CMO: Chúng tôi định triển khai nó ngay sau khi chúng ta kết thúc việc tuyển chọn giám đốc sales and marketing mới cho thị trường Latin American CEO: That’s good.. Good luck for you CMO: [r]
Trang 1Good morning everyone , My name is Lan Anh I come from group 1 There are 4 members in my group: Binh, Yen, Uyen and me Our topic of our case study
is YouJuice?
Do you know YouJuice? YouJuice based in Monterrey, Mexico, sells ready-to-drink juices all over the world It was originally a Mexican company, but is is now owned by a large US corporation.
Currently, This company is having some problems So they will organize a meeting to solve.Now, Let’s see their meeting.
The meeting of 4 Directors in YouJuice company
Nguyen Thi Thu Uyen : CEO ( Chief Executive Officer )
Nguyen Thi Yen : CMO (Chief Marketing Officer )
Do Thi Thanh Binh : CSO ( Chief Strategy Officer )
Quan Thi Lan Anh : CHRO (Chief Human Resources Officer )
1 Before the meeting about 10 minutes:
CEO: Good morning Interviewing team! How do you feel today?
CSO: Tôi đang cảm thấy cực kì vui vẻ và tràn đầy năng lương
CEO: Việc gì khiến bạn vui vẻ đến vậy?
CMO: Đó là về chiến lược mới của cô ấy cho sản phẩm smoothies chúng
ta sẽ ra mắt cho mùa hè này Tôi gặp cô ấy sáng nay và cô ấy không ngừng nói về nó với vẻ mặt này
CEO: Chiến lược mà bạn gửi tôi trước đó đúng không? Tôi thấy nó khá
là thú vị đó
Trang 2CSO: Nhưng tối qua, bỗng dưng tôi có thêm 1 ý tưởng cực kì amazing cho sản phẩm smoothies ấy Tôi muốn bàn kĩ hơn với CMO để có được
1 chiến lược và marketing hoàn hảo nhất Khi nó được hoàn thành 100%, tôi sẽ báo cáo lại với sếp
CEO: Các bạn đang làm tôi cảm thấy tò mò đó?
CSO: It’s very interesting, I think so
CEO: Vậy khi nào các bạn định triển khai?
CMO: Chúng tôi định triển khai nó ngay sau khi chúng ta kết thúc việc tuyển chọn giám đốc sales and marketing mới cho thị trường Latin American
CEO: That’s good Good luck for you
CMO: tôi cũng vừa nghe nói bạn cũng vừa kí thành công 1 hợp đồng lớn
ở thị trường Vietnam có đúng không CEO? Bạn định phát triển ở VN ư? CEO: Tôi đang suy nghĩ kĩ hơn về vấn đề này Nhưng hợp đồng này thực
sự rất lớn Và tôi kì vọng vào nó
CSO: Còn 3 phút nữa là bắt đầu cuộc họp Sao tôi vẫn chưa thấy CHSO CEO: Cô ấy sẽ đến ngay bây giờ đó: 1,2,3
CHSO: Ồ, may quá, còn 2 phút nữa mới bắt đầu cuộc họp
CMO: CEO Uyên, bạn quả là bạn thân của CHSO
CEO Ok So, đã đến giờ họp, chúng ta cùng bắt đầu thôi
2 Trong cuộc họp
Trang 3CEO: Việc chúng ta có mặt ngày hôm nay là để báo cáo kết quả tình
hình tháng 3 và tiến hành lựa chọn giám đốc sales and marketing mới cho khu vực Latin American So
The meeting will consist of 3 main parts The first part is the report The next is a discussion and the final is …… Now we will start with the first
CMO: Recently, sale results have been poor Overall, sales revenue was
35% below target The reasons are:
- Sales staff are not highly motivated, and staff turnover is high
- The Sales Manager say that the low sales are due to strong
competition in this segment of the market
- The previous director had no clear strategy for developing sales
- Not enough market research has been done, and the customer
database doesn’t produce reliable results
CEO: Thanks to the CMO Next, I want to hear the Chief Strategy Officer talk about the problems we need to improve this situation
CSO: Our company sells ready to drink juices all over the world But
now, we have some problems make the sale revenue was 35% below target I think we need improve this problem by expanding and focusing
on sales and marketing facilities in Brazil, Argentina and Colombia And, the most important thing now is to choose a dynamic new director to build its Latin American sales for our company
CEO: That is the reason for our interview yesterday After the interview
yesterday, we chose 3 candidates who are extremely bright for this
Trang 4position in the list of 100 applicants To be able to make the most
accurate choice, invite the human resources director to repeat again the company's recruitment request
CHRO:
-To become a Sales and Marketing director He or She will have:
A good academic background and relevant work experience
Organizational and interpersonal skills
Numeracy skills and analytical ability
Good linguistic ability
The position will involve frequent travel in the three countries
- The successful candidate will be:
a strong personality with leadership qualities
energetic, dynamic and enthusiastic
And next, I will show some information of 3 candidates on the slide The first is Juana Ramos, next is Chantal Lefevre and the last one
is Jeff Sanderson I also prepare their CV for all of you After seeing their
CV , let’s tell your think to find out a worthy candidate
CMO: I think I have my own choice I noticed Juana from the moment
she entered
CHRO: Why do you think so?
CMO: The way she came in was very confident and powerful And I
don't see this in the previous candidates Most of them have a little bit confused and unprofessional
CEO: I also agree with Yen on choosing Juana for this position As you
can see in her CV, she seems to fit most of the company's
Trang 5requirements Through the interview, , I feel she is a strong charismatic and competitive personality
CSO :That’s right, she has achieves the top sale representative in the
last 5 years It’s not easy With the woman in the same age, that means she had to put a lot to get successful in this moment
CMO : Moreover, she have abachelor degree in economics and a
Master’s degree in marketing And the most important thing is that she has a lot of experience and has contributed to Youjuice since she
graduated Furthermore, she has a good knowledge of computing and numerate And the linguistic ability is good
CHRO: Luckily, the linguistic ability of 3 candidates are very good All of
them can speak fluently Spanish , Portuguese and
CEO: And, she is not afraid to speak her mind, even if it upsets
colleagues Besides, she has a good sense of humor That will help
people feel comfortable working and no longer stressed
CHRO: But, I’m afraid that the interpersonal skill does not enough to
undertake this position It is difficult for her to become a director in the sale and marketing
CSO: I have the same thought with LA So, in my point of view, Jeff is
the best choice He have many strengths For instance, about degree, experience even if achievement and languages
CMO: Wow! He graduated from Harvard University
CHRO: In addition, he has 20 years experience in our company He is a
company man
Trang 6CEO: However, in this 20 years, he was only work in sales field
Moreover, his achievements are nothing special
CHRO: 8% in the five-year period is the minimal number To exist in the
Lantin American sales, we need a bigger number than that
CSO: But we cannot deny his strengths Jeff is a serious person and
respected by his staff Moreover, he has a very high sense of
responsibility at work Especially, he always listens and respects the ideas of all employees
CMO: Because he is a person who is not creative, I think he will listen to
the employees' ideas to choose the best idea
CSO Why do you think negative? When he listen the opinion of
employees that mean, he want to shows respect to his employees Furthermore, it is also one of the ways to help themselves grow and the company can also find talented people and put them in the right
position to make the company grow stronger
CHRO: He is 54 years old, at this age , whether he have
energetic ,dynamic and enthusiastic to undertake this position
Compare with Juana and Chantal , I think they will do it better
CMO: That’s right Especially Juana, she said that: she want to advance
in her career as quickly as possible That mean, she will contribute as much as possible for this work even more than that
CEO: Oh, it seems we have missed Chantal She has 15 years of
experience in sales and marketing with many companies
CHRO: Actually, with a new market, we need her mainly because she
can give strategies according to the best way
Trang 7CSO: But, she recently only work in our company for 3 years
CMO: But I think, it's not too short nor too long for her to understand
our company
CEO: Moreover she is very eager to progress in her career Besides, she
is a modest and sociable person
CMO: That's right, but let’s look at the company's requirements
Chantal don’t have leadership and decisive quality and can't don’t
enough to energize Juana has a very good numeracy skill, while neither Chantal nor Jeff can do that So, Juana is still the most suitable for the new director position
CSO: Juana has 2 children, which requires that they travel in 3
countries I'm afraid she will not be able to do that Chantal is the same, she is divorced and has a 5-year-old child Only Jeff could do that, he didn't have any family barriers because he was single
CHRO: It is difficult for us to choose All of them have the strengths and
the weaknesses So , why don’t we check again through the request of our company and Compare who have more suitable factors Do you agree?
CMO, CSO, CEO: Yeah! That’s a good idea
CEO: Let’s check together
CMO: Finally, even though three of them are good, but we have chosen
Juana, which is the best candidate for this position Everyone is ok with this result?
CHRO, CSO, CEO: yep
Trang 8CEO: Then I will immediately write an email to Regional Director to
report the results
CSO: And I also call for Juana to announce this result