The second week of the Sales Trainee Program was entirely different from the first. While the first week focused on general onboarding, and a full company overview, this week we were focusing on the Consumer Products side of the business. We kicked off the week on Monday doing an overview of that business with our Managing Director of US Consumer Products, who spoke with us about Heinz’s market objectives, big bets, and whitespace initiatives.
We spent time learning about revenue management, the South/Central Customer Business Unit , category management and retail execution. We also did a case study with a former Customer Business Unit Analyst. He had worked with one of our biggest customers and had so many positive things to say about the experience. He set up a simulation where we, acting as Heinz, were to identify SKUs with low velocity and ACV (all commodity volume), and then show the monetary benefit of bringing in our own products instead. While challenging, this case study really showed us the types of things that we could expect to be doing if we were to become analysts.
Thursday, we participated in Negotiating 101. We learned how negotiating works and what we can do to become better negotiators. The most important things we learned were to listen and to ask high impact questions. On Friday, we took a trip to Cincinnati, OH to visit a key customer. We were lucky enough to sit in on three different sales calls. We’re looking forward to learning about the Foodservice side of the business next week!