRewarded
BeYourself
BeInspired
BeRewarded
BeYourself
BeBe
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IndividualContributor
Manager
Director
Executive
Refinement of personal and technical skills Learning the culture and adapting to professional standards Collaborating with others
Re-allocating time to others and still complete their own tasks
Accomplishing work through others Being available for planning, coaching
development
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
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
Kraft Career Path
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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
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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
Our Diversity Vision
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Employer of Choice
“100 Best Companies for Working Mothers” – Working Mother
“Top 50 Companies for Diversity” – DiversityInc
“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” - Great Places to Work Institute