Functional Competency Guide

Last updated: February 2017

Functional Competency Guide

Introduction The Functional Competency Guide is a document that lists the functional competency frameworks across each of our businesses and/or functions. The purpose of a functional competency framework is to enable employees to understand the core competencies and associated behaviours essential for success within their area. This document aims to give a simple guide for employees to understand and identify functional competencies with respect to their specific area and use the information in the creation of Development Goals to further leverage on strengths or address development needs, in relation to current and potential future roles. The guide provides the high-level information and the detailed information is stored on the respective NEST pages. A link to each of these pages is provide in the document. This is a live document, and will continue to be update and evolved as required. If the details for a particular function are not available, please use relevant information from your local context and in agreement with your line manager

For additional information or clarifications, please contact the respective functional competency development lead or your HRBP.

Functional Competency Guide

Functional Competency

Please click on the link below for the respective functional area

CCom - Corporate Communications* F&C - Finance & Control GS – General Services* GD Mkt - Generating Demand Marketing GD Sales - Generating Demand Sales GG&C - Group Governance & Compliance* HR - Human Resources LGL - Legal* NCE - Nestlé Continuous Excellence* NGBS - Nestlé Global Business Services NHSc - Nestlé Health Science

o NHSc MA&P - Nestlé Health Science Market Access & Pricing o NHSc Mkt - Nestlé Health Science Marketing o NHSc Sales - Nestlé Health Science Sales

NN – Nestlé Nutritiono NN BEO - Nestlé Nutrition Business Executive Officers o NN MFF – Nestlé Nutrition Medical Field Force

Pack - Packaging R&D - Research & Development R&SA - Regulatory & Scientific Affairs SC&Pro - Supply Chain & Procurement T&P – Technical & Production Functions

*This section will be update soon

Functional Competency Guide

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F&C - Finance & Control

Functional Competency Framework and Definitions

The F&C Functional Competency Framework is a comprehensive and focused compendium of the function specific knowledge, skills and behaviours that Finance & Control leaders and employees must

have to succeed in today’s rapidly changing business environment

Important Links Link to F&C Career Center NEST page Link to the detailed F&C Functional Competency Framework Link to the F&C Competency Assessment Tool.

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GD Sales - Generating Demand Marketing

Functional Competency Framework and Definitions

For all employees working in Marketing

Important Links Link to Marketing Career & Learning NEST page

Functional Competency Guide

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GD Sales - Generating Demand Sales

Functional Competency Framework and Definitions

Common to all markets across all areas of expertiseCCSD, Key Account Management, Field Sales Management, Distributor Management

Important Links Link to Sales Career & Learning NEST page

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HR - Human Resources

Functional Competency Framework and Definitions

Acts as a trusted partner adopting the perspective of the customer, proactively addressing business & people priorities.

Effectively sources and analyses data, generating people and organization insights to enable high-quality business decision making.

Embraces the new realities and enables the required change within the organization, through people.

Collaborates across the function to present the customer with a “one HR” approach.

Acts as a catalyst to ensure that Nestlé has the right people, competencies and organization in place to sustain strategic competitive advantage.

Acts as a guardian and advocate of Nestlé´s purpose, values and principles.

Important Links HR Capability Framework HR Development Guide

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NGBS - Nestlé Global Business Services

Functional Competency Framework and Definitions

Important Links Link to NGBS Competency Framework NEST page

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NHSc MA&P– Nestlé Health Science Market Access & Pricing

Functional Competency Framework and Definitions

Shaping health policy and the reimbursement landscape

Builds awareness of global and/or local health policies and reimbursement pathways and is able to map key health policy/payer stakeholders

Engage with relevant policy/reimbursement/payer stakeholder in helping them to identify unmet need in relevant therapy areas that are important to them both now and in the future

Creating innovative evidence-based access solutions

Identifies, creates and translates health economic data/clinical data/real world evidence/patient-reported outcomes (PROs) to generate materials to communicate value proposition that supports the preferred use of Nestlé Health Science’s products for stakeholders

Works with Sales and Marketing/Medical Affairs team to advise on future evidence needs, how to support them and how to develop robust Nestlé Health Science business cases

Delivering winning pricing and reimbursement strategies at a global and market level

Accountable for the development and delivery of the pricing strategy for Nestlé Health Science’s products globally and locally • Once the pricing decisions have been made internally, creates compelling business case arguments (clinical/health

economics/commercial/humanistic) to support the reimbursement process

Building external stakeholder relationships and engagement

Builds effective relationships within the complex network of external decision makers (payers/policymakers/patient groups/scientific societies and key opinion leaders KOLs) through gaining trust and negotiating to demonstrate mutual value for all

Aligns the right materials/value story with the external stakeholder needs and co-creates winning case studies that make Nestlé Health Science the ‘partner of choice’

• Uses insights from their relationships with the stakeholders to feed in to Market Access strategy to drive more external stakeholder focused strategies and materials in the future

Be a Market Access ambassador

Thrives in situations involving uncertainty – anticipates the change that is needed - directing self and others appropriately Is an internal advocate of the Market Access function and how it adds value to the organisation • Is involved in shaping the strategic direction for the organisation and is active in its evolution

Important Links Link to NHSc Human Resources – Performance & Development NEST page Link to NHSc Market Access & Pricing Competency framework

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NHSc Mkt – Nestlé Health Science Marketing

Functional Competency Framework and Definitions

Know your Target deeply

Our most fundamental commitment is to enhance consumers and patients´ lives, every day, everywhere. This starts with carefully prioritizingconsumers, patients, payers and HCP targets based on unmet needs, attractiveness and ability to win; then making sure to fully understand who they are, what they do, and why they do it.

Guide with brand essence & properties

We believe that to enhance consumers and patients’ lives requires passionate collaboration with many internal and external stakeholders, including engaging with influencers, and which in turn requires an inspiring Brand Essence and enduring Brand Properties.

Delight with products & Health Benefit experience

We promise and deliver the safest and most effective nutritional therapy experiences to target consumers and patients, and do so in a way that improves the overall healthcare management and contributes to Creating Shared Value for all stakeholders (incl. payers, HCPs, caregivers…).

Create engaging brand experience

Our brand activities originate from a single, powerful Big Idea which is brought to life to engage consumers and patients when and where they are most receptive to brand contacts. Further the idea has to resonate with HCPs, payers and caregivers who are key stakeholders in the decision process.

Innovate Bigger Bolder Better

Our innovations are consumer and patient-centric, harness leading-edge science and technology, and exploit the full range of innovation levers to enhance consumers and patients´ lives in an inclusive approach of all stakeholders. They accelerate NHSc's evolution to Where nutrition becomes therapy.

Win at every moment of choice

We have a deep understanding of shopping behaviors and motivations of target consumers, shoppers, HCPs, caregivers, patients and payers. In collaboration with Category / Channel / Field Force / Market Access / Medical teams and in partnership with customers, we help design moments of choice that delight consumers / patients / shoppers / HCPs / Payers and drive purchase.

Plan & Execute flawlessly

Our brand strategies are only as good as their execution, and excellence in execution starts with planning. We work with Category / Channel / Field Force / Maket Access / Regulatory & Medical to achieve strong, functionally aligned plans, leading to outstanding execution every day, everywhere. We understand the business impact of our initiatives and adjust actions accordingly.

Important Links Link to NHSc Human Resources – Performance & Development NEST page Link to NHSc Marketing Competency Framework

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NHSc Sales – Nestlé Health Science Sales

Functional Competency Framework and Definitions

Sales Results Through Execution

Strives for excellence in achieving or exceeding business objectives/sales results. Remains focused on the impact of actions. Has winning spirit that translates into competitive drive for results. Does not take "no" as an answer, but translates to "not now" and persistently follows up with the customer to win versus competition. Organizes the execution of NHS and local strategy and account/call plans in an effective, efficient and timely manner, while delivering excellent customer value. Leverages expertise in market dynamics and the customer’s business and needs to deliver results that convert opportunities into revenue.

Sales Strategy & Planning

Assesses NHS strategy and local market landscape to define a territory-level or account-level strategic plan. Leverages account strategy and customer profiles, along with the territory plan to set account-specific and market-specific objectives. Establishes an account plan for key accounts by defining key milestones and tracking progress for achieving objectives. Disciplined in following top down strategy and planning directions and utilizes NHS resources appropriately (e.g. Playbook, WAS Plans, Business Planning Tool/Opportunity Model, CRM).

Business & Financial Acumen

Understands the levers available to increase sales and impact future business. Understands health economic concepts and is able to communicate impact to a diverse target audience (medical, financial, purchasing, etc.). Knowledgeable of the customer’s business model, decision making processes and key decision makers. Demonstrates ability to identify trends, analyze and interpret appropriate financial data to understand and grow the business. Applies financial measures to customer’s specific situation. Able to analyze, quantify and communicate financial impact/value of decisions to customers.

Account Penetration, Relationship Management & Coalition Building

Understands make-up of NHS and the customer including identifying the key decision makers/influencers. Expands internal and external relationships beyond comfort zone, particularly to key decision makers/influencers to go deeper in accounts. Works to build relationships with key stakeholders and understand/diagnose their specific needs and how they relate to the larger account needs and align needs and strategies between groups. Builds and nurtures internal NHS relationships across the organization to allow for better support to the customer and to build relationships in new areas of the customer. Brings together the right NHS and customer resources at the right time to build understanding and alignment during the sales cycle and contract negotiations. Identifies opportunities to use account penetration to grow the account. Collaborates with other sales teams and cross functional teams to identify new opportunities and needs. Brings opportunities to new and more senior stakeholders at account to develop new revenue streams across the NHS portfolio. Follows up and successfully executes on new opportunities identified to build business, improve relationships and/or add value for the customer.

Selling Skills

Plans all aspects of calls prior to execution and utilizes appropriate openings when presenting to customers. Discovers, documents and validates customer needs prior to tailoring offerings. Clearly communicates the proposed offering in relation to the customer’s specific needs and priorities. Listens to customer's feedback and concerns and addresses appropriately to assure mutual value to both organizations. Communicates offering in a compelling way and provides proof of value to customer throughout the sales cycle. Demonstrates an ability to convince and persuade others. Justifies price and prevents customer from seeing company offerings as interchangeable with competitors. Understands the price/value relationship of each component in an offering and effectively communicates this, written and verbally, to the customer. Closes opportunities while ensuring mutual value through effective closing techniques. Incorporates follow-ups from previous customer interactions across NHS resources. Regularly reinforces the total value NHS provides to the customer.

Product, Science & Market Knowledge

Demonstrates a deep knowledge of current NHS platforms, product use, efficacy and disease state. Demonstrates technical/scientific proficiency in terms of the successful clinical and business applications of products. Leverages product/program knowledge to build story and sell NHS offerings as a comprehensive solution for the customer. Has a good understanding of competitive product offerings and how they compare to NHS offerings. Understands the current market landscape and any trends happening at the local and national levels and applies this knowledge to strategic planning. Leverages knowledge to deliver educational opportunities and training support to the customer where needed. Actively stays up-to-date with competitors, customers, vendors, trends in the industry, and customer support operations.

Important Links Link to NHSc Human Resources – Performance & Development NEST page Link to NHSc Sales Competency Framework

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NN BEO – Nestlé Nutrition Business Executive Officers

Functional Competency Framework

This four represented the ones that are strictly specific to Nestlé Nutrition

Compliance: Who code, FTSE4Good Strategic Planning

Accountable for compliance in the Country Business, including policies, procedures and training. Compliance means that appropriate measures have been taken to ensure that Nestlé and its employees comply with WHO CODE/FTSE4 Good, applicable laws and internal and external regulations. Compliance includes complying with all Principles, Policies, Standards and Certification requirements, as well as with the NCBP. These are essential to keep our promises to our consumers, our customers, our people, the society, and to be trusted by all our stakeholders.

Crisis & Issue Management

Knowhow of escalation processes. Member of the local crisis committee for all NN products related crisis and incidents. Lead and coordinate the follow up of crisis quality/media major issues.

Strategic Medical Field Force engagement Management

Build and develop the most effective, efficient and ethical Medical Field Force in order to be recognized by HCPs as the trusted Nutrition Solution Provider across the Infant Nutrition Industry. Drive advocacy for our benefit platforms, our branded and unbranded solutions at HCP and HCI level, resulting in increased usage and recommendation. Effectively coaches National Field Operation Manager and Performance Development Manager on critical functional skills/behaviors and basic to advanced engaging/advocacy capabilities and contributing to his/her development and progress. Able to leverage digital tool and digital platform to develop new medical operation model.

HCP/KOL engagemet

Understanding Nutrition landscape for Maternal and Infant Nutrition in the country. Understand the influence of HCP on Nutrition business. Understand HC system in the country. Ability to establish strong, sustainable relationships with HCP/KOL's. Understanding of Market and HCPs dynamics and ability to transform this knowledge and observations into insights that shape the business strategies for the benefit of the company as well as create shared value for the society.

Important Links Link to NN BEO Competencies Framework NEST page

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NN MFF – Nestlé Nutrition Medical Field Force

Functional Competency Framework and Definitions

Important Links

Link to Framework and Competencies description

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Pack - Packaging

Functional Competency Framework

Functional Competency Guide

Important Links Link to Framework and Competencies description

Functional Competency Guide

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R&D - Research & Development

Functional Competency Framework and Definitions

Important Links Link to Careers @ RD NEST page Link R&D Competency Framework Development Guide (including Behavioural Indicators and examples of

70/20/10 competency development actions)

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R&SA - Regulatory & Scientifics Affairs

Functional Competency Framework and Definitions

Important Links Link to Regulatory & Scientific Affairs Career & Learning NEST page Regulatory & Scientific Affairs Competency Drivers / Behavioural Indicators (Refer to columns

“Competency Levels' Definition")

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SC&Pro - Supply Chain & Procurement

Functional Competency Framework and Definitions

For all employees working in Supply Chain & Procurement

End-to-end Business Insight

Knows how the Nestlé value chain works (across Nestlé’s functions, customers and suppliers). Understands varying business models, what drives growth, costs, cash flow and how cross-functional business decisions impact each other. Understands the perspectives and needs of each part of the value chain. Knows when and how to align those to ensure the right decisions are made for the business.

Manage Compliance & Risk

Ensures conformity with regulations, safety, sustainability and responsible sourcing, mitigating risks including financial, people and quality. Combines in depth knowledge of the value chain and how it works, with an ability to anticipate and plan for unforeseen events. Ensures contingency plans are in place to manage risks.

Optimize & Manage Performance

Optimizes decision making, processes, and overall value chain performance. Uses analytics and reporting, combined with NCE principles, to create practical business insights and make decisions. Leverages best practices, tools, GLOBE and other relevant systems, coupled with an understanding of Nestlé’s competing functional priorities to optimize resources and results.

Ensure Distribution and Delivery

Understands distribution and delivery components (distribution management, labor management, warehousing, inter-market supply operations, transportation, safety, and services), and how each part is inter-related. Uses this understanding to ensure service through overall effective delivery and proactive communication with customers and suppliers.

Source Materialsand Services

Understands the factors affecting sourcing and those determining the overall value of a supplier relationship. Uses that knowledge and understanding to evaluate and decide the suitability of potential partners or suppliers. With those insights, builds and maintains relationships with Partner suppliers ensuring win-win conditions.

Plan Resourcesand Capacity

Demonstrates extensive knowledge of the wide range of factors and constraints impacting operations. Has expertise in a range of planning concepts and approaches. Uses that knowledge and insight to build robust plans and ensures alignment of related assumptions and consequences across the business and its functions.

Future & External Focus

Keeps abreast of trends in the market, economy, changing business models and the environment. Understands Nestlé’s customers, consumers, partners, suppliers and competitors’ practices, strategies and challenges. Uses these insights to spot opportunities to create competitive advantage for Nestlé, through innovation and innovative concepts, or through preparing for changes which competitors have yet to realize.

Important LinksSupply Chain

Link to Career & Learning Centre NEST page Link to Functional Competency Framework

Procurement Link to Learning and Development NEST page Link to Functional Competency Framework

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T&P - Technical & Production Functions

Competency Framework and Definitions

T&P Job Competency Catalogues for Safety & Health, Environmental Sustainability, Quality, Engineering and Production provide a foundation to enhance people development and have been design to ensure the key job holders have awareness of the necessary functional competencies to succeed in their jobs.

The Four Functional Competency Areas:

Important Links: Link to HR Operations Nest Link to Safety and Health catalogue Link to Environmental Sustainability catalogue Link to Quality Catalogue Link to Engineering catalogue Link to Production catalogue

Functional Competency Guide