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Recruitment and Selection in FMCG Industry
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  • 1. • FMCG sector – An Overview• Analysis of 4 FMCG players – Cadbury – GSK – ABD – Heinz• Comparative analysis
  • 2. FMCG sector – An Overview• Characteristics• Levels• Job Roles• Requirements• Difference with respect to other sectors – IT – Financial
  • 3. FMCG sector – Characteristics• Stability factor (evergreen sector)• High Profile• Growth Potential• Depth of experience in less time across all fields• Industry thrives on innovation• Nationwide opportunities, both urban and rural• Lots of choices and opportunities for advancement
  • 4. FMCG sector – → Requirements → Roles• MD• VP Sales• GM East• Zonal Head/Branch Sales Manager• Area Sales Manager• Senior Executive• Sales officer/Executive
  • 5. FMCG sector – Levels → → Roles • Placement• MD agencies • Walk-ins• VP Sales • Experience • Lateral• GM East • Referral• Zonal Head/Branch Sales Manager• Area Sales Manager• Senior Executive• Sales officer/Executive
  • 6. FMCG sector – Levels → → Roles• MD ↑SO via exams and• VP Sales experience• GM East• Zonal Head/Branch Sales Manager• Area Sales Manager• Senior Sales Officer/Executive• Sales officer/Executive
  • 7. FMCG sector – Levels → → Roles MBAs• MD Campus recruitment Lateral• VP Sales Referral PPO• GM East Internal• Zonal Head/Branch Sales Manager• Area Sales Manager• Senior Executive• Sales officer/Executive
  • 8. FMCG sector – Levels → → Roles• MD Exam GD• VP Sales Interview Field Project• GM East• Zonal Head/Branch Sales Manager• Area Sales Manager• Senior Executive• Sales officer/Executive
  • 9. FMCG sector – Levels → → Roles• MD ↑ASM on basis of• VP Sales performance and experience• GM East• Zonal Head/Branch Sales Manager• Area Sales Manager• Senior Executive• Sales officer/Executive
  • 10. FMCG sector – Levels → → Roles• MD• VP Sales• GM East• Zonal Head/Branch Sales Manager• Area Sales Manager• Senior Executive• Sales officer/Executive
  • 11. FMCG sector – Levels → Requirements → BSM Distributor Relations Modern Trade division Outsourced or ASM ASM ASM WB, North East Bihar, Jharkhand, Orissa SSO SSO Kolkata Burdwan, Durgapur, AsansolSO SO SO SO SO East West North South Central
  • 12. Difference with respect to other sectors - IT• What does not matter: – Communication Skills – Appearance, Personality, Smartness – Negotiation Skills – Market specific knowledge• Variable Pay concept in FMCG• IT has Specific Requirements
  • 13. Difference with respect to other sectors – Financial (Banking)• What does not matter: – Negotiation Skills – Market specific knowledge• They sell services not products• Specific Requirements
  • 14. • Requirement – Qualification – Skills• Schemes• Policies• Benefits
  • 15. • Experience • MBA for ASMRequirement • PPO • Consultants • No lateral in higher levels • Communication Skills • Appearance, Personality, Smartness Skill-set • Negotiation Skills • Laterals from different sectors entertained • High Mobility Policies • MDP • Certificate Programs • Retirement Schemes Schemes • Children Education schemes • Employee Performance Appraisal Benefits • Perks telephone , transport , bonus, tour, LTA, medicals, intranet, accommodation, rent and brokage costs
  • 16. • Experience • MBA for ASMRequirement • PPO • Consultants • No lateral in higher levels • Communication Skills • Appearance, Personality, Smartness Skill-set • Negotiation Skills • Market specific knowledge • High Mobility Policies • MDP • Certificate Programs • Retirement Schemes Schemes • Children Education schemes • Employee Performance Appraisal • Perks telephone (1+1), transport (as per levels), bonus, tour, LTA, Benefits medicals, intranet, accommodation, rent and brokage costs • Special Benefits
  • 17. • Upper level - lateralRequirement • Experienced industry specific, • ASM - MBA • Lower level cannot rise up the ladder • Local communication skills • key accounts manager - fluent communication (English) and Skill-set experienced • Bargaining power, relationship building skills • Mobility not an issue Policies • No such specific employee policies • Retirement Schemes • Education (from key accounts) • Performance appraisal Benefits • Perks telephone ,transport, bonus, tours, medicals, internet • Accommodation (from zonal head)
  • 18. • QualificationRequirement • Experience • PPO • Consultants • Communication Skills Skill-set • Appearance, Personality, Smartness • Negotiation Skills • Market specific knowledge Policies • MDP • Certificate Programs • Retirement Schemes Schemes • Children Education schemes • Employee Performance Appraisal Benefits • Perks : telephone ,transport, bonus, tour, medicals, internet, accommodation
  • 19. Comparative analysis - • Medium – Job Sites – Agencies – Referrals – Laterals • Requirements • Schemes – Retirement Schemes – Performance Appraisal • Policies – MDP – Training • Benefits – Perks
  • 20. Comparative analysis -• What they look for? – Communication Skills – Passion – Willingness to travel – Competitive Attitude – Background – Body language – Smartness – Negotiation Skills – Norms
  • 21. Comparative analysis -GSK and ABD HeinzCadbury • Open door • Semi open door• Closed door • Open • Open• Closed recruitment recruitment recruitment policy policy policy • Not paid for • Not paid for• Paid for referral employee referrals referrals
  • 22. Sometimes opportunity doesn’t knock. It simply . We want to become the No.1 luxury brand in India and we need you to achieve that. Harley-Davidson is now hiring - and looking for talent, ride and above all, a passion for perfection Senior Manager, Business Strategy Development Manager, Press Communication Location: Gurgaon Location: Gurgaon Primary Responsibility: Primary Responsibility: • Would be responsible for strategy • Would be responsible for establishing and maintaining relationships with media and implementation and business development facilitate positive coverage across all functional areas • Would be responsible for organizing and • Would monitor strategy and customer delight coordinating press events projects • Would be responsible for designing PR strategy Qualification and experience Qualification and experience • Post Graduate • Post Graduate degree in communication • 8-10 years of work experience in automotive • 6-8 years of work experience in similar industry function • Excellent communication and analytical skills • Excellent communication and presentation skillsTo apply or for more information visit www.harley-davidson.inOr visit our facebook page www.facebook .com/harley-davidson