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2014
2015Sales Key Performance Indicators
Strategic KPIs for P&M Area Sales Manager NL – Fernando M. LacabaAGRO-INDUSTRIALKPI Weight 2015 Target Actual
FINANCIAL 25% Revenue (in P Billion) 7% 77.066
IFO (in P Billion) 7% 2.752
NIAT (in P Billion) 3% 1.323
ROFE 3% 7.86%
P&M Sales Revenue (in P Billion) 5% 52.968
CUSTOMER 25%
Overall Quality of SCS, SMS, NMS & Distr. 10% 75% should pass audit
Same-Store growth (60% of stores are growing) 10% Distributors & NMS
% Stable-Priced & Value-Added Revenue 5% 59.27%
INTERNAL PROCESS 45%
Improve Profitability of Magnolia Chicken Stations 10% 0 for negative IFO in 2014
Distributorship Synergy Program with SMIS 3%7&
Full implementation Sept. 2015 Additional Distributors’ Count
Distributors’ Branded Volume Growth (in Mn kdw) 5% 13.73
Retail Outlet Expansion – 2015 yr-end count - New Outlet Opened
5%5%
63 10
AR Management
% Currency 5% Poultry 81%; Meats 71%
% Secured (Except Supermarket) 5% Poultry 100%; Meats 80%
LEARNING AND GROWTH 5%
Mentoring 3% 100% of specialist should at least score 80%
Back to Basic 2% 80% of trainees should score a passing rate of 80%
TOTAL 100%
Strategic KPIs for P&M Area Sales Manager VISAYAS– Remuel O. CabardoAGRO-INDUSTRIAL
KPI Weight 2015 Target Actual
FINANCIAL 25%
Revenue (in P Billion) 7% 77.066
IFO (in P Billion) 7% 2.752
NIAT (in P Billion) 3% 1.323
ROFE 3% 7.86%
P&M Sales Revenue (in P Billion) 5% 52.968
CUSTOMER 25%
Overall Quality of SCS, SMS, NMS & Distributors 10% 75% should pass audit
Same-Store growth (60% of stores are growing) 10% Distributors & NMS
% Stable-Priced & Value-Added Revenue 5% 47.62%
INTERNAL PROCESS 45%
Improve Profitability of Magnolia Chicken Stations 10% 10% improvement from 2014 Act.
Distributorship Synergy Program with SMIS 3% 7%
Full implementation Sept. 2015 Additional Distributors’ Count
Distributors’ Branded Volume Growth (in Mn kdw) 5% 14.98
Retail Outlet Expansion – 2015 yr-end count - New Outlet Opened
5% 5% 6310
AR Management
% Currency 5% Poultry 81%; Meats 93%
% Secured (Except Supermarket) 5% Poultry 100% ; Meats 80%
LEARNING AND GROWTH 5%
Mentoring 3% 100% of specialist should at least score 80%
Back to Basic 2% 80% of trainees should score a passing rate of 80%
TOTAL 100%
Strategic KPIs for P&M Area Sales Manager MINDANAO – Jose Ramon A. SanedrinAGRO-INDUSTRIAL
KPI Weight 2015 Target ActualFINANCIAL 25%
Revenue (in P Billion) 7% 77.066
IFO (in P Billion) 7% 2.752
NIAT (in P Billion) 3% 1.323
ROFE 3% 7.86%
P&M Sales Revenue (in P Billion) 5% 52.968
CUSTOMER 25%
Overall Quality of SCS, SMS, NMS & Distributors 10% 75% should pass audit
Same-Store growth (60% of stores are growing) 10% Distributors & NMS
% Stable-Priced & Value-Added Revenue 5% 56.67%
INTERNAL PROCESS 45%
Improve Profitability of Magnolia Chicken Stations 10% 10% improvement from 2014 Act.
Distributorship Synergy Program with SMIS 3% 7%
Full implementation Sept. 2015 Additional Distributors’ Count
Distributors’ Branded Volume Growth (in Mn kdw) 5% 25.46
Retail Outlet Expansion – 2015 yr-end count - New Outlet Opened
5%5%
439
AR Management
% Currency 5% Poultry 79%; Meats 49%
% Secured (Except Supermarket) 5% Poultry 100% ; Meats 66%
LEARNING AND GROWTH 5%
Mentoring 3% 100% of specialist should at least score 80%
Back to Basic 2% 80% of trainees should score a passing rate of 80%
TOTAL 100%
Strategic KPIs for P&M Area Sales Manager SOUTH LUZON – Teodoro S. TupasAGRO-INDUSTRIAL
KPI Weight 2015 Target ActualFINANCIAL 25%
Revenue (in P Billion) 7% 77.066
IFO (in P Billion) 7% 2.752
NIAT (in P Billion) 3% 1.323
ROFE 3% 7.86%
P&M Sales Revenue (in P Billion) 5% 52.968
CUSTOMER 30%
Overall Quality of SCS, SMS, NMS & Distributors 10% 75% should pass audit
Same-Store growth (60% of stores are growing) 10% Distributors & NMS
LM Volume (in Mn kdw) 5% 1.68
INTERNAL PROCESS 40%
Improve Profitability of Magnolia Chicken Stations 10% 0 for negative IFO in 2014
Distributorship Synergy Program with SMIS 3%7%
Full implementation Sept. 2015 Additional Distributors’ Count
Distributors’ Branded Volume Growth (in Mn kdw) 5% 29.75
Retail Outlet Expansion – 2015 yr-end count - New Outlet Opened
5%5%
618
AR Management
% Currency 5% Poultry 82%; Meats 53%
% Secured (Except Supermarket) 5% Poultry 100%; Meats 81%
LEARNING AND GROWTH 5%
Mentoring 3% 100% of specialist should at least score 80%
Back to Basic 2% 80% of trainees should score a passing rate of 80%
TOTAL 100%
Strategic KPIs for P&M Area Sales Manager KAG – Joella V. LimjocoAGRO-INDUSTRIAL
KPI Weight 2015 Target ActualFINANCIAL 25% Revenue (in P Billion) 7% 77.066
IFO (in P Billion) 7% 2.752
NIAT (in P Billion) 3% 1.323
ROFE 3% 7.86%
P&M Sales Revenue (in P Billion) 5% 52.968
CUSTOMER 30%
Overall Quality of SCS, SMS, NMS 7.5% 75% should pass audit
Same-Store growth (SMS & SCS) –Volume Growth - % of stores growing
5% 5%
6% 60%
LM Volume (in Mn kdw) 2.5% 6.78
New Product Volume 5%
Contract Management - On time renewal 5% 90% of expired contracts
INTERNAL PROCESS 40%
Retail Outlet Expansion – March 2015 yr-end count - Timeliness
10%5%
297 Timeliness)
Improve Profitability of Magnolia Chicken Stations 10% 0 for negative IFO in 2014
Adherence to approved trading terms & Activation cost (Business Support) 5% % reduction of trade support
AR Management
% Currency 5% Poultry 77%; Meats 72%
Days Level 5% Poultry 40; Meats 30
LEARNING AND GROWTH 5%
Mentoring 3% 100% of specialist should at least score 80%
Back to Basic 2% 80% of trainees should score a passing rate of 80%
TOTAL 100%
Strategic KPIs for P&M Area Sales Manager GMA – Roxan AncianoAGRO-INDUSTRIAL
KPI Weight 2015 Target ActualFINANCIAL 25%
Revenue (in P Billion) 7% 77.066
IFO (in P Billion) 7% 2.752
NIAT (in P Billion) 3% 1.323
ROFE 3% 7.86%
P&M Sales Revenue (in P Billion) 5% 52.968
CUSTOMER 35%
Overall Quality of NMS, SMS, SCS & Distributors 10% 75% should pass audit
Improvement of retail operation 5%
Same-Store growth (SMS & SCS) –Volume Growth - % of stores growing 10% 6%
60%
New Product Volume 5%
INTERNAL PROCESS 40%
Retail Outlet Expansion – 2015 yr-end count - New Outlet Opened
5%5%
11322
Distributorship Synergy Program with SMIS 3%7%
Full implementation Sept. 2015 Additional Distributors’ Count
Distributors’ Branded Volume Growth (in Mn kdw) 5% 13.18
AR Management
% Currency 5% Poultry 81%; Meats 14%
Days Level Poultry 14; Meats 3
% Secured 5% Poultry & Meats 100%
LEARNING AND GROWTH 5%
Mentoring 3% 100% of specialist should at least score 80%
Establishment of SPAS & FPAS 2% April 2015
TOTAL 100%
Strategic KPIs for P&M Area Sales Manager Mindanao – Arsenio M. San Andres lllAGRO-INDUSTRIAL
KPI Q1 Weight 2015 Target ActualFINANCIAL 25%
Revenue (in P Billion) 7% 77.066
IFO (in P Billion) 7% 2.752
NIAT (in P Billion) 3% 1.323
ROFE 3% 7.86%
P&M Sales Revenue (in P Billion) 5% 12.16
CUSTOMER 30%
Same-Store growth (60% of stores are growing) 15% Distributors & NMS
% Stable-Priced & Value-Added Revenue 7.5% 46.38%
Distributors’ Branded Volume Growth (in Mn kdw) 7.5% 5.79
INTERNAL PROCESS 40%
Improve Profitability of Magnolia Chicken Stations 10% 10% improvement from 2014 Act.
Retail Outlet Expansion – 2015 yr-end count - New Outlet Opened
5%5%
351
AR Management
% Currency 10% Poultry 79%; Meats 49%
% Secured 10% Poultry 100% ; Meats 66%
LEARNING AND GROWTH 5%
Mentoring 3% 100% of specialist should at least score 80% Mentoring
Back to Basic 2% 80% of trainees should score a passing rate of 80% Back to Basic
TOTAL 100%
Note: this is 25% of his 2015 KPI
Strategic KPIs for P&M Sales Support Group Head – Arsenio M. San Andres lllAGRO-INDUSTRIAL
KPI Q2-Q4 Weight 2015 Target ActualFINANCIAL 20%
Revenue (in P Billion) 7% 77.066
IFO (in P Billion) 7% 2.752
NIAT (in P Billion) 3% 1.323
ROFE 3% 7.86%
CUSTOMER 35%
Same-Store volume growth (National) 10% 5% Incremental for Distributors & NMS
Magnolia Chicken Station Relaunch 10% 100% of Identified outlets
NMS POS ver. 5.5 upgrading 10% 90% connectivity
Trade Discount monitoring & implementation 5% Within allowed % allocation
INTERNAL PROCESS 25%
Implementation of SFA (Sales Force Automation) 10% Q4
Monthly maintenance of Sales Data in MORPH 5% 12
Completely fix the ff. in SMSIS
Data Generation 5% 100%
Report Format 5% 100%
LEARNING AND GROWTH 20%
Activation of Batch 2 Orientation Program 10% Q3
Activation of Sales Academy Programs (QSTP) 10% Q3
TOTAL 100%
Note: this is 75% of his 2015 KPI
Strategic KPIs for P&M SSTD Head–Jean Margaret C. Del Rosario AGRO-INDUSTRIAL
KPI Weight 2015 Target ActualFINANCIAL 25%
Revenue (in P Billion) 7% 77.066
IFO (in P Billion) 7% 2.752
NIAT (in P Billion) 3% 1.323
ROFE 3% 7.86%
SSTD Fixed Cost (in P Million) 5%
CUSTOMER 20%
Distributorship Program 10%100% Accomplishment on no. of initiativesConduct Revalida for People Development 5%
Establishment of third party assessment system 5%
INTERNAL PROCESS 25%
Baselining of Customer Service Level Measurement 10% Timeline
Establishment of Sales Personnel Assessment System (Modern Trade) 5% Q1
Faculty Development and Training Assessment100% accomplishment of no. of initiatives - Assessment system for sales personnel training Effectiveness 5%
- Facilitation of mentoring activities, guideline setting and ADMIN 5%
LEARNING AND GROWTH 30%
Activation of Batch 2 Orientation Program 10% Q3
Activation of Sales Academy Programs (QSTP) 10% Q3
Development and Enhancement of manual (PAWIM, In field Modern Trade) 10% Q2
TOTAL 100%
Strategic KPIs for P&M TPM Head–Paul Orlando A. PerezAGRO-INDUSTRIAL
KPI Weight 2015 Target ActualFINANCIAL 25%
Revenue (in P Billion) 7% 77.066
IFO (in P Billion) 7% 2.752
NIAT (in P Billion) 3% 1.323
ROFE 3% 7.86%
TPM Fixed Cost (in Million) 5%
CUSTOMER 30%
Same-Store volume growth (National) 10% 5% Incremental for Distributors & NMS
Magnolia Chicken Station Relaunch 10% 100% of Identified outlets
NMS POS ver. 5.5 upgrading 10% 90% connectivity
INTERNAL PROCESS 30%
Rewards Card Modifications (SWEEP Activation) 10% May 2015
Trade Discount monitoring & implementation 5% Within allowed % allocation
New Products Tech Transfer 5% 100% Supported
TPM warehouse management 5% Zero variance
Material acceptance (new specs) 5% 100% standard
LEARNING AND GROWTH 15%
QSTP Training 5% 80% of trainees with 80% rating
Baselining of customer service level measurement 5% Timeline
QPSC – Quarterly conduct 5% 20
TOTAL 100%
Strategic KPIs for P&M SI Head–Jinky M. GatapiaAGRO-INDUSTRIAL
KPI Weight 2015 Target ActualFINANCIAL 25%
Revenue (in P Billion) 7% 77.066
IFO (in P Billion) 7% 2.752
NIAT (in P Billion) 3% 1.323
ROFE 3% 7.86%
TPM Fixed Cost (in Million) 5%
CUSTOMER 35%
Completion of 2014 PMS result for all sales force 10% 131 sales personnel
Completion and cascade of 2015 KPI for all sales force 10% March 2015
Timely release of SRP results to SSTD 10% Every 2nd week (May, Aug & Nov)
Release of 2016 Budget template 5% May 2015
INTERNAL PROCESS 25%
Implementation of SFA (Sales Force Automation) 10% Q4
Monthly maintenance of Sales Data in MORPH 5% 12
Completely fix the ff. in SMSIS
Data Generation 5% 100%
Report Format 5% 100%
LEARNING AND GROWTH 15%
Complete contract for ASIA PRO 10% May 2015
Completion on the establishment of Market Survey and Market Penetration 5% Q3
TOTAL 100%
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