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EXCELLENCE
In Execution
Slobodan Janicijevic

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2

WHAT is our
GOAL?

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3

Accelerated Growth

Executional Excellence

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4

WHY we need
EXELLENCE
in Execution?

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5

Changing Environment

Evolution of Customers Acceleration of Competition Organizational Agility

Capitalize on unique opportunities of a Improve our productivity and Leverage the power of our strong
global company and differentiate vs accelerate on value adding brands and unique relevance to our
competition with relevant and tailored innovations (categories, products, customers with agile, best equipped
joint activities and categories channels, tools, processes) for the and motivated team
development long term wealth of our organization

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6

Elements of Executional Excellence

Field Force
Customer Marketing Capabilities
Routing
Collaboration Activities
Concept

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Long term Customer Collaboration

TEAM STRUCTURE CUSTOMER CENTRIC SMART INVESTMENTS

• KA management team • Customer needs • MUST WIN battles

• LKA & TT teams • Building relationship • Structural approach

• PET SPEC team • Joint business planning • Channel balance

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Sustainable Marketing Activities

01 Strong brand strategy in place

02 Smart portfolio choices

Innovation embedded in
03 everything that we do

04 Speed and discipline in execution

Addressing consumer needs


05 and customer preferences

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Strengthening Capabilities
01 04

Perfect Store Concept Selling & Negotiation

02 05

R2M expertise
KA management

03

Category knowledge

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Field Force Routing Concept

01 NEW OUTLET CATEGORIZATION

02 ROLES AND RESPONSIBILITIES


DEFINITION

INTRODUCING
03 CALL CONCEPT &
FREQUENCY

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Field Force Routing Process


New outlet
categorization

Perfect store
Rest of
universe universe

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12

Clear roles and


responsibilities

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13

Call concept &


frequency

Final
organizational
structure

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14

WHAT is our
formula for
SUCCESS?

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15

SALES COMING
QUALITY vs QUANTITY
FROM EXECUTION

WORK AS ONE TEAM PEOPLE

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16

THANK YOU
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