philip morris usa indiana university quality retention promotion

Philip Morris USAPhilip Morris USA

Indiana University

Quality Retention Promotion

Who Are We?Who Are We?Who Are We?Who Are We?

Altria Group Altria Group

Philip Morris USA

Philip Morris International

Kraft Foods (Nabisco)

Kraft Foods International

PM Capital Corporation

SAB Miller plc (33.9%)

Our Products are in 99% of all American Households

Source: www.fortune.com


Topline FactsTopline Facts

World’s Largest producer & marketer of consumer packaged goods. (160 Countries)

#17 on Fortune 500 List,

# 9 on Fortune Most Profitable

Brand Equity- 92 Brands Generate over $100 Million Dollars

- 13 Brands Generate over $1 Billion Dollars each

Over $1 Billion in donations in past 10 years

2005 Contributions to Revenue and Income

11%

25%

44% 0%

20%

International Food North American Food

Domestic Tobacco International Tobacco

Fin. Svcs

6%

24%

41%1%

28%International Food North American Food

Domestic Tobacco International Tobacco

Fin. Services

Revenues $97.9 Billion (+9.2%) Income $16.6 Billion (+9.3%)


A Leader in Corporate GivingA Leader in Corporate Giving

• Hunger

• Domestic Violence

• Cultural Programs

• AIDS

• The Environment

• Education

• Humanitarian Aid


Corporate Citizenship• Last Year, our employees logged over

25,000 hours in volunteer service projects.

• Monies to fight hunger, help domestic

violence victims, support arts & other

causes

• More than $10 Million dollars to help

the victims of the Sep 11th

• Last year, our companies’ people filled

out 30,000 applications for matching

gifts to 6,500 organizations


YSP has spent $500 Million to support efforts to reduce youth smoking.

Raising Kids Who Don’t Smoke Brochure Series

Parent Resource Center Youth Access PreventionRetailer Guide


QuitAssistGuide

• QuitAssist connects smokers who have decided to quit to a wealth of expert quitting information from public health authorities and others.

QuitAssistPack Onsert


Territory Sales Manager


Assigned a territory of approximately 140 established calls(average territory = $15 million in sales)

Establish consultative relationship with customers

Sell & execute programs & promotions

Both Chain & Independent accounts

Call on headquarter retail chain accounts & wholesale accounts

TSM Job DescriptionTSM Job DescriptionTSM Job DescriptionTSM Job Description


TSMs are SalespeopleTSMs are Salespeople

Sell PM Programs

Sell PM Promotions

Inventory Mgmt.

Execution National Strategies & Visibility

Sell New Brands

Responsible Retailing

The TSM is a MarketerThe TSM is a MarketerMarket analysis

Developing strategies

Positioning product at retail

The TSM is a ManagerThe TSM is a ManagerTerritory Business of $15mm

Working with retailers to grow business

Managing Budgets

Part-Time Support (20hrs. Per TSM)

The TSM is Part of a TeamThe TSM is Part of a TeamWorking/Training to meet group goals

Networking information with peers

Sales Training ProgramsSales Training ProgramsSales Training ProgramsSales Training Programs


TSM Sales School - Richmond, VA• PM History & Values• Solution Selling

IFT - Initial Field Training• Completed hands-on with Unit Manager• 20-26 weeks of in field training

Discovery Days• Tour Headquarters• Educated about Departments

Learning Center• Advanced Selling Skills• Team building exercises

Week 1Week 1

1-6 Months1-6 Months

66thth Months In Months In

After 1 YearAfter 1 Year

And Training Continues Throughout Your CareerAnd Training Continues Throughout Your Career


TSM ResourcesTSM ResourcesTSM ResourcesTSM Resources

Unit Manger and Peers

Part-Time Merchandiser

IBM Laptop Computer

Home Fax / Copier / Printer

Company Vehicle

High Speed Internet Connectivity

Expenses for Cell Phone / Supplies

What We Look For…In Simple TermsWhat We Look For…In Simple Terms

LeadershipLeadership


Excellent communication skills

Planning skills

Analytical ability

Self-motivation

Ability to adjust to changing priorities


Sales Intern


Internship ExperienceInternship ExperienceInternship ExperienceInternship Experience

In-field Training• Learning the TSM role hands-on• 80% of allocated time

Meetings, Events, and Project• Headquarter Experience• Region Office Experience• Assigned Project • 20% of allocated time


TSM CompensationTSM Compensation TSM CompensationTSM Compensation

* 2003 data - Changes Made Annually

• Starting - Based on qualifications.

• Pay increases- Annual based on performance.

• Bonus

Intern Compensation

• Hourly Wage

• 10 Week Program

• Living Expense Stipend

• Mileage Reimbursement

Territory Sales Territory Sales ManagerManager

Territory Sales Territory Sales ManagerManager

Regional Regional Vice-PresidentVice-President

Regional Regional Vice-PresidentVice-President

Director of: Promotions, Merchandising, PlanningPM Intl. / Kraft / Nabisco

Associate Marketing DirectorTrade Marketing DirectorPM International / Kraft / Nabisco

Senior Acct ManagerTrade Marketing ManagerFinance, HR


Sales PathSales PathSales PathSales Path

Unit Unit ManagerManager

Unit Unit ManagerManager

District District ManagerManagerDistrict District ManagerManager

Section Section DirectorDirectorSection Section DirectorDirector

SalesDevelopment Development PositionsAssociate

Advancement For Individuals Who:

•Consistently Demonstrate Our Values •Achieve Outstanding Business Results•Show Potential to Lead and Develop People


Competitive Salary

Tuition Reimbursement (i.e.. MBA paid 100%)

Company Vehicle

Computer/Printer

Health Insurance

Deferred Profit Sharing

Retirement Pension

The BenefitsThe BenefitsThe BenefitsThe Benefits

Vacation / Holiday

Stock Purchase Plan

Matching Gifts $$ (2 to 1)

Scholarship Programs

Education / Financial Advise

Adoption Assistance

Auto / Home / Pet Insurance

““Does it all: An exceptional profit-sharing Does it all: An exceptional profit-sharing plan puts this tobacco giant at the top…”plan puts this tobacco giant at the top…”

#1 for 6 Years Running 1999-2004 #1 for 6 Years Running 1999-2004

PM USA: Ranked #1 by Money MagazinePM USA: Ranked #1 by Money MagazinePM USA: Ranked #1 by Money MagazinePM USA: Ranked #1 by Money Magazine



Night Before Presentation 2/21

Screening Interview 2/22

Panel Interview 2/23

Day in the Field by 4/1

The Hiring ProcessThe Hiring ProcessThe Hiring ProcessThe Hiring Process


www.philipmorrisusa.com/careers

Select Search Our Jobs …

then Apply Online …

For TSM Enter Keyword: 3935BR

For Summer Intern Enter Keyword: 3936BR

• Fast Pace• Challenging• Learn from the

Ground UP!• Direct Customer

Contact!• Measurable success

you can see and create!

• OPPORTUNITY

What can you expect from a Career at Philip Morris USA?

Congratulations & Good Luck !


philip morris usa indiana university quality retention promotion

Documents

yearand training

retailthe tsm

domestic violence victims

tsmthe tsm

support arts

dollars eachover

cell phone supplieswhat

public health authorities