P L US

Building Sales Team of Tomorrow

AT

ATTATA CONSUMER PRODUCTS

About Tata Group

Global leader in
several sectors

Revenue of $100+bn

Operations in over
100 countries

Over 7,50,000+
employees

150+ years of legacy

ABOUT TATA CONSUMER PRODUCTS

We are the Consumer Products arm of the TATA group with a diverse portfolio of Food and
Beverages category involving legacy brands of today and the future.

In a nutshell
We are Tata Consumer Products Integrated F&B company
with rich heritage of Tata,
aspiring for a larger share of
the FMCG World

#2 branded tea player

globally
Largest 2nd Largest 4th largest 4th largest Leading #1 natural
salt brand tea brand in Tea brand in R&G coffee national brand mineral
in India India UK & largest brand in in pulses in water brand
tea brand in USA India in India INR 11.6K Cr. consolidated
Canada revenue in FY20 and current
market cap of ~INR 70k Cr.
₹ 9.6K crore consolidated
revenue in FY20 and current
market capReach
of ~₹33kto
Cr.almost over 200
mn. households in India and
distribution network of ~2.4
mn. retail outlets

Among the Top 10 F&B

companies in India

>2900 employees
worldwide
O U R JOURNEY

Evolution of Tata Consumer Products

1964 1983 2000 2005 2006

Tata creates alliance with

Indian tea giant James
Finlay to form Tata Finlay - Tata Tea is born, James Tata Tea acquires Acquires Good - Acquires Eight O’Clock Coffee in
Finlay is bought out. Tetley Earth in the USA the USA
- Tata Salt is launched. - Acquires 33% stake in Joekels Tea
in South Africa

2011 2010 2005 2007

Develops Nourishco through - Invests in Mouth Everest Mineral

Tata Global Acquires Grand, a Water, which owns Himalayan Water
a Joint Venture with Beverages is formed coffee brand in
Pepsico India - Acquires Vitax, a well-known Polish
Russia tea brand
- De-merger of the plantation business

2012 2015 2020 2021

Signs Joint Venture with Tata Sampann is - Acquires Kottaram Agro Foods , owner of
- Tata Consumer Products
Starbucks launched the brand ‘Soulfull
is formed
(under Tata - Buys the entire stake of - - Acquires Tata SmartFoodz, owner of the
Chemicals) PepsiCo in Nourishco brand ‘Tata Q. Marks entry into the ready-
to-eat segment
OUR PROMISE

Brand Promise –
As Tata Consumer Products, we stand ‘For Better’ – a reflection
of our commitment to improvement by pushing boundaries and
aiming for better every day for all our stakeholders.

Consumers Employees
A commitment to A rallying cry to
deliver better products aim for better,
that will help everyone catalyzing growth
fulfill aspirations & lead and excitement
happier, healthier lives

Partners Investors
Practices that are Commitment to do
ethical and treat better everyday for
partners fairly People, Planet and
Profits
OUR PRESCENCE

Geographic Presence
CANADA 4% UK & EUROPE 12%
MIDDLE EAST <1%

AUSTRALIA 1%

Consolidated Revenue:
INR 11,602 Cr
(Branded Business - 90%) USA 16%
Non-Branded Business: INDIA 67%
INR 1122 Cr
(Tata Coffee - 86%; Others - 14%)

TEA COFFEE WATER FOOD

INDIA INTERNATIONAL
Tata Tea and Tetley
CANADA USA UK & EUROPE MIDDLE EAST AFRICA AUSTRALIA
Tata Salt, Tata Sampann,
Tetley and Tetley, Good Earth, Tetley, Teapigs, Tetley and Tata Laager and Tetley and
Soulfull Tata Coffee Grand
Teapigs Teapigs and Eight Good Earth, Tata Tea Tetley Teapigs
Himalayan, Tata Water Plus
O’ Clock Tea and Vitax
and Tata Gluco+
O U R BRANDS

TEA COFFEE

RTD (NourishCo)
National Regional Premium
O U R BRANDS

FOODS
Enriching kitchens everywhere with a vast productrange.

PULSES & DERIVATIVES SPICES AND CONDIMENTS SNACKS/ READY-TO-COOK TATA CONSUMER SOULFULL

SALT TATA Q
RECENT INNOVATIONS & PRODUCT LAUNCHES

INDIA

Format Innovation - Tata Salt

Quick Chai Super Lite

Foray into Health

& wellness Foray into Gourmet Tea & Coffee
through TCP D2C play – 1868 by RTD Fruski & Himalayan
Tata Tea & Sonnets by Tata Coffee sparkling water

International: Beverages

Eight O’ Clock Indulgence &

Good Earth Ayurveda Teas (USA)
Tetley Super Teas (UK) Tetley Super Teas Tetley Cold Infusions & Good
(Canada) Earth Kombucha (Australia)
OUR Joint Venture – Starbucks

50:50 JV between TCPL and Starbucks Coffee

International Inc.
Operates over 220 stores* across 18 cities,
with multiple store formats – High street,
Malls, Airports, Offices, Hospitals, Highways
and SIS.
Starbucks recognized as Top #100
Workplaces for Women in India 2020 by
‘Great Place To Work’ and ‘Avtar and Working
Mother’ (5th consecutive year).
Starbucks App provides a personalized
experience with options for pre-ordering,
digital payments and managing reward points.
Our Subsidiaries and Associates

Tata Coffee APPL KDHP

Based in Karnataka (South India) Based in Assam and West Bengal Based in Kerala (South India)
(East/NE India)
One of the largest integrated coffee Total area of 22000 Ha, with
plantation companies in the world Second largest tea plantation company 16 factories
spread over 12800 Ha in India with total area around 24500 Ha
P
 roduces 25 mn kg of tea including
19 Coffee and 7 Tea Estates Produces 42 mn kg of tea including 4 mn kg from bought leaf
15 mn kg from bought leaf
Businesses include: Instant Coffee, 7 Estates
Coffee Beans, Tea and Pepper 25 Estates
 CREATING A BETTER TOMORROW

For Better Living - Sustainability Strategy

Won CII National Award for Water Leadership ESG ratings CDP A- list in 2020, Continued focus on
Management 2021 for Project amongst FMCG companies placing us in CDP’s sustainable agriculture and
Jalodari in Himachal Pradesh from Crisil, CDP, Leadership band sustainable sourcing
Sustainalytics and MSCI

Aiming to
support
development 25% of energy consumption - Healthcare for 100,000 people in Munnar
- Founding member of India Plastic Pact
programmes - Also joined the EU Plastics Pact is from solar power in & Assam
for 1 million beverages units - Supporting Canadian Cancer Society with
community Tetley’s
1 annual pink pack’ sale
members

Caring for the specially-

- Supporting early childhood Partnering with TCSRD to benefit 50,000 abled with Srishti in Munnar
development in Malawi members on water security, education & and Swastha in Coorg
- Improving Lives programme in skill development, nutrition, and
Assam to reach 300,000 afforestation programmes
beneficiaries.
The story is going to be Bigger and more exciting...

Make our current

As we open new categories As we bring in new products
markets bigger
 Presenting….

SALES TRAINEE PROGRAM

…for Building Sales Team of Tomorrow

ABOUT THE PROGRAM

The program aims to build a stronger Sales Team of tomorrow

About the Program

• Develop young talent by
providing them challenging
opportunities in the filed of
sales
• Provide robust classroom
training, business exposure &
on the job experience for well
rounded understanding &
development
• Accelerate their potential
and readiness to move up in
the sales hierarchy
 TYPICAL DAY IN THE LIFE OF A TSE

9:00 AM (DATA & REPORTS) 9:30 AM (GATE MEETING)

Check the daily sales reports & identify the Conduct gate meeting with your team & discuss:
opportunity areas. •Safety Checks
Review team members productivity •Quick business metrics review
•Coach the team on opportunity areas
10:00 AM (MARKET WORKING - I )
TEAM ACTIONS MARKET ACTIONS
• Identify bottom DSR’s and shadow them in their market • Meet & Greet Retailers & Review Sales performance
• Coach & sharpen their selling skills • Check & Fix Product Visibility at the retail outlets
• Guide them identify opportunity areas • Check scheme communication (discounts)
• Coach them to handle objections & resolve issues • Check competition actions

1:00 PM (LUNCH) 2:00 PM (DISTRIBUTOR MEETING)

Have a healthy diet • Meet the distributor and discuss business performances
• Check the stocks
• Discuss open issues

3:00 PM (TEA/ COFFEE BREAK) 3:15 PM (MARKET WORKING -

Take a break Continued)
Continue market working actions as
mentioned above

5:00 PM to 6.00 PM (ADMINISTRATION & MEETING)

•Complete administration work (Mails, expense etc)
•Attend meetings/Training if any

*6 days working week for all Sales Trainees & TSEs

CARER PROGRESSION PLAN

Know about ASM

your growth
path and join us
in the journey to
Excellence! TSE I

TSE II

TSE III

Sales Trainee
 PROGRAM DETAILS

1 2 3
Campus Selection Orientation (Campus to Corporate) Shadowing Program
Make offer to the • Know about your TCPL • Shadow TSE/DSR/TSO to understand
selected candidates • Know about Sales Organization S&D ecosystem
• Amigo (Buddy) Allocation • Follow assigned learning objectives
• Record learning/observations
January June W1 June W2&3

5 4
OJT & Role Deployment Sales Essential – Workshop
• Independently lead an area/distributor • Reflect about experiences
• Learning evaluation with RSM/HR post 2 months gained during shadow stint
• Independent territory to be assigned basis • Understand the core aspects
availability & evaluation outcome of S&D in depth

July & August July W1

 PROGRAM DETAILS & SELECTION PROCESS

3 months of training 6 months of probation

June’22 Sep’22 Mar’23
Compensation
& Grade Offered •Grade: Sales Trainee •Territory allocation basis vacancy •Post Confirmation Grade:
•Offered Comp: 5 LPA •Offered Comp: 5LPA + 72K incentive Territory Sales Executive- III*

One Time Bonus of 50K at the end of 1 year from DOJ*

Selection
Process

Application
Screening

Group Discussion Personal Interviews

Aptitude Test

Offer

*Joining bonus to be recovered if the employee decides to leave the organisation within 1 year of pay -out
Thank You