BENAZIR BHUTTO SHAHEED UNIVERSITY

LYARI

ASSIGNMENT
JOB ANALYSIS AND JOB DESCRIPTION

COMPANY
COCA-COLA
Student Name: Abdul Wahab
REG no: 512bba/18-s/9
Semester 5th
Section: A
Batch: 9th

PRESENTED TO: SIR AMJID

COMPANY INRODUCTION:
COCA-COLA IS THE MOST POPULAR AND BIGGEST-SELLING SOFT DRINK IN
HISTORY, AS WELL AS THE BEST-KNOWN BRAND IN THE WORLD.

VISION:
Our vision is to craft the brands and choice of drinks that people love, to refresh them
in body & spirit. And done in ways that create a more sustainable business and better
shared future that makes a difference in people’s lives, communities and our planet.

Purpose:
Refresh the world. Make a difference.

MISSION:
 TO REFRESH THE WORLD
 TO INSPIRE MOMENTS OF OPTIMISM AND HAPPINESS
 TO CREATE VALUE AND MAKE A DIFFERENCE

ACHIEVEMENTS
 Reduced electrical bill by over $200,000 in 2012 by installing skylights and energy
efficient lighting, and by modifying the air and ammonia compressor systems to run
at top efficiency.
 Identified and repaired compressed air, nitrogen, and CO2 leaks, saving energy, raw
materials, and CO2 emissions. • Implemented a recycling program that captures over
98% of all waste generated at the facility.
 Reduced water consumption by over 18 million gallons annually through changes to
the conveyor system, sanitation process changes, and an inspection procedure to
ensure all water leaks are fixed, no matter how small.
 Provided empty drums to various organizations for conversion to rain collection
barrels.
CORE VALUES
Our core values underlie everything we do. We live by them for two reason; they are good
and right themselves, worthy of adherence even at the risk of loss of profit making
opportunities and they optimize our company’s integrity, which we believe will produce
value for stockholders over the long term.
 Accountability: we act with high sense of responsibility and hold ourselves
accountable.
 Passion: we put our heart and mind into what we do.
 Integrity: we are open, honest, and ethical and we trust and respect each other.
 Team work: we collaborate for our collective success.

Organizational structure of coca cola

Organizational structure of coca cola has characteristics of both mechanical and organic
structure. The company has a centralized structure but recently there is a twist, it is moving
from centralized to decentralized structure. Coca cola is well aware of how important it is to
meet ever changing demands of customers. This realization has played key role in transition
from centralized to decentralized structure of Coca cola.

Two main operating groups of company include corporate and bottling management.
Corporate operations are also divided in different regions like America, Europe, and Africa
North America etc. in order to be more responsive to local demands of customers in
different regions, it’s will work a lot to allow and encourage decision making at local level.
In this way, upper management can devote more time to long term planning rather than
devoting time to short term and little issues.

Important decisions of company like financial human resource, innovation marketing

strategy etc. are centrally located within corporate division of company. In each region f
company, some of these functions are performed on low level; most of the decisions are
made by top management of company. For instance the decision to support world cup was
made by top management, but local and regional branched were also considered important
and were allowed to make advertising decisions. Such as they were asked to develop
marketing strategies for local market.
 JOB ANALYSIS: WORK FLOW

 ORGANIZATIONAL STRUCTURE CHART OF COCA COLA COMPANY

COMPANY

COCA COLA ORGANIZATIONAL STRUCTURE CHART OF PAKISTAN

REGIONAL HEAD
 COUNTRY HEAD

FRANCHISE MARKETING OPERATION CHIEF FINANCIAL

DIRECTORS DIRECTOR DIRECTOR OFFICER

BRAND MANAGER OPERATION PLANNING

FRANCHISE MANAGER
(COLA) MANAGER MANAGER

BRAND MANAGER OPERATION

FRANCHISE MANAGER
MANAGER CONTROLLER
(FLAVOUR)

BRAND MANAGER BUSINESS ANALYSIS

FRANCHISE MANAGER
(AQUAFINA) MANAGER

SALES
DEVELOPMENT
MANAGER
 MANAGEMENT STRUCTURE

Country Manager

General Manager General Manager

(Southern business unit) (Central business unit)

KARACHI ISLAMABAD

HYDERABAD LAHORE

MULTAN PESHAWAR

RAHIMYAR KHAN QUETTA

SUKKUR FAISALABAD
JOB DESCRIPTION AND SPECIFICATION:

Job description:
Job Title: Sales development manager
Reports to: Franchise Director
Location: Lahore, Pakistan
Working with: Franchise manager

Brief Description
The position of sales development manager consist of directing actual
distribution of a product to customer, coordinating sales distribution by
establishing sales goals. It also consists of establishing training
programs for sales representatives and analyzing sales statistics gather
by staff to determine sales potential and inventory requirements and
monitor the preferences of customer.

Responsibilities:
 To maintain and grow beverages sales.
 To develop an effective sales strategy.
 Efficiently respond to all customer enquires in a polite and timely
manner.
 Provide weekly and monthly sales report to franchise director.
 Determine price schedules and discount rates.
 Plan and direct staffing, training and performance evaluations to
develop and control sales program.
 Oversee regional and local sales manager and their staff.
 Review operational records and report to project sales and determine
profitability.
 Manage placement of sales generating assets to improve productivity
and ensure regular tracking of assets in adherence with company assets
policy.
 Manage an allocated discount budget including continuous tracking
periodic and monthly report.
 Job Specification

Education and experience required:

 7-10 year experience of solid hands on work in direct/indirect sales in
beverage industry or other fast moving consumer goods (FMCG)
industry, out of which at least 2 year should be in a managerial role.
 4 year graduation/under-graduation in business or other relevant
discipline with excellent academic result.
 MBA with major in marketing or post-graduation certificates.
Additional required skill:
 Strong interpersonal communication and influencing skills
 Strong leadership capability, ability to train, coach and motivate people
 Negotiation to develop collaborative relationships
 Teamwork to act in conjunction with sales, commercial and supply chain
 The ideal candidate must be capable of and willing to perform extensive
travelling within the designated areas.
 JOB ADVERTISEMENT
Requirement for Sales development manager in coca cola Company Lahore
region.
Job requirement:
 Post-graduation or 16 year minimum education in Marketing.
 7-10 year sales experience.
 3 to 5 year sales experience in Beverage Company.
 Candidate should has good communication skill.
Last date of apply for interview is 25 may 2020 send your resume on
xyz_career1251@hotmail.com
 Job interview
There are some questions have been design for an interviewee for the selection
of best candidate
1. Tell me something about yourself?
2. Why you are best for this position?
3. What is sale by your perception (opinion)?
4. What is customer to you?
5. Have you ever face critical situation in your entire career? If yes tell us
about that story.
6. Why this job is important for you?
7. What have you planned about next 5 year?
8. How you see this company?
9. Have you find something rewarding to being in sale?
10. Do you have any questions?
 Job training
After an interview we move towards our next process which is design to job
training for a selected candidate in job training there are some model we have
design for selected candidate.
Coaching and Mentoring:
This is the mostly used method in an organization where coaching is the
development of relationship between high manager and employees where
manager guide and give feedback of employee how could they can handle their
task and Mentoring is a specific way by manager to groom their junior
employees.
Special Projects Assignment:
In this method trainees are assigned a project to new employee which is related
to their job.
Multiple Management:
In this process employees analyzes major problem of the organization and
makes recommendations which improves decision making skills,
Management Games:
Management games simulate real life issues faced in the work place.
Case Studies:
Case studies help trainees to analyze and discuss real work place issues and it’s
improve problem solving skill.
 Performance assessment
After design of job training program now we come toward performance
assessment and appraisal of employees. To review employee’s performance
there are two method “Traditional” and “Modern” we use Modern method
which help to review performance assessment of an employees and by these
method we can know employee performance in an organization.
These methods are:
 Management by objectives: MBO is a one of good performance
appraisal method that determine how much employee align with his
organizational goal.
 Behaviorally anchored rating scales: BARS is a method which
designed to measure qualitative and quantitative data of an employee
appraisal and rate employee performance a good, an average or a poor
performance category.
 Assessment centers: This method use to evaluate personnel assessment.
It help to measure knowledge, skill and abilities of an employee
 360 degree appraisal: This method help us to take feedback from each
and every individuals who interact during the course of work.
 Cost accounting method: This method used to analyze the cost of
keeping the employee and the benefits company derives from his or her
presence or absence.

Note: now we can use three methods MBO, BARS, and Cost accounting
method these methods are useful and enough for performance assessment
and other two methods are time consuming and less benefit methods.
Career Path
 Here we design a career path for an organization sales employee by the help of
understanding concept of other organization career path.

President

Vice president of
marketing

National sales manager

Regional sales manager

Divisional sales manager

District sales manager

Key accountant sales

person

Sales person

Sales trainee
 Compensation and Benefit
We design a compensation and benefit package for Sales
development manager in this package we include
 Good salary package
 Sales commission
 Medical Allowance
 Insurance Allowance
 Incentives
 Travel allowance