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INDIANA UNIVERSITY INDIANA UNIVERSITY Consumer Product Sales Slide 2 The Worlds Largest Consumer Products Company. The Worlds Largest Consumer Products Company. 178,000 Employees 178,000 Employees 80 Billion Dollar Organization. 80 Billion Dollar Organization. Philip Morris U.S.A. Philip Morris U.S.A. Worlds #1 Selling Consumer product. Worlds #1 Selling Consumer product. MARLBORO MARLBORO Fortune 100 Company or Fortune 100 Company or # 1 Tobacco Company # 1 Tobacco Company 91 Brands - $100 Million + 15 Brands - $1 Billion + Philip Morris U.S.A. Slide 3 PHILIP MORRIS Kraft Kraft Nabisco Nabisco Jell-O Kool Aid Velveeta Post cereal Maxwell House Oscar Meyer Miracle Whip Tombstone Pizza Lifesavers Oreo Largest retail packaged foods company in the U.S. Slide 4 PHILIP MORRIS MILLER BREWING MILLER BREWING Miller High Life Miller Lite Miller Genuine Draft Red Dog Icehouse Fosters Milwaukees Best Slide 5 Career Opportunities Slide 6 Recruiting Leadership at Indiana University 17 Top Business Schools Quantity Retention Promotion Slide 7 Candidate Qualifications Leadership (Activities) Leadership (Activities) Communication Skills (Verbal and Written) Communication Skills (Verbal and Written) Strategic Thinker Strategic Thinker Self Motivation Self Motivation Ability to adjust to changing priorities Ability to adjust to changing priorities Slide 8 Career Opportunities Retail / Wholesale Customer base. Retail / Wholesale Customer base. Established geographic territory. Established geographic territory. Established Accounts. Established Accounts. 10-15 Million Dollars in Annual Sales. 10-15 Million Dollars in Annual Sales. Territory Sales Manager Slide 9 Develop Business Plans Sell & Implement Programs and Promotions Manage Merchandising Resources Manage Territory coverage Manage Information Systems Build Volume and Share ! Key Responsibilities Slide 10 Consumer Products Sales Starting - Based on qualifications. Starting - Based on qualifications. Pay increases- Annual based on performance. Pay increases- Annual based on performance. Bonus Bonus Salary Slide 11 Consumer Products Sales Classroom Classroom - Company - Industry - Industry - Product Field Training Field Training Meetings / Seminars Meetings / Seminars Learning Centers Learning Centers One on One with Senior management. One on One with Senior management. Training & Development Slide 12 Improving your Skills Selling & Communicating Managing & Leading Critical Thinking Goal Orientation Demonstrating our Values Integrity, Trust, and Respect Executing with Quality Sharing with Others Driving Creativity Passion to Succeed Build the Business Build the Organization Slide 13 Consumer Products Sales Company Vehicle Company Vehicle Computer/Printer Computer/Printer Expenses Expenses Insurance--Hospitalization, Dental, Vision, Life Insurance--Hospitalization, Dental, Vision, Life Deferred Profit Sharing-- Retirement plan Deferred Profit Sharing-- Retirement plan Education Reimbursement Education Reimbursement Vacation/Holiday Vacation/Holiday Benefits Slide 14 Consumer Product Sales Career Path Field Sales Trade Marketing Sales Training Human Resources Sales Finance Brand Management PM International Customer Service National Accounts Slide 15 Recent Indiana University Graduates Vito MauriciMarlboro Brand New York Office John LawrenzDistrict Manager San Francisco,CA Chad Wrisberg District Manager Lexington,KY Girish Gupta District ManagerDetroit, MI John Mandabach District ManagerHouston, TX Gregg Augustine Wholesale ProgramsNew York Office Andy LupoUnit ManagerLexington, KY David OlarteSales Dev AsscFresno, CA Slide 16 Keys to Success Developing and Maintaining Relationships built on Trust. Developing and Maintaining Relationships built on Trust. Demonstrating Knowledge Demonstrating Knowledge Commitment to Continuous Improvement Commitment to Continuous Improvement Work / Life Balance Work / Life Balance Slide 17 Indianapolis Team & Habitat for Humanity September 2001 Slide 18 Slide 19 PHILIP MORRIS Consumer Products Sales Fast Pace Fast Pace Challenging Challenging Learn from the Ground UP! Learn from the Ground UP! Direct Customer Contact! Direct Customer Contact! Measurable success you can see and create! Measurable success you can see and create! OPPORTUNITY OPPORTUNITY Slide 20 Feb 19 th - Night Before Presentation - Bus. Room 223 - 7:30PM 9:00PM Feb 20 th - Screen Interviews Feb 21 st - Panel Interviews Early March - Day-in-the Field Mid March - Formal Offer Slide 21 www.philipmorrisusa.com/careers 1-866-2JOINPM Slide 22 Congratulations & Good Luck !