Candbury Schweppes
...ystem route-to-market sales is responsible for all Americas Beverages that are sold through these independent bottlers and distributors. The category management, customer marketing, demand management, sales planning, retail technology, and cold drink management is the responsibility of the senior vice president of sales and customer support. The last sales management position under the sales president is the senior vice president of national accounts. This position includes mass merchandiser, club, drug, and specialty channel sales. All of these newly invented sales positions have been filled by former employees of Mott’s, Dr. Pepper/ Seven Up, and Snapple Beverage companies. Although there have been many changes within the Snapple Company, Gilbert M. Cassagne states, “I take great pride in the way the organization has remained focused and motivated throughout this period of significant change.” This adjustment has made Snapple apart of the company that is the third largest force in United States soft drinks. Snapple has had the obstacle of changing from controlling their own sales to working with other beverage companies to sell together for the better of their London based parent company, Cadbury Schweppes. Although each region of Cadbury Schweppes is run as individual companies that is only in regards to management decisions. The recruitment, training, and compensation of employees are done through Cadbury Schweppes. Employees have the option of beginning and advancing through one of the geographical regions or moving around, experiencing selling a new product to new people. It is expected of management roles to have experience in more than one of Cadbury’s regions. After speaking to a few employees at the Snapple office in White Plains, it was obvious that this was a hard transition for them. It was hard to see their employees and management coming from an outside source. The recruitment of employees is a unique process. The goal of Cadbury Schweppes is to find employees who are as interested in the company as they are interested in them. They like to think of it as you choosing them as much as them choosing you. People are encouraged to research the company and regions to find out which is the best suited working environment for them. They make it clear that they set very high standards for their employees and the positions might not fit everyone. Once a person has decided this is the company for them, they apply directly to the local region in which they wish to work, with an online application. The chance to complete your online application is only done once a year. The recruitment of employees is done locally, although it is Cadbury Schweppes making the selection. After the online application is reviewed a first interview is the next step. On this first interview numerical and verbal tests will be administrated. Only applicants that meet the requirements of the first interview will be called back for an additional assessment. For a position at Snapple you would apply within, yet be selected by Schweppes. The relevant skills, experience, accountability, aggressiveness, and adaptability are always looked for. Certain behaviors classified as leadership imperatives are also necessary. Motivational and assertiveness are two characteristics that are important to the company when hiring for management positions. Managers also need to have an international mind set. The positions within the company are advertised not only as a beneficial job but as a new life. They would like their employees to feel the same about the business as they do; strong values and good business go hand in hand. Excelling academically is important but not the most important factor in the hiring process. Enthusiasm, classifying yourself as an overachiever, hard working, and loving a challenge are characteristics Schweppes likes to boast about all their employees. Since having an interest in the company before applying is important recruitment is low. It is easy to access employment information through their website, especially for their graduate recruitment program. Cadbury Schweppes, Snapple, and all of the other brands are very well-known and are mainly looking for people choosing them as their employer. Cadbury Schweppes stresses on hiring the best qualified employees and concentrates on making sure they are trained properly so they can perform their job to the best of their ability. Continuous efforts are made in developing employee’s skills and education. The company looks at training as a tool to not only benefit the individual but the company as a whole. Each employee completes two different training programs. Cadbury Schweppes has a group training to go through the main objectives and guidelines of the company. Then Snapple, or any other region, has their own training program. The training Snapple administers is a more tailored program. They focus on more local objectives. Employees of Snapple specifically concentrate on the many flavors of Snapple and the best way to sell their product. Training is an on going experience for both Snapple and Cadbury Schweppes. Money is continuously invested into new training programs. Managers of Snapple also complete training in specific areas of financial skills, value based management principles, profit growth, and standards of sales. Although Cadbury Schweppes is a world wide company all training is done locally. The result of setting high standards for the selection and training of their employees carries over into setting high standards in keeping their employees satisfied. Employees are compensated fairly according to their abilities, skills, and of course performance. Annual incentives are given when “Managing for Value” operating targets are met. These incentives are only offered to managers, regarding sales people’s incentives there ...