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



1
         BeInspired
         BeRewarded
         BeYourself

    Be
2
    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
                                 Marketing/PR Major
                                 Member of National
     Photo of Keynote Speaker
                                  Black MBA Association
                                 Recruited to Kraft from
                                  Pepsi in 1991



4
    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
    BeInspired


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     Strong History
     Historical Development

     1825                      1867
Suchard, Neuchatel (CH)        Tobler, Bern (CH)
(Snacks)                       (Snacks)                                    Startups
                                                                           Mergers/Name changes/“Purchases“
                                      1970                                                 offices
                                                                           Startup of branch
                                   Interfood, Zürich (CH)
                                    (Snacks)

      1895                               1982                      1990
      Jacobs, Bremen (GER)            Jacobs Suchard              Philip Morris
      (Coffee)

        1903                    1927 Kraft Deutschland,         1988                   1993           2000
        Kraft, Chicago (USA)                                    Philip                 Kraft Jacobs   Kraft Foods
         (Cheese)                       Hamburg (GER)                                  Suchard
                                          (Cheese)              Morris

                 1948                 1981             1985            1989
                General Food         HAG GF AG         Philip Morris   Kraft General
                  Europe                                               Food Europe
      1906                            1979
    Kaffee HAG, Bremen (GER)         General Foods buys 95% of
    (entc. Coffee)                   the Coffee HAG stocks

7
    Kraft Vision
    Helping People Around the World Eat and Live Better




8
    Mission: Undisputed Global Food Leaders
     Consumers     –   First Choice

     Customers     –   Indispensable Partner

     Alliances     –   Most Desired Partner

     Employees     –   Employer of Choice

     Communities   –   Responsible Citizen

     Investors     –   Sustainable Growth



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     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 best?”

          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

         Source: Harris Poll 2005
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     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%      12%
                                                   9%        9%


      P&G    Kraft    General   Nestle   Pepsi-   Unilever Coca-Cola
                       Mills              Cola     HPC
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     Our Geographic Business Segments
                                 KIC                      KIC
       KNAC             Western Europe Region    Central Europe Region




             KIC
     Latin America Region


                                                KIC                       KIC
                                     Eastern Europe, Middle        Asia Pacific Region
                                      East & Africa Region
13
     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; 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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     The Best Brands in the World




15
     The Best Brands in the World




16
     50+ Brands over $100 Million in Revenue




17
     Five Brands Over One Billion Revenue $




18
     New Product Examples: Health & Wellness




19
     New Product Examples




20
     BeRewarded


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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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     Customer Development Career
     Opportunities Across the United States

         D


                                                              H
                                                                  O
                    B                                         P
                                                                                           New England
                                                                         K
                         Northwest                                           I
                                                   Midwest                        F            C

                                                                             J             A
         N                                                                                             Mid Atlantic
                                                                                      L

                                                                                  E
                                                          H
                                                                  Q

                                                                      Southeast
                                       Southwest                                                        Customer Regions
                                                      G
                                                                                  R       A – Ahold           J – Kroger

                                                                                          B – Albertson’s    K – Meijer
                                                                                  M       C–C&S               L - Military

                                                                                          D - Costco/BJ’s     M - Publix
     West Area Regions   East Area Regions
      Midwest             Mid Atlantic                                                    E - Food Lion       N – Safeway

      Northwest           New England                                                     F – Giant Eagle     O - Super Valu
      Southwest           Southeast                                                       G - H E Butt        P –Target

                                                                                          H – Key Wholesalers – Wal Mart
                                                                                                            Q

                                                                                          I – K-Mart          R - Winn-Dixie

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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         Length of Rotation
                                       Model)
     DSD Sales Rep                     Experience selling Kraft products at retail in both   6 mos. DSD + 6 months Warehouse (either
                                       DSD and Warehouse businesses                          order) OR

     Warehouse Sales Rep
                                                                                             12 months One Portfolio Rep




     Supply Chain – Biscuit Customer   Exposure to/experience in non-direct sales            1 months DSD Cust Logistics
     Logistics & Warehouse             functions
     Customer Service
                                                                                                                  +


                                                                                             1 week on-sight Cust Svc Orientation
     Merchandising Coordinator or      First level people management, prioritizing,          3 – 6 months
     District Coordinator              scheduling, routing, employee relations, team
                                       building.



     Sales Analytics                   Experience using systems/information to support       3 months
                                       line sales & leverage consumer insights to
                                       influence consumer demand
     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 add the most value
        and to fulfill their potential
                                                Sales
     3. Provide wide range of career and       Leaders
        development opportunities
     4. Offer World Class Training
                BeInspired
                BeRewarded
                BeYourself

          Be
27
     Kraft Career Path
            Being proficient at setting and evaluating strategy
            Understanding multiple views and roles
            Developing people to execute the strategy and direction         Executive
            Commanding respect from internal and external constituents

      Evaluating others on abilities
      Coaching managers through performance
       evaluation & development
      Broad business knowledge and perspective
                                                           Director
      Skilled communicator able to share direction
       through several organizational layers


                                                          Re-allocating time to others and still
                                                           complete their own tasks
                                       Manager            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
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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


29
     BeYourself


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     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


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     Be

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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

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          BeInspired
          BeRewarded
          BeYourself

     Be
34

				
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