Strategic Human Resources Global Human Resource and Total Rewards Capabilities

1. Value Stream Meeting September 12, 2011 Kathy Chiaravalli Managing Director STRATEGIC HUMAN RESOURCES, LLC INTRODUCTION

5. COMPENSATION WWW.HRSTRATEGY.BIZ, 1-248-790-6278

8. SALES COMPENSATION WWW.HRSTRATEGY.BIZ, 1-248-790-6278 Defining Sales Strategy Winning at the Front Line Building and Sustaining Performance Segmentation Value Proposition Efficiency Effectiveness Recruiting and Training Supervision and Coaching Organizational Support Where is the money, what segments should the sales force focus on for growth and profitability? What is the winning value proposition? Are sales force and channels deployed to efficiently cover priority segments? What do customers need from sales representatives? How do we get the right people with the right skills at the front line? What role can coaching play in sales force/ channel development? Do sales channels have the support they need to sell efficiently and effectively? What combination of sales and service capabilities represent a winning formula? Is sales force time spent selling? What skills are required to sell the value proposition to the target segments? How should channels be developed? Are sales managers skilled and motivated to coach required skills? External Coach? Do sales compensation plans drive high, objectives-linked and strategy-consistent performance? How can more time be freed for high value selling? What are the key skills to be developed?

9. GLOBALIZATION WWW.HRSTRATEGY.BIZ, 1-248-790-6278

11. BENEFITS – TOTAL REWARDS STRATEGY WWW.HRSTRATEGY.BIZ, 1-248-790-6278

14. BIO Kathy Chiaravalli has been a global business leader for more than twenty five years. As a global human resource consultant, Ms. Chiaravalli offers client organizations her wealth of international and domestic expertise in compensation, benefits, expatriate program management, and human resource planning in Fortune 250 organizations. Ms. Chiaravalli has led a wide range of human resource functions in global consumer products, automotive, high tech, and service organizations. Known for revolutionizing chaos, Ms. Chiaravalli has traveled to over twenty-five countries to design and implement business solutions and has been responsible for international human resource programs covering fifty countries for four different multi-national companies. As Vice President – Total Reward Systems, she was one of the five highest ranking women at Allied Domecq (the world’s second largest wine and spirits company). Ms. Chiaravalli has a Masters degree in Human Resources from Cornell University and a Bachelors degree in Economics from the University of Wisconsin-Madison. She has completed extensive multi-week executive education programs at INSEAD in Fontainebleau France and a Global Leadership program at Babson College in Wellesley Massachusetts. She has taught International Benefits for the International Employee Benefits Foundation. She was a Global Team Advisor for the W@W and a Board Member and Editor for the New England Chapter of the Human Resource Planning Society. In addition she co chairs the Detroit International Special Interest Group of SHRM and has been affiliated with AIESEC and the NFTC. Ms. Chiaravalli has published four articles related to Human Resources including “Working Abroad: Profiting from the Experience in the Journal of International Compensation and Benefits .

15. CONTACT INFORMATION Kathy Chiaravalli Managing Partner Strategic Human Resources LLC Tel: 1-248-790-6278 [email_address] www.HRStrategy.biz