Indiana University
Select Career Opportunities
Orientation Program
Jeff Cullar & Jeff Rauch
September 22, 2005
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BeInspired
BeRewarded
BeYourself
Be
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Agenda
 Kraft’s commitment to excellence
 Career development at Kraft
 Kraft’s Management Development
Program
 Internship Opportunities
 Q&A
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Jeffery D. Cullar
 Region Vice President –
Chicago Region
 Nabisco Biscuit Division
 Marketing/PR Major
Photo of Keynote Speaker
 Member of National
Black MBA Association
 Recruited to Kraft from
Pepsi in 1991
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Jeffery D. Rauch
 Region Director Retail –
Chicago Region
 Nabisco Biscuit Division
 Indiana University
Alumni- ’79
Photo of Keynote Speaker
 Business Major
 Began career with
“Kraft” in 1980
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BeInspired
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Strong History
Historical Development
1825
Suchard, Neuchatel (CH)
(Snacks)
1867
Tobler, Bern (CH)
(Snacks)
Startups
Mergers/Name changes/“Purchases“
Startup of branch
offices
1970
Interfood, Zürich (CH)
(Snacks)
1895
Jacobs, Bremen (GER)
(Coffee)
1903
Kraft, Chicago (USA)
(Cheese)
1948
General Food
Europe
1906
Kaffee HAG, Bremen (GER)
(entc. Coffee)
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1990
1982
Jacobs Suchard
Philip Morris
1927 Kraft Deutschland,
Hamburg (GER)
(Cheese)
1981
HAG GF AG
1979
1993
1988
Philip
Morris
1985
Philip Morris
General Foods buys 95% of
the Coffee HAG stocks
1989
Kraft General
Food Europe
Kraft Jacobs
Suchard
2000
Kraft Foods
Kraft Vision
Helping People Around the World Eat and Live Better
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Mission: Undisputed Global Food Leaders
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 Consumers
–
First Choice
 Customers
–
Indispensable Partner
 Alliances
–
Most Desired Partner
 Employees
–
Employer of Choice
 Communities
–
Responsible Citizen
 Investors
–
Sustainable Growth
Guiding Principles
 Put Consumers First
 Work Simply, Act Quickly
 Play To Win
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Consumer Confidence
Kraft Rated #3 Among All Brands
“Which brands do you consider the best?”
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1. Sony
=7. Honda
2. Dell
=7. General Electric
3. Kraft
8. General Motors
4. Coca-Cola
=9. Microsoft
5. Ford
=9. Hewlett Packard
6. Toyota
10. Procter & Gamble
Source: Harris Poll 2005
Indispensable Partner to Customers
Undisputed Global Food Leader
Kraft Ranked #2 in 2004 U.S. Cannondale Retailer Survey
“Best of the Best” Overall
43%
36%
24%
P&G
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Kraft
General
Mills
12%
12%
Nestle
PepsiCola
9%
9%
Unilever Coca-Cola
HPC
Our Geographic Business Segments
KNAC
KIC
Western Europe Region
KIC
Central Europe Region
KIC
Latin America Region
KIC
Eastern Europe, Middle
East & Africa Region
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KIC
Asia Pacific Region
Kraft North America Commercial
KNAC Fast Facts
KNAC headquarters: Northfield, Illinois, U.S.
Key countries in the business unit:
Canada, United States
Some key brands:
Kraft cheeses, salad dressings, dinners and other products; Post
cereals; Philadelphia cream cheese; Oscar Mayer meats and
Lunchables lunch combinations; Maxwell House, Starbucks and
Gevalia coffees; Capri Sun, Tang, Kool-Aid and Crystal Light
beverages; Oreo, Chips Ahoy!, Nilla, Newtons and Snackwell’s
cookies; Ritz, Triscuit and Wheat Thins crackers; Handi-Snacks snack
combinations; Planters salted snacks; DiGiorno, Delissio, California
Pizza Kitchen, Tombstone and Jack’s pizza; Back to Nature cookies,
crackers, cereal, granola dinners and cheese; Boca burgers, nuggets,
patties and meat alternatives; Jell-O gelatins and puddings; Cool Whip
whipped topping; Velveeta process cheese loaf
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The Best Brands in the World
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The Best Brands in the World
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50+ Brands over $100 Million in Revenue
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Five Brands Over One Billion Revenue $
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New Product Examples: Health & Wellness
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New Product Examples
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BeRewarded
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Customer Development Organization
Structure
 The Kraft Foods Customer Development Organization
is comprised of more than 30 National, Area and
Geographic Sales teams
- Team members include Sales Representatives, Manager and others
who work together to meet the needs of food retailers and
customers across the U.S. and Canada
 3 Retail selling teams
- Biscuit Direct Store Delivery (DSD)
- Pizza Direct Store Delivery (DSD)
- Warehouse
 Totaling 10,600 people covering over 37,900 retail
outlets and selling 1,200 SKUs in 66 categories
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Customer Development Career
Opportunities Across the United States
D
H
B
P
O
New England
K
Northwest
I
F
Midwest
C
J
A
N
Mid Atlantic
L
E
H
Q
Southeast
Southwest
Customer Regions
G
R
M
West Area Regions
Midwest
Northwest
Southwest
East Area Regions
Mid Atlantic
New England
Southeast
A – Ahold
J – Kroger
B – Albertson’s
K – Meijer
C–C&S
L - Military
D - Costco/BJ’s
M - Publix
E - Food Lion
N – Safeway
F – Giant Eagle
O - Super Valu
G - H E Butt
P –Target
H – Key WholesalersQ – Wal Mart
I – K-Mart
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R - Winn-Dixie
At Kraft, the best Management Development
Associate
 Is the best team LEADER
 Is an IDEA champion
 Delivers superior RESULTS
 Develops professional EXPERTISE
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Management Development Program
 Upon joining Kraft, you will be placed into a Management
Development Program
- Designed to give you exposure to a wide variety of experiences to prepare
you for future leadership roles within the organization
- Rotational assignments will include experiences in:
 Direct selling
 Customer Logistics
 Retail Analysis
 People Management
 Program will include formal training, assignment of a mentor, and
field trips to various key businesses
 Upon successful completion of the MDP, participants will be
placed into a position where they will be strategically partnering
with a Customer to grow business, both for Kraft and the
Customer
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Rotational Assignments
Rotation/Exposure
Key Learnings (Aligns with Career Experiences
Model)
Length of Rotation
DSD Sales Rep
Experience selling Kraft products at retail in both
DSD and Warehouse businesses
6 mos. DSD + 6 months Warehouse (either
order) OR
Warehouse Sales Rep
12 months One Portfolio Rep
Supply Chain – Biscuit Customer
Logistics & Warehouse
Customer Service
Exposure to/experience in non-direct sales
functions
1 months DSD Cust Logistics
+
1 week on-sight Cust Svc Orientation
Merchandising Coordinator or
District Coordinator
First level people management, prioritizing,
scheduling, routing, employee relations, team
building.
3 – 6 months
Sales Analytics
Experience using systems/information to support
line sales & leverage consumer insights to
influence consumer demand
3 months
Category Analyst or Region
Analyst
* In addition, approximately threes weeks allocated for orientation, training and field trips
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Kraft’s Approach to Career Development
1. Recruit the best people
2. Challenge them to add the most value
and to fulfill their potential
3. Provide wide range of career and
development opportunities
4. Offer World Class Training
Be
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BeInspired
BeRewarded
BeYourself
Sales
Leaders
Kraft Career Path




Being proficient at setting and evaluating strategy
Understanding multiple views and roles
Developing people to execute the strategy and direction
Commanding respect from internal and external constituents
 Evaluating others on abilities
 Coaching managers through performance
evaluation & development
 Broad business knowledge and perspective
 Skilled communicator able to share direction
through several organizational layers
Manager
Executive
Director
 Re-allocating time to others and still
complete their own tasks
 Accomplishing work through others
 Being available for planning, coaching
development
Individual
Contributor  Refinement of personal and technical skills
 Learning the culture and adapting to professional standards
 Collaborating with others
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Internships at Kraft – Customer
Development Organization
 12 weeks in duration with focus on
professional development and skill-building
versus “summer job”
 Assigned key project(s) such as:
- Market analysis, project planning, support new item
launches
- Additional day-to-day assignments – Run actual sales
route; Merchandise product
 Comprehensive internship program includes:
- Plant tours
- Group Intern events
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BeYourself
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Our Diversity Vision
The right people in the right places, contributing fully to
meet business & personal goals
The Right People …………………………… Diverse in every way
The Right Places ….……… In every function, level & geography
Contributing Fully……… From their wide range of talent & skills
To Meet Business Goals…….…. That exceed traditional targets,
markets and geographies
Which Requires ………. Improving our diverse employee profile
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Be
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Employer of Choice
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“100 Best Companies for Working Mothers”
– Working Mother
“Top 50 Companies for Diversity”
– DiversityInc
“Top 50 Places for Latino Women to Work”
– Latina Style
“Best Companies for Financial Professionals”
– CFO Magazine
“50 Best Companies to Work For in Germany”
– Great Places to
Work Institute
“Top 10 Best Workplaces in Greece”
– Great Places to
Work Institute
“50 Best Companies in Mexico”
- Great Places to
Work Institute
BeInspired
BeRewarded
BeYourself
Be
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