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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
Altria Group Altria Group
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%)
Altria Group Altria Group
A Leader in Corporate GivingA Leader in Corporate Giving
• Hunger
• Domestic Violence
• Cultural Programs
• AIDS
• The Environment
• Education
• Humanitarian Aid
Philip Morris USAPhilip Morris USA
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
Philip Morris USAPhilip Morris USA
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
Philip Morris USAPhilip Morris USA
QuitAssistGuide
• QuitAssist connects smokers who have decided to quit to a wealth of expert quitting information from public health authorities and others.
QuitAssistPack Onsert
Philip Morris USAPhilip Morris USA
Territory Sales Manager
Philip Morris USAPhilip Morris USA
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
Philip Morris USAPhilip Morris USA
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
Philip Morris USAPhilip Morris USA
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
Philip Morris USAPhilip Morris USA
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
Philip Morris USAPhilip Morris USA
Excellent communication skills
Planning skills
Analytical ability
Self-motivation
Ability to adjust to changing priorities
Philip Morris USAPhilip Morris USA
Sales Intern
Philip Morris USAPhilip Morris USA
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
Philip Morris USAPhilip Morris USA
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
Philip Morris USAPhilip Morris USA
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
Philip Morris USAPhilip Morris USA
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
Philip Morris USAPhilip Morris USA
Philip Morris USAPhilip Morris USA
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
Philip Morris USAPhilip Morris USA
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 USAPhilip Morris USA