HRM system development

Module:

Human Resource Management

Presented to:

Ms. Samar Masood

Presented by:

Noor ul Ain Afzal BBA-FA08-031

Abiha Hamid BBA-FA08-025

Sania Afzal 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 stakeholder’s 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 company’s 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 PRODUCT NAME

Herbal Tea Taaza

Ice Tea U2

Green Tea Titli

Black Tea Suroor

Organizational Hierarchy

For Year 0 (Zero):

For Year 5:

Strategic HRM Planning Process Strategic HR planning for promotion of Marketing Supervisor

Strategic Direction

HR Planning

Planning the total work force

Investing in HR Development

Performance Assessing

Resignation of former Marketing Manager

Promotion Purpose: An immediate need for marketing manager aroused so we planned to promote Supervisor to Manager’s post

Promotion Objective: To save time that is consumed on lengthy recruitment processes.

Promotion Contents: Evaluate him that is he suitable for the Manager’s post or not?

• Take opinions from other managers

To promote Supervisor to the post of Marketing Manager:

• Because now he has experience of 6 years

• He also completed his MBA in Marketing.

Increase in salary: 10,000 Rs /-

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.

Job Descriptions Marketing Director

Job Summary

Direct firm’s 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 firm’s 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.

TITLE: Marketing Director DEPARTMENT: Marketing & Sales DATE PREPARED: March 2010 REPORTS TO: CEO SALARY GRADE: 11 LOCATION: Lahore

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: Marketing Manager DEPARTMENT: Marketing and Sales DATE PREPARED: March 2010 REPORTS TO: Marketing Director

SALARY GRADE: 10 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.


1. Responsible for the marketing of professional online recruiting services tailored

exclusively to the sales and marketing industry.

2. Demonstrates technical marketing skills and produces 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 marketing activity

within agreed budget.

5. To manage all aspects of print production, receipt and distribution.

6. The achievement of frequent, timely and positive media coverage for Sales

careers Online and it’s programs across all available media.

7. Managing the entire product line life cycle from strategic planning to tactical

activities.

8. Specifying market requirements for current and future 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 plan, working with

all departments to execute.

10. Analyzing potential partner relationships for the firms’ product lines.

Job Specifications

1. At least 4 years of sales experience in the marketing industry.

2. Experience with large, complex organizations.

3. Extensive experience in all aspects of developing and maintaining marketing

strategies to meet organizational objectives.

4. Strong understanding of customer and market dynamics and requirements.

5. Willingness to travel and work in a global team of professionals.

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

activities.

Sales Representative

TITLE: Sales Representative DEPARTMENT: Marketing and Sales

DATE PREPARED: March 2010 REPORTS TO: Sales Manager

SALARY GRADE: 8 LOCATION: Lahore & Faisalabad

Job Summary

Responsible for all sales activities in assigned accounts or regions. Manage quality and

consistency of product and service delivery


1. Present and sell company products and services to current and potential clients.

2. Prepare action plans and schedules to identify specific targets and to project the

number of contacts to be made.

3. Identify sales prospects.

4. Prepare presentations, proposals and sales contracts.

5. Develop and maintain sales materials and current product knowledge.

6. Establish and maintain current client and potential client relationships.

7. Prepare paperwork to activate and maintain contract services.

8. Identify and resolve client concerns.

9. Prepare a variety of status reports, including activity, closings, follow-up, and

adherence to goals.

10. Communicate new product and service opportunities, special 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. Basic reading, writing, and arithmetic skills required. This is normally acquired

through a high school diploma or equivalent.

2. Ability to persuade and influence others. Ability to develop and deliver

presentations. Ability to create, composes, and edits written materials. Strong

interpersonal and communication skills. Knowledge of advertising and sales

promotion techniques.

3. Visibility requires maintaining a professional appearance and providing a positive

company image to the public.

4. Work requires significant local travel to current and potential clients. This requires

the possession of a valid driver’s 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: Panel interview

Selection method used for middle level employees: Structured interview

Selection method used for lower level employees: Structured interview

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 you’ve 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 Description By 9:00-10:00 Welcome from the CEO

Our Vision, Mission, Corporate Direction, Expectations

Marketing Manager

10:00-11:00 Give presentation on company history, expectations& policies

Marketing Manager

11:00-11:30 Presentation on code of conduct of company, rules & regulation. Get them signed from him.

Sales Manager

11:30-12:00 Questions & answers session and assign an assistant (Buddy Program)

12:00-12:30 Meeting with the top level management at tea time.

For 2nd day:

Timings Description By 9:00-9:30 Briefing about:

• Employee Records • Benefits

Personal Assisstant

09:00-10:30 Meeting with HR Manager • Pay Schedule • Pay Scale • Training &

Promotion Policy • Employee

Development Opportunities

• Benefits • Vacation & Holidays • Sick Leaves

HR Manager

• Questions &

Answers 10:30-12:00 Plant Visit

• Production Area • Departments • Marketing & Sales

Department

12:00-02:00 Lunch Break • Cafeteria Visit • Knowhow of meals

management and resource room

Personal Assistant

02:00-05:00 Meeting with Marketing & Sales Department

• Getting to know all employees of dept.

• Introducing the new director

Marketing & Sales Dept.

For 3rd day:

Timings Description By 9:00-10:00 Personalizing office

• Putting pictures, files, medals, shields etc.

Self

10:00-11:00 Meeting with Sales Dept. • Present condition • Sales forecast • Sales files

Sales Manager

11:00-12:00 Meeting with Marketing Dept. • Media Contacts • Present Condition • Future Expectations • Marketing Strategies

previously used • Revised Marketing Plan

Marketing Manager

12:00-02:00 Lunch Break 02:00-05:00 Visit to all company franchises Marketing Manager

& Sales Manager

Pay Scales Chart

* Basic Increments + (Min. Time Scale * Inflation Rate)

Job Posts Grades Salary Range CEO 12 60,000-25,000*-120,000

Production & Packaging Director 11 50,000-20,000*-100,000 Marketing & Sales Director 11 50,000-20,000*-100,000

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

Entitlements

Allowances

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

Perks

Grades Perks 13 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

11 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

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 Benefits

13 Medical Insurance: No limit

Free Gymkhana Membership

Annual Leaves: 30 days/ year

Sick Leaves: 8 days/ year

Gratuity: 1 gross salary at every completed year

Stock Options: Offered at every new issuance

11 Medical Insurance: Out Patient, 30,000 limit

Special Leaves: 25days/ year































Special Leaves: 10 days/ year


Causal Leaves: 6 days/ 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 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 company’s 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?

Questions will ask from him:

Q: What do you consider are the company’s 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?

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 firm’s 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 Executive after:

• Completion of his MBA in finance.

• 2 years experience with this firm.

He promoted to Finance Manager as:

• Now he had 5 years experience in his field of specialization.

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

Salary increased from

Rs.20, 000 to Rs.40, 000.