Global Structure

At the international level, the world is divided into four parts, each reporting
to the worldheadquarters in Switzerland. Nestl employs bottom-up as well
as top-downreporting. For yearly budgeting, each territory reports next
years forecasted sales toits Area Manager who after gathering all these
reports sends a summary for his areato the Regional Manager. Regional and
Zonal Manager do the same process until National Sales Manager has the
forecasted sales for the entire country. Target salesare then reported down to
each zone, from where it is sent to each region, and the process continues
until each territory has its target sales.

Organization Structure
Nestl Pakistan follows a flat, matrix organizational structure.The
departments are divided function-wise and product-wise. All the products use
different functional departments, and all the functional departments have
specific productdepartments within them. The span of control is wide, as
each department head has manydirect and indirect reporting relations with
his subordinates. Also, as in a pure matrixform, nearly all employees have
two or more departments to report to, directly or indirectly.
The Managing Director of Nestl Pakistan reports directly to the Head Office
inSwitzerland, and gets guidance and objectives from them. Directly under
the ManagingDirector are different functional departments:
Business Executive Managers

Head of Human Resource Department

Head of Sales Department
Head of Supply Chain
Nestl Pakistan
Head of Food Services Department
Head of Technical Department
Head of Finance Department
Head of Corporate and Legal Department

The following departments have an indirect reporting relationship with the

ManagingDirector:
Head of Nutrition
Head of Waters
UNDP ProjectThe first two departments are required to report directly to the
Head Office, while theUNDP Project comes under the United Nations.
Since this paper aims to analyze the Human Resource Function and the
BrandFunction in detail, the following is the departmental structure of the
aforementioned functions:
Human Resource Department
The Human Resource Department is subdivided into three branches:
Shared Services
Centre of Expertise
Business Partners
Shared Services
Shared Services are responsible for data and record collections of all the
employees of Nestl Pakistan. They handle the payrolls, division of provident
funds, medicalallowances, travel allowances, and all other administration of
the employee funds.
Centre of Expertise
The Centre of Expertise is the department responsible for recruitments,
remunerationsand organization development through Nestls training
programs, both local andinternational.
Business Partners
The Business Partners form the link between different human resource
activities of theorganization, and the functional departments they are

working with. The HumanResource ManagerCommercial is a Business

Partner for Sales and reports to the Head of Sales Department. He is
supposed to form a link between the Human ResourceDepartment and the
Sales Department, making sure all decisions made by the Sales Department
are in line with the Companys goals and policies.
Brands Department
The department for Brands has been subdivided into departments for each
product linethat Nestl produces. Each of these product lines comes under a
Business Manager, whohas two Brand Managers under him. Each Brand
Manager is responsible for specified products under a certain product line,
and has two Assistant Brand Managers reporting tohim.In each of the units
that are under the Business Managers, there is a Category Manager,who is
equivalent in position to the Brand Manager. A Category Manager
reportsindirectly to the Business Manager, and directly to the Head of Sales
Department.
Dairy
Dairy is the chosen product line for the project. Dairy is divided into four
different product lines, which are further divided into units each headed by a
Business Manager.The product lines of dairy are:
Child Nutrition
Tea Creaming
Adult Health and Wellness
Chilled Dairy The first two are responsibilities of one Business Manager and
the last two of the other.The Category Managers job is to form a link
between the Brand Manager and the SalesManager from the Sales
Department.

Nestle Job Description

A company that is the worlds no.1 in Health, nutrition, and wellness as they
continue to produce products that are not only nutritious and best tasting but
comes in variety, for consumers to choose, from their wide array of food and
beverages categories. Having a factory and operating in almost all countries,
Nestle is on continuous look out for competent and talented employees.

Nestle Job Positions and Duties

Nestle Marketing Associate Job Description
Working with the Marketing Manager the Marketing Associate is involved in
formulating market plans and the implementation of these plans.
Furthermore, the Associate puts effort in analyzing the current market
trends, consumer habits, sales and advertising techniques, and pricing
impact. He/ she assists the Marketing manager in day to day operations.
Nestle Sales Representative Job Description
The Sales Representative supplies the retailers with Nestle product and sees
to it at the same time that the retailers store condition pass the standards
set by the company or better yet exceeds what is expected. He/ she must be
able to analyze market share data including sales and profit to identify
advantages and disadvantages of the retail business.
SOPs Trainng Requirements For Area Sales Manager
Requirements

Main Purpose:
Ensure achievement of agreed targets/KPIs for the assigned Area/
Territory.
Develop and Implement field Sales Plan for the assigned area.
Effectively manage distributor/customers and their operations.
Responsible for the execution of the Channel Category plans at the
Outlets as per the channel and category prioritization.
Coach, motivate and develop Distributors and Nestle direct sales force
Servicing the needs of your existing customers and partnering with
them to realize their business objectives.
Collecting customer feedback and keeping up to date with products
and competitors
Responsible for being a key point of contact for all Sales Operations
related aspects (e.g. Field Sales, Distributors etc) within assigned
geographical
"Area/Territory" and deliver set objectives/targets.
Experience & Qualification requirements 2-3 years of FMCG Sales
Experience. MBA/BBA with relevant experience in sales.

Management Controll
To maintain a company of this size, a lot of rules are implemented. In this
situation, management control plays an important role for the company.
Control is a regulatory process of establishing standards to achieve
organizational goals, comparing actual performance against the standards
and taking corrective action when necessary.
There are 3 methods of control, which are feed forward control,
concurrent control and feedback control.
Feed forward control is a mechanism for gathering information about
performance deficiencies before they occur. In contrast to feedback and
concurrent control, which provides feedback on the basis of outcomes and
results, feed forward control provides information about performance
deficiencies by monitoring inputs, not outputs. Feed forward controls are
helpful to managers because they allow a manager to plan work
effectively; they can regulate resources like employees, raw materials and
capital ahead of time. The company ensure that all Nestl units have the
necessary systems in place to deliver the same level of basic safety and
health protection for all employees to avoid incidents. Nestle follows their
slogan of good food, good life by training their employees to produce
high quality products.
Concurrent control is a mechanism for gathering information about
performance deficiencies as they occur. Thus, it is an improvement over
feedback, because it attempts to eliminate or shorten the delay between
performance and feedback about the performance. Nestle factory uses
concurrent controls when decisions simply cannot be made based on a
preventative approach. As problems can arise during an activity, rather
than wait until the entire work activity is completed concurrent controls
allow managers to monitor work as they occur. Some of the areas of an
organization that benefit from concurrent controls are production and
employee behavior.
Feedback control is a mechanism for gathering information about
performance deficiencies after they occur. This information is then used to
correct or prevent performance deficiencies. Study after study has clearly
shown that feedback improves both individual and organisational

performance. In most instances, any feedback is better than no feedback.

However, if there is a downside to feedback, it is that it sometimes occurs
too late. Sometimes it comes after big mistakes have been made. Nestle
like to listen feedback from their employees and customers. According
from those negative feedback, Nestle company try to solve these
problems. Other than that, Nestle company do research about what their
customer want and try to crate something new.

Measures Of MBO Concept

Leading the Nestl way
Grow talent and teams
Has a passion for building and sustaining an environment where
people have a sense of
personal commitment to their work and give their best to promote our
Companys success.
Cares for and develops the leaders of tomorrow through addressing
all areas that
allow them to progress in their work and to expand their capabilities.
Understands the importance of continuous earning and improvement,
as well as sharing
knowledge and ideas freely with others.
Is committed to giving and receiving honest, accurate and timely
feedback, including
performance evaluation, in a climate of mutual respect.
Believes in the importance of building diverse teams, and promotes
the advantages
of gender balance.

Lead to win
Has built credibility as a result of coherent action, leadership and
achievement.
Is able to think from different perspectives and to create a climate of
innovation. This implies openness to risk and the possibility of making
mistakes, but also the willingness to correct and learn from them.
Believes in the importance of alignment and management of
expectations.
Has broad interests, a good general education, responsible behaviour
as well as a balanced lifestyle.
Compete and connect externally
Constantly looks for ways to satisfy our consumers and customers
while attracting new ones in unique and compelling ways.
Displays curiosity and open-mindedness as well as a high level of
interest in other cultures and lifestyles.
Believes in openness and dialogue with outside stakeholders about
future trends in society, technology, consumer habits, and business
opportunities.
Understands the external impact of our operations and, as a result,
proactively seeks to engage and partner with the community,
authorities, shareholders and other stakeholders.
Manage for results
Embraces personal commitment and courage in execution. This
includes the capacity and the willingness to take initiatives and risks
while maintaining composure under pressure.
Values proactive cooperation in order to create synergies at local,
regional and global levels.
Embraces change and is able to implement it and manage its
consequences.
Believes in achieving business objectives rooted in compliance and
sustainable practices.

A Mutual Commitment.
Living up to the Nestl Management and Leadership Principles is a
commitment and a responsibility for everyone in our Company. To be
effective, engaging and inspiring, all Nestl people must walk the
talk and lead by example in their daily work; in this context, actions
speak louder than words. Therefore, at Nestl, in addition to
professional skills and regardless of origin, nationality, religion, race,
gender, sexual orientation and age the capacity and willingness to
live up to these principles are the key criterias for progressing within
the organisation.