HUMAN RESOURCE MANAGEMENT GROUP PROJECT Job Analysis of British American Tobacco

Prepared By:
Md. Abdulla Al Mamun Fahim Mainuddin Ahmad A.B.M. Fahim Adnan Khan Mushfiqur Rahman Hannanul Haque Syed Mahabub Islam Shohan 1020366030 1020003030 1020024030 1110685030 1020314030 1020253030

MGT 351 Section: 08

Prepared For:
Jasim Uddin (JDn) Course Instructor MGT 351 Department: School of Business Date: 26th February 2012
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LETTER OF TRANSMITTAL
February 26, 2012 Mr. Jasim Uddin Course Instructor MGT-321 School of Business North South University Bashundhara, Dhaka. Subject: Submission of first group report. Dear Sir According to your requirement for MGT351 course, we have prepared the first group report on Job Analysis of British American Tobacco Bangladesh. To prepare this report, we have tried our best to include all necessary information and relevant explanation about job description and persons specification to make the report not only informative but also helpful for those who want to know about job analysis of territory sales officer in BAT. We have improved our communicating skills, while collecting information. This report also has enriched our writing skills. If for whichever cause, you are unable to deduce anything, please do not pause to contact us for clarification at this mail: fahim_mamun@yahoo.com. Hope you will forgive any of our mistakes, lacking or inconveniences.

Thank You for giving us this wonderful opportunity for preparing this report.

Sincerely, Page Md. Abdulla Al Mamun Fahim Mainuddin Ahmad A.B.M. Fahim Adnan Khan Mushfiqur Rahman Hannanul Haque Syed Mahabub Islam Shohan 1020366030 1020003030 1020024030 1110685030 1020314030 1020253030

Sl. No. 1. 2. Introduction Collecting Data 2.1 2.2 3. 3.1 3.2 3.3 3.4 4. 5.

Content

Page No. 4
4,5

Before collecting data Sources to use 5,6,7 Job Identification Job Summary Job Responsibility Performance Standard 7 8,9

Job Description:

Outline of Job Description Persons Specification 5.1 5.2 Essential attributes Desired Characteristics and Skills

6. 7. 8.

Outline of Persons Specification Conclusion References

9,10 10 10

Table of Content

Executive Summary
This report is prepared on Job analysis of British American Tobacco Bangladesh. This job analysis is for the post of Territory Sales Officer. The first part of the report describes the Job description where we described job identification, summary, responsibility etc. In the next section, we develop an outline of job description. After that, we prepared the persons specification for the post. The peoples specification is based on personal attribute and personal desired characteristics. Then we gave a outline of persons specification. In the last section, we conclude and give references. Page

Introduction
British American Tobacco Bangladesh, also known as BAT, is one of the largest multinational companies in Bangladesh. It has been dominating the tobacco market for over 100 years. This successful company has now over 1000 employees. This huge human resource is very efficient and active in making the success of the company. As a result BAT has become one of the preferred employers in Bangladesh. Like many other big organizations in Bangladesh large amount of graduated and post-graduate students are applying for a post in BAT. However, BAT follows their own recruitment process for selecting most talented, enthusiastic, effective employees.

One of the most important parts of BATs recruitment process is Job Analysis. Job analysis is mainly divided into two parts- a. Job Description and b. Job Specification. But for preparing the job description and job analysis, BAT collects relevant data. The following paragraphs will describe the Data collection, job description and job specification.

Collecting Data
To design the job analysis, BAT first collects relevant data. It first decides about the post. Based on this post, it starts collecting data. In this section, it collects data about the required post and number of required employees for each post. Besides, it also determines the region or territory for working, actual work, desired work performance and standard etc. For this information, BAT uses the following sourcesi. Department head: A department head knows best about a post of his department. BAT collects most of the information about the post from the department head.

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ii.Other territory manager: The territory managers of BAT are good sources of information. A territory manager can tell about how to manage subordinates in different territory. iii.Subordinates who work under territory manager: The subordinates, who are mainly field workers, can inform about whole environment, demand, supply etc. iv.Customers: Customers are good source for knowing what skills a territory manager needs to convince and retain customers. v.Other Companies: BAT collects job descriptions for same post from Dhaka Tobacco and Abul Khair Tobacco.

JOB ANALYSIS
Job Description
BAT starts the job description by planning the job description. In this stage, it determines what information to give in the job description and what to not. The flow and organization of the job description is determined here. Other things that BAT done for designing a job description for a post of a territory officer is given below-

Job Identification:
In this section of job description, information about the jobs title, what types of job it is, under which section the job falls etc. are included. For this position, the job title would be Territory Sales Officer. And this is an exempt type of job. Even though the job offers commission but it does not offer over-time. The territory sales officer falls under marketing division. His department is Trade Marketing and Distribution. According to the rules of BAT, a territory officer reports to a carries manager. On the other hand, Territory Sales Assistant, Brand Representative Supervisor, Sales Manager and Business Manager reports to a territory officer. Page

Summary:

Job summery is basically the summery of the jobs duties and responsibilities. It includes only the major responsibilities of the applicants. The territory officer will be responsible for designing the strategic sales objectives and forecasting the sales plan. Fulfilling the sales plan and taking all the necessaries is also another major duty. He or she will get the freedom to implement creative and innovative ideas. He or she will be responsible for tracking potential customers, forecasting the customers behavior, and creating report about the market condition and customers. One will be responsible for providing superior customer service and product. And collect customer information from multiple sources and develop CRM system by providing them customer related information.

Responsibilities and Duties:

Job responsibility is said to be the heart of job description. This section is all about what are the job holders responsibilities on-the-job and also off-the-job. BAT gives freedom to its employees for innovative and creative ideas and supports. Without obligation from the higher authority, a territory officer can implement his idea. But he has to attend a meeting to show the progress of his idea. Hi idea is totally his responsibility. The general responsibilities of a territory sales officer of British American Tobacco would be like this. 1. Distribution: Maintaining the distribution channel and maintain the flow. 2. Trade relation: A territory sales officer is responsible for keeping relation with other trade organization in his territory. 3. Sales Management: For all kind of sales, sales forecast, sales decline or increase in his territory, the territory sales officer of that territory will be responsible. 4. Supervise: A territory officer has to supervise seven groups who are will work under him. 5. Designing innovative and effective short term and long term sales objectives by using the information and resources efficiently. 6. Fulfilling the companys sales objectives and taking all the necessary steps to do so. 7. Designing selling process by considering factors like organizations nature, market condition, territorial difference and so on. And adopting the selling and marketing technique which would be best for the organization. 8. Managing the customers through the all phases of the sales cycle. 9. Analyzing how to improve the competitive position in the market through improved customer service. 10.Negotiate with distributors and develop the people who will work under him to grab new business by providing qualitative services. 11.Monitoring the activities of the distributors for the existing customers and fulfilling infrastructural gaps.

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12.Track and report all pending and closed businesses. 13.Territory officer will help in strategic budget. These are some of the main responsibilities of a territory officer. Even though in the job description all the duties, responsibilities, supervisory responsibilities will be there in order to reduce the mismatch of the applicants expectation and job requirements. The duties and responsibilities can be divided into many categories like sales duties, marketing duties, territory management and so on.

Performance Standard:
BAT will measure the performance of the territory officer on basis of five dimensions. These dimensions are1. Leadership Objective: How much efficient, a territory officer is in managing seven group of people under him. 2. Management Objective: Performance on planning, organizing and directing. 3. Relationship: To what extent the territory sales officer is effective in managing good relation with customers, vendors, suppliers and other organizations. 4. Operational Objective: Territory officers target sales will be 95 million units per month in Dhaka city. But for Rajshahi it will be 20 million, for Sylhet it will be 25 million and for Chittagong it will be 40 million. 5. Innovative: A good territory officer will show high innovative ideas and high success rate. JOB IDENTIFICATON JOB TITLE DEVISION DEPARTMENT Territory Sales Officer Marketing REPORT TO Carries Manager
Territory Sales Assistant Brand Representative Supervisor, Sales Manager Business Manager

Trade Marketing SUBORDINATES and Distribution

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JOB CODE

10001

LOCATIONS

Dhaka, Rajshahi, Chittagong

Sylhet,

RECOMMENDED SALARY GRADE EXEMPT/NONEXEMPT

APPROPED BY EECO

EXEMPT JOB SUMMARY The territory officer will be responsible for designing the strategic sales objectives and forecasting the sales plan. He or she will get the freedom to implement creative and innovative ideas. RESPENSIBILITIES AND DUTIES 1. 2. 3. 4. 5. 6. 7. Maintaining the distribution channel and maintain the flow. Relation with other trade organization in his territory. Manage sales, sales forecast, sales decline or increase Supervise seven groups Designing innovative and effective objectives Fulfilling the companys sales objectives Designing selling process

8. Managing the customers through the all phases of the sales cycle. 9. improve the competitive position 10.Negotiate with distributors 11.Monitoring the activities of the distributors

PERSONS SPECIFICATION BAT has well defined personal requirement. For recruiting a territory sales officer, BAT divides the persons specification as given below1. Education: According to the requirement of BAT, an applicant of territory sales officer must be graduated from renowned university. An applicant having graduated or with equivalent degree can apply for the post. However, post-graduates are preferred more over graduated. 2. Communication: As territory sales officer is a post under marketing department, the applicant must have efficiency in fluent English speaking. He must have strong communication ability. 3. Work Experience: No work experience is mandatory for this post. Fresh graduates can apply for the post any time.
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4. Computer

Skills: Applicants must have good ability in basic computer operation, MS Word, Excel, Power point, Photoshop etc. MS Access is not mandatory for the applicant. 5. Personal Attributes: BAT wants its employees to be extrovert. They have to be good communicator. Besides, the applicant should be innovative. Creative and innovative ideas have to be implemented time to time. The applicant needs the mind of accepting the rules of working in any territory. They have to be prepared for visiting. They need to be passionate, optimistic, and positive minded. Although all of these characteristics are required, BAT focuses mainly on being extrovert and innovative. Outline of Persons specification:

Essential Minimum Requirement

1. Educational Qualification: Graduated from renowned university in Finance or
Marketing or both with an acceptable CGPA or equivalent. (Not less than CGPA 2.00 or first division.

2. Communication: Fluent in English speaking, Standard Bangla pronunciation. 3. Computer Literacy: OS, Simple Hardware maintenance, MS Word, MS Excel 4. Personal Attributes: Extrovert, Innovative and creative, Leading

5. Acceptance

Desired Characters/ Abilities

1. Education: Post graduate, HR knowledge 2. Computer Skills: Photoshop, MS Access 3. Personal: Optimistic, Passionate, Responsible etc Page 4. Others: Management, Problem solving ability

Conclusion
BAT designed the job description and persons specification on the basis of their requirements. They designed the whole process focusing on their goal. This well defined job analysis is strength of BAT. BAT will get benefit of attracting best applicants and employing them in the post. The employed applicants find the job as a challenge.

References:
1. Human Resource Management, 12th Edition, Gerry Dessler and Biju Varkkey 2. Human Resource management, 12th Edition, Gerry Dessler 3. www.batbangladesh.com 4. http://humanresources.about.com/od/jobdescriptions/a/HR_recruiter.htm 5. http://joblistnigeria.com/bat-nigeria-recruits-hr-executive-marketing.html

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