One word to describe my second week in Kraft Heinz: FUN!
Our second week of immersion focused on Sales. During the week, we had a session with the Trade Marketing team where we were exposed to how to develop promotions and attractive POS Materials to reach even more consumers. Claudemir Cordeiro, the Sales Execution Manager in Indonesia, also highlighted the importance of sales execution, no matter how perfect our planning. The team showed us a checklist that has been created to measure how well planning is executed in the sales field.
It was then onto market visits! We visited both Modern Trade and General Trade stores, including one of the biggest supermarket chains in Indonesia, Carrefour. There, the Sales Promoter Girl (SPG) walked us through how she secured an additional display shelf for our brand – that is ownership!
We also had a chance to visit a General Trade store called Pasar Mampang in Jakarta. During this visit, I noticed that our products’ availability in the market is highly dependent on the effort of our sales people. We observed that there are different kind of shops in each pasar (market), depending on the customer’s purchasing patterns. The market was wet and hot, but it did not feel so as we were too eager to interview the shop owners!
In between our market visits and intense immersion, we also had a chance to sit with Southeast Asia’s COO, Pedro Albuquerque who emphasized the importance of continuous learning and to never limit ourselves, despite our background or experiences.
We closed the week with a presentation of our findings and suggestions for the Sales Departments. Each team elaborated on many different solutions, but the most interesting came from Bayu Putra who presented a market blueprint proposal. The blueprint will map out each store in a market with updates of their ABC purchasing record, which will be a useful companion for sales people. I look forward to seeing the approval and possible execution of this proposal!