You are on page 1of 30

Module:

Human Resource Management

Presented to:
Ms. Samar Masood

Presented by:
Noor ul Ain Afzal BBA-FA08-031 Abiha Hamid Sania Afzal BBA-FA08-025 MBA-FA06-35

Date of Submission:
May 12, 2010

Topic:
Developing an HRM System

Mission and Vision Statement

Vision Statement
Be the best tea provider in .South East Asia

Mission Statement
Add value to each cup sold. Give customers more than just Tea Give them Suroor

Goals and Objectives


1. Enthusiasm to deliver competitive costumer value. 2. To be an active member of Ethical Tea Partnership (ETP).
3. To exercise total quality management in order to maximize

customer satisfaction. 4. To ensure that what comes from the people ought to be returned to them many times over. 5. To increase stakeholders wealth by innovating and updating research and development arena as per required. 6. To provide employee training and coordination to make each and every employee an essential and useful tool in enhancing and promoting the companys image along with increasing their personal skills and area of expertise. 7. To maintain the golden past: Integrity. Use fair means of business and trade. 8. To implement environment friendly techniques to reduce environmental issues.

Core Business
Our business name is Pakistan Tea Company (PTC). Basically we deal with tea processing and packaging. Our core brand name is Suroor tea. Our head office and production unit is situated in Lahore. Our CEO is Abiha Hamid. Our Marketing & Sales Director is Noor ul Ain Afzal. And our Finance Manager is Sania Afzal. Our product range is:

PRODUCTS
Herbal Tea Ice Tea Green Tea Black Tea

PRODUCT NAME
Taaza U2 Titli Suroor

Organizational Hierarchy
For Year 0 (Zero):

For Year 5:

Strategic HRM Planning Process


Strategic HR planning for promotion of Marketing Supervisor
Promotion Purpose: An immediate need for marketing manager aroused so Resignation of former Marketing we planned to promote Supervisor to Manager Managers post Promotion Objective: To save time that is consumed on lengthy recruitment processes. Promotion Contents: Evaluate him that is he suitable for the Managers post or not? Take opinions from other managers

Strategic Direction

HR Planning

To promote Supervisor to the post of Marketing Manager:

Planning the total work force

Because now he has experience of 6 years He also completed his MBA in Marketing.

Increase in salary: 10,000 Rs /-

Investing in HR Development

Increase in yearly bonus: 2000 Rs/Increase in compensation: 4000 Rs/Total investment: 18000 Rs/We will evaluate his performance as a Marketing Manager in a probationary period of 6 months Observe any development in marketing strategies and firms competency in market.

Performance Assessing

Job Descriptions
Marketing Director
Job Summary
TITLE: DATE PREPARED: SALARY GRADE:

Marketing Director
March 2010 11

DEPARTMEN Marketing & T: Sales REPORTS TO: CEO LOCATION: Lahore

Direct firms overall marketing and strategic planning programs, and corporate communications. Facilitate client development through marketing and client services programs.

Duties and Responsibilities


1. Design, implement, and facilitate annual marketing plan for the

firm. 2. Plan and administer the firms Marketing Operations budget; support development of regional marketing budgets. 3. Organize and implement client relations including: client satisfaction surveys client development activities special events 4. Develop and administer marketing database which includes client and prospect information, mailing list applications, access to financial reports, etc.
5. Design and plan quarterly marketing training seminars. 6. Supervise marketing manager, sales manager, and sales

representatives and marketing executives. Make staffing and hiring decisions within marketing department.

Job Specifications
Education: M-Phil required. Concentration in Marketing, Business, or Communications preferred. Experience: At least five years as a Marketing Director within professional services environment. Strong leadership and consensus building skills; marketing management and strategic planning experience; a proven track record in developing and administering a marketing program. Required Skills: Must be a self-starter, highly organized at all levels in the organization. Must possess top level business management, interpersonal, and facilitation skills. Needs good knowledge of Microsoft Office and Windows-based computer applications. Special Skills: Must be able to communicate in multi languages as well as having good PR in media.

Marketing Manager
TITLE: DATE PREPARED: SALARY GRADE: Marketing Manager March 2010 10 DEPARTMEN Marketing and T: Sales REPORTS TO: Marketing Director LOCATION: Lahore

Job Summary
A Marketing Manager is responsible for developing and maintaining marketing strategies to meet organizational objectives. Evaluates customer research, market conditions, competitor data and implements marketing plan changes as needed. Oversee all marketing, advertising and promotional staff and activities.

Duties and Responsibilities


1.

Responsible for the marketing of professional online recruiting Demonstrates technical marketing skills and produces

services tailored exclusively to the sales and marketing industry.


2.

knowledge of Sales Recruiting System.


3.

Develops annual marketing plan in conjunction with sales

department, which details activities to follow during the fiscal year, which will focus on meeting organizational objectives.
4.

To manage the Marketing Department Budget. Delivery of all To manage all aspects of print production, receipt and The achievement of frequent, timely and positive media

marketing activity within agreed budget.


5.

distribution.
6.

coverage for Sales careers Online and its programs across all available media.

7.

Managing the entire product line life cycle from strategic Specifying market requirements for current and future

planning to tactical activities.


8.

products by conducting market research supported by on-going visits to customers and non-customers.
9.

Developing and implementing a company-wide go-to-market Analyzing potential partner relationships for the firms product

plan, working with all departments to execute.


10.

lines.

Job Specifications
1. 2. 3.

At least 4 years of sales experience in the marketing industry. Experience with large, complex organizations. Extensive experience in all aspects of developing and Strong understanding of customer and market dynamics and Willingness to travel and work in a global team of

maintaining marketing strategies to meet organizational objectives.


4.

requirements.
5.

professionals.
6.

Proven ability to oversee all marketing, advertising and promotional staff and activities.

Sales Representative
TITLE: DATE PREPARED: SALARY GRADE: Sales Representative March 2010 8 DEPARTMEN Marketing and T: Sales REPORTS Sales Manager TO: LOCATION: Lahore & Faisalabad

Job Summary
Responsible for all sales activities in assigned accounts or regions. Manage quality and consistency of product and service delivery Duties and Responsibilities 1. 2.
3.

Present and sell company products and services to current Prepare action plans and schedules to identify specific targets Identify sales prospects. Prepare presentations, proposals and sales contracts. Develop and maintain sales materials and current product Establish and maintain current client and potential client Prepare paperwork to activate and maintain contract services. Identify and resolve client concerns. Prepare a variety of status reports, including activity, closings, Communicate new product and service opportunities, special

and potential clients. and to project the number of contacts to be made. 4. 5. 6.


7.

knowledge. relationships. 8. 9.
10.

follow-up, and adherence to goals. developments, information, or feedback gathered through field activity to appropriate company staff and customers. 11. Provide on-the-job training to new sales employees.

12.

Participate in marketing events such as seminars, trade

shows, and telemarketing events. 13. Other duties as assigned

Job Specifications
1. 2. Basic reading, writing, and arithmetic skills required. This is Ability to persuade and influence others. Ability to develop

normally acquired through a high school diploma or equivalent. and deliver presentations. Ability to create, composes, and edits written materials. Strong interpersonal and communication skills. Knowledge of advertising and sales promotion techniques. 3.
4.

Visibility requires maintaining a professional appearance and Work requires significant local travel to current and potential

providing a positive company image to the public. clients. This requires the possession of a valid drivers license within 60 days of employment. 5. Work requires willingness to work a flexible schedule and occasional overnight travel.

Selection Criteria
Selection method used for top level employees: interview Selection method used for middle level employees: interview Selection method used for lower level employees: interview Structured Structured Panel

Interview questions for an HR manager


Q: Rate yourself on a scale of 10. Q: How can you make use of IT in HRM? Q: What do you mean by 360 Feedback? Q: How do you motivate employees? Q: What are the competitive challenges in Human Resource Management? Q: Explain managing changes in HRM? Q: Tell me about a suggestion you have made? Q: Have you ever been asked to leave a position? Q: What is your philosophy towards work? Q: What have you done to improve your knowledge in the last year? Q: What do co-workers say about you? Q: What experience do you have in this field? Q: Tell me about the funniest thing youve ever experienced on the job? Q: What has been your biggest professional disappointment?

Q: What aspect of supervision do you find the most difficult? Q: What is the most important quality a supervisor should have? Q: Tell me about your worst "nightmare" project. What went wrong and what did you do? What did you learn from this situation? Q: While working at the front desk, please describe a situation where a client has reacted in a negative or threatening manner. How did you deal with the situation?

Employee Orientation Plan


For Marketing & Sales Director For 1st day:
Timings 9:00-10:00 Description Welcome from the CEO Our Vision, Mission, Corporate Direction, Expectations Give presentation on company history, expectations& policies Presentation on code of conduct of company, rules & regulation. Get them signed from him. Questions & answers session and assign an assistant (Buddy Program) Meeting with the top level management at tea time. By Marketing Manager

10:00-11:00 11:00-11:30

Marketing Manager Sales Manager

11:30-12:00

12:00-12:30

For 2nd day:


Timings 9:00-9:30 Description By Briefing about: Personal Assisstant Employee Records Benefits Meeting with HR HR Manager Manager Pay Schedule Pay Scale Training & Promotion Policy Employee Development Opportunities

09:00-10:30

10:30-12:00

12:00-02:00

02:00-05:00

Benefits Vacation & Holidays Sick Leaves Questions & Answers Plant Visit Production Area Departments Marketing & Sales Department Lunch Break Personal Assistant Cafeteria Visit Knowhow of meals management and resource room Meeting with Marketing Marketing & Sales & Sales Department Dept. Getting to know all employees of dept. Introducing the new director

For 3rd day:


Timings 9:00-10:00 Description Personalizing office Putting pictures, files, medals, shields etc. Meeting with Sales Dept. Present condition Sales forecast Sales files Meeting with Marketing Dept. Media Contacts Present Condition Future Expectations By Self

10:00-11:00

Sales Manager

11:00-12:00

Marketing Manager

12:00-02:00 02:00-05:00

Marketing Strategies previously used Revised Marketing Plan Lunch Break Visit to all company Marketing Manager franchises & Sales Manager

Pay Scales Chart


Job Posts Grades Salary Range CEO 12 60,000-25,000*-120,000 Production & Packaging 11 50,000-20,000*-100,000 Director Marketing & Sales 11 50,000-20,000*-100,000 Director Finance Director 11 50,000-20,000*-100,000 Production Manager 10 40,000-15,000*-90,000 Packaging Manager 10 40,000-15,000*-90,000 Marketing Manager 10 40,000-15,000*-90,000 Sales Manager 10 40,000-15,000*-90,000 Admin & HR Manager 10 40,000-15,000*-90,000 Finance Manager 10 40,000-15,000*-90,000 Export Manager 10 40,000-15,000*-90,000 Marketing Executive 9 30,000-10,000*-70,000 Export Brokers & Agents 9 30,000-10,000*-70,000 Sales representative 8 20,000-8,000*-40,000 Accountant 8 20,000-8,000*-40,000 Foramen 7 10,000-4000*-30,000 Unit Workers 7 10,000-4000*-30,000 Peons & Clerks 5 3,000-800*-8,000 Security Staff 3 2,000-600*-5,000 Cleaning Staff 2 15,00-300*3,000 * Basic Increments + (Min. Time Scale * Inflation Rate)

Entitlements
Allowances
Grades 13 11 10 9 8 7 5 3 2 Transport 15% 14% 13% 10% 8% 5% Utilities 80% 60% 50% 40% 30% 10% Washing

10% 10% 10%

Perks
Grades
13

Perks
Housing Facility: 1 Canal, Maintenance Car: Honda Civic, Fuel Limit 350 Liters/month, Maintenance Mobile: Post Paid with Rs. 5000/month Personal Laptop Hotel Stays: 8 in a year with family Lunch/ Dinner Tours plus Free Air Tickets Car: Suzuki Cultus, Fuel Limit 250 Liters/ Month, Maintenance Mobile: Post Paid, 3000 Limit Hotel Stays: 6 in a year Lunch/ Dinner Tours plus Free Air Tickets Interest Free Loans

11

10

Car: Suzuki Mehran, Fuel Limit 150 Liters/ Month, Maintenance, 2 year possession Mobile: Post Paid, 1,000 Limit Hotel Stay: 3 in a year Lunch/ Dinner

Benefits
Grades
13

Benefits

Medical Insurance: No limit Free Gymkhana Membership Annual Leaves: 30 days/ year Sick Leaves: 8 days/ year Gratuity: 1 gross salary at every Stock Options: Offered at every new

completed year

11

issuance Medical Insurance: Out Patient, 30,000 limit

Special Leaves: 25days/ year

Sick Leaves: 8 days/ year

Gratuity: 1 gross salary at every completed year


Stock Options: Offered at every new issuance Medical Insurance: Out Patient, 25,000

10

limit

Annual Leaves: 20 days/ year Sick Leaves: 8 days/ year Stock Options: Offered at every new

Gratuity: 1 gross salary at every completed year

issuance Medical Insurance: Out Patient, 20,000 limit


Annual Leaves: 20 days/ year Sick Leaves: 8 days/ year Gratuity: 1 gross salary at every Stock Options: Offered at every new

completed year

issuance Medical Insurance: Out Patient, 15,000

limit

Annual Leaves: 20 days/ year Sick Leaves: 8 days/ year Gratuity: 1 gross salary at every

completed year 7

Medical Insurance: Out Patient, 10,000 Annual Leaves: 20 days/ year Sick Leaves: 8 days/ year Gratuity: 1 gross salary at every

limit

completed year 4

Medical Insurance: Out Patient, 8,000 Annual Leaves: 20 days/ year Sick Leaves: 8 days/ year Gratuity: 1 gross salary at every

limit

completed year 3

Medical Insurance: Out Patient, 5,000 Annual Leaves: 10 days/ year Sick Leaves: 8 days/ year Gratuity: 1 gross salary at every

limit

completed year 2

Medical Insurance: Out Patient, 4,000 Special Leaves: 10 days/ year Sick Leaves: 8 days/ year Causal Leaves: 6 days/ year Gratuity: 1 gross salary at every

limit

completed year

Performance Appraisal Methods


(360 method for Sales Representative)
Questions will ask from Customers: Q: Do you believe that this SR is behaving properly? Q: Does he follow company rules and regulation e.g. paying attention etc? Q: Do you think you often buy our product due to this SR? Q: Which characteristic do you find the most prominent in his personality? Questions will ask from him: Q: What do you consider are the companys true values? Q: What do offer the customer apart from the core values? Q: Are you satisfied with your job? Q: Where do you expect to stand in the next 2 years? Q: What does the company mean to you? Questions will ask from Sales Manager: Q: Does this SR attentively listen to whatever is being conveyed? Q: Do you truly believe that he follows whatever you convey? Q: Is he a true image of the company sells? Q: Is he contributing to increasing the companys brand name? Q: Is he a valuable asset in increasing sales?

Questions will ask from other SRs: Q: Has this SR reacted negatively? Q: If yes, then what was the main reason? Q: Does he communicate all messages forwarded effectively and efficiently? Q: Do you consider him as an ideal SR which could lead others or portray as a role model? Q: Which attribute do you think is he specialized in?

Training Program
Training program of a Marketing Manager
Training Purpose:
The basic purpose of training is to make him capable of facing the marketing challenges of 21st century effectively.

Training Objective:
To improve marketing strategies of our firm.

To become the top marketers of industry.

To increase the efficiency & efficacy of firms marketing structure.

To develop an organized customer complaint system. To develop good customer relations.

To create an organized marketing team against all competitors attacks.

To develop his communication, leadership and decision making skills.

Training Contents:
We used the following training methods:

Articulation

Acting out a system Collaborative Pre-test Visualization

Case Studies

Employee Development Criteria


We select accountant for training and development. At our training & development we truly believe in training and developing the selected accountant so as to increase his performance and efficiency. We use method of Job Enlargement to develop him by promote him step by step.

He promoted to Finance Manager as: Now he had 5 years experience in his field of specialization.

He promoted to Finance Executive after: Completion of his MBA in finance. 2 years experience with this firm.

Salary increased from Rs.10, 000 to Rs.20, 000.

Salary increased from Rs.20, 000 to Rs.40, .000

You might also like