UEH UNIVERSITY UEH COLLEGE OF BUSINESS SCHOOL OF MANAGEMENT HUMAN RESOURCES MANAGEMENT FINAL ESSAY TOPIC: CONDUCT AN IN-DEPTH HUMAN RESOURCE ANALYSIS FOR SALE EXECUTIVE AT COCA COLA VIETNAM SUBJECT CODE: 23D1MAN50204801 LECTURER: Trương Nữ Tô Giang, Ph. No Full name Student ID 1 Nguyễn Hoàng Thanh Nhã 31211024100 2 Nguyễn Ngọc Tú Quỳnh 31211025672 3 Nguyễn Thị Thanh Ngọc 31211020573 4 Lưu Thị Thu Trang 31211022607 5 Trần Ngọc Linh Đan 31211026500 6 Lê Thùy Linh 31211022685 Ho Chi Minh City, April 14th2023 Table of Contents CHAPTER 01: INTRODUCTION. Information about Coca Cola Vietnam. Job Description and Job Specification.
HR Planning Report. Identify factors influencing recruitment activities. Recruiter traits and behaviors. Management by Objectives (MBO).
Graphic Rating Scale. 49 Abstract Human Resource Management (HRM) is an essential function of modern organizations. It involves a range of activities that are designed to manage and optimize the performance of employees. One of the key tasks of HRM is to conduct a comprehensive analysis of the human resources available within an organization, in order to identify areas of strength and weakness.
This analysis should be conducted on a regular basis, and should be tailored to the specific needs of each department or function. In the case of a sales executive in Coca Cola, more specifically in Vietnam, an in-depth human resource analysis would involve an examination of the skills and experience of the sales team, as well as an evaluation of the processes and systems that are currently in place. This assignment might include a review of the hiring and training processes, an assessment of the performance management system, and an analysis of the compensation and benefits package. By conducting this analysis, the organization can identify areas for improvement and develop strategies to enhance the effectiveness of the sales team.
Too long to read on your phone? Save to read later on List of abbreviations your computer FMCG: Fast Moving Consumer Goods Save to a Studylist CRM: Customer Relationship Management HR: Human Resources MBO: Management by Objectives HRM: Human Resources Management VND: Viet Nam Dong List of figures Figure 1: Selection Process List of tables Table 1: The factors affecting labor demand and supply of job sales executive of Coca Cola Table 2: Management by Objectives: Two Objectives in Sales area for Coca Cola Vietnam Table 3: Graphic Rating Scale for the position Sales executive Table 4: Simple Ranking Table Table 5: Ranking table CHAPTER 01: INTRODUCTION 1. Information about Coca Cola Vietnam On May 8, 1886, Dr. John Pemberton, a pharmacist from Atlanta, Georgia, introduced the world to a new drink that would go on to become one of the most iconic brands in history: Coca-Cola. The drink was initially sold at Jacobs' Pharmacy, where it quickly gained popularity among locals and visitors alike.
Over the years, Coca-Cola has continued to grow and evolve, expanding its product line to include a wide range of beverages that cater to different tastes and preferences. Today, the company is known as a total beverage company, offering everything from carbonated soft drinks to juices, teas, and bottled water. The company is one of the leading beverage brands in the world, with a history of over 100 years of continual growth and development. The Coca Cola company has been operating in Vietnam since 1994 and has since then established itself as a major player in the beverage industry in the country.
Coca Cola Vietnam is a subsidiary of the Coca Cola Company, which is a leading manufacturer and distributor of non-alcoholic beverages. Coca Cola Vietnam produces a wide range of beverages, including carbonated soft drinks, juices, tea, and energy drinks. Some of the popular brands of the company in Vietnam include Coca Cola, Sprite, Fanta, Minute Maid, and Aquarius. The company also offers a variety of packaging sizes to cater to the diverse needs of its customers.
The company has invested heavily in its production facilities and has state-of- the-art manufacturing plants in Ho Chi Minh City and Hanoi. These facilities use the latest technology and adhere to strict quality control measures to ensure that the products meet the highest standards of quality and safety. In addition to its production facilities, Coca Cola Vietnam also operates a network of distribution centers and sales offices across the country. This allows 1 the company to reach a large number of customers and ensure that its products are available in even the most remote areas of Vietnam.
The company's distribution network is supported by a fleet of trucks equipped with modern logistics technology to ensure timely and efficient delivery. Coca Cola Vietnam is committed to sustainable development and has undertaken several initiatives to reduce its environmental impact. The company has implemented a number of programs to reduce water usage, promote recycling, and increase the use of renewable energy sources. In 2019, Coca Cola Vietnam launched its "World Without Waste" program with the aim of collecting and recycling 100% of the company's packaging by 2030.
The company also places a strong emphasis on corporate social responsibility and has undertaken several initiatives in this regard. Coca Cola Vietnam has partnered with local organizations to support education, health, and community development programs. The company has also supported disaster relief efforts in Vietnam, including providing aid to those affected by natural disasters and supporting COVID-19 response efforts. Overall, Coca Cola Vietnam has established itself as a major player in the beverage industry in Vietnam and is committed to providing high-quality products while minimizing its environmental impact and contributing to the development of local communities.
Job Description and Job Specification 1. Job Description Overview A Coca Cola Sales Executive is responsible for promoting and selling Coca Cola products to potential customers. They work to increase sales and revenue for the company while building and maintaining strong relationships with 2 clients. The job requires excellent communication and negotiation skills, as well as a deep understanding of the Coca Cola brand and products.
The role involves identifying potential customers, making sales presentations, negotiating sales contracts, and ensuring timely payment and delivery of orders. Sales Executives must also keep up-to-date with market trends and competitors to stay ahead of the game. To succeed in this role, Sales Executives must have a passion for sales and customer service, be highly motivated and target-driven, and possess strong interpersonal and problem-solving skills. They must also have a deep understanding of the sales process and be able to work independently or as part of a team.
Tasks, duties, responsibilities As a Sales Executive, he/she will play an important role in driving sales growth and expanding Coca Cola's market share. His/Her responsibilities/duties/tasks will include: Meet daily, weekly, and monthly revenue and value objectives. Manage the daily execution of outlets in the marketplaces in accordance with the permanent journey plan. Ensure that sales strategies and programs are carried out.
Manage market distributors/distributor sales force/pre-sellers/company assets Building and maintaining strong relationships with key accounts, including distributors, retailers, and wholesalers Support market marketing and event activities Ensure that distributors make timely payments/claims, etc. Sales operations should be monitored and evaluated. 3 Analyzing sales data and market trends to identify opportunities for growth and improvement Making reports about developments in the area of market, price, sales prices of competitors, technical and turnover developments at buyers to the Sales Supervisor/Manager Other duties as assigned by the direct manager 1. Job Specification Knowledge requirements At least one year of working experience as a sale executive in FMCG industry Bachelor’s degree in Business Administration, Business Management, International Trade, or related fields.
Valid driver's license and ability to travel as needed for business purposes, such as visiting clients, attending conferences, or meeting with colleagues in other locations. Skills requirements Excellent customer service: Excellent customer service is a critical component of the duties of a Coca-Cola sales executive. They will be responsible for building and maintaining strong relationships with key customers, ensuring their needs are met and their feedback is heard. This includes monitoring inventory levels, managing promotional activity, and working closely with internal teams to ensure customer satisfaction.
Additionally, a sales executive should stay up-to-date with market trends and competitor activity, using this knowledge to inform your sales strategies and tactics. A customer-focused mindset is essential for success in this role. 4 Sales skills: It is essential to have a track record of sales success as a Coca-Cola sales professional, with expertise in the beverage sector being a bonus. They should be an excellent communicator, with strong analytical skills, a customer-focused mindset, and the ability to work independently and as part of a team.
Their responsibilities will include managing and growing sales within a specified territory, building and maintaining strong relationships with key customers, identifying new sales opportunities, and developing and implementing effective sales strategies. Additionally, they will be expected to analyze sales trends, adjust sales strategies as necessary, monitor inventory levels, manage promotional activity, and work closely with internal teams to ensure customer satisfaction. Throughout the selection process, it is important to demonstrate a passion for sales, a customer-focused mindset, and the ability to work independently and as part of a team. Bilingual skills (English and Vietnamese): Employees that can successfully connect with clients from various language backgrounds are crucial for Coca-Cola as it grows its market internationally.
One of the essential skills required for employees in the sales department is bilingualism, particularly in English and Vietnamese. Having bilingual skills in English and Vietnamese is crucial for Coca Cola's sales executives because they can communicate more effectively with customers who speak these languages. Strong verbal and written communicator: Strong written and vocal communication abilities are necessary for Coca-Cola sales executives. They will be responsible for building and maintaining strong relationships with key customers, which requires effective communication and the ability to understand and address their needs.
Additionally, sales executives will be expected to analyze sales trends 5 and communicate your findings to internal teams, as well as develop and implement effective sales strategies. Clear and concise communication is crucial for success in this role. Excellent phone and presentation skills: Having a strong phone presence and presentation abilities are requirements for Coca-Cola sales executives. They will be responsible for building and maintaining strong relationships with key customers, which often involves communicating with them via phone or in-person presentations.
Additionally, sales executives will be expected to communicate effectively with internal teams, presenting findings and strategies in a clear and concise manner. Strong verbal and written communication skills are crucial for success in this role. Good negotiation skills: The ability to negotiate effectively is crucial for sales executives at Coca-Cola. It will be their responsibility to establish and maintain solid relationships with important clients, which sometimes entails haggling over conditions and prices.
They will also be required to collaborate closely with internal departments to guarantee client satisfaction and create and put into practice efficient sales tactics. Successful bargaining abilities are essential for this position. Problem-solving skills: The ability to solve problems effectively is crucial for sales executives at Coca-Cola. Sales executives will be in charge of researching fresh sales prospects, assessing market trends, and creating and putting into practice efficient sales tactics.
To guarantee client satisfaction and resolve any issues that may emerge, they will also need to be able to collaborate with internal departments. Success in this position requires the capacity to think creatively and find original solutions to issues. 6 Proficiency in Microsoft Office, CRM, and sales software programs: Proficiency in Microsoft Office, CRM, and sales software programs are essential skills for Coca Cola's sales executives. These skills enable executives to manage customer relationships, analyze data, and create reports efficiently.
Additionally, familiarity with these software programs allows executives to remain competitive in the market and stay up-to-date with the latest trends and practices in sales. Abilities requirements Ability to work under pressure and with flexible working hours. Ability to work in a team and independently.
