APPENDIX B Page 1

JOB ANALYSIS QUESTIONNAIRE

Managerial and Supervisory Position

INSTRUCTIONS

Please accomplish this questionnaire accurately and completely. All information should

be about the job and not the employee occupying the position as the information will be use to

evaluate the job and not the employee’s performance or qualifications. Attach additional sheets

if needed. Submit the completed questionnaire, immediately after completion, to the Personnel

Services Department.

Position Title : Operations Manager Name of Incumbent :

Vitzler N. Bulawin

Division Group : Sales

Department/Section : Food Division DATE: September 09, 2018

Position Title of Immediate Superior : Name of Immediate Superior :

Area Sales Manager Ruel Y. Aballe

Position and Number of Personnel Directly Supervised : Sales = 14; Delivery and Route
Personnel = 24; Warehouse and Logistics = 8; Admins = 7

A. JOB MISSION/OBJECTIVE

Briefly state your job’s overall purpose or mission in 1-2 sentences.

Manages and oversees the total distribution of goods and services to all customers. It involves

planning, leading, organizing, coordinating and controlling all the resources needed to deliver all

the required goods and services to its customers.

B. ORGANIZATION STRUCTURE AND CONTEXT Page 2

Draw and organization chart showing your position’s immediate superior, other positions

reporting to your superior and the positions reporting to your position.

C. JOB DUTIES AND RESPONSIBILITIES Page 3

List all the duties performed by your position in order of importance. Kindly describe

each as clearly as possible by starting it through a “what, how and why” format. Begin each

statement with an action word, e.g., supervises, designs, etc.

Please use additional sheets, if necessary.

Regular Duties. Enumerate the duties or tasks which you do on daily or weekly basis.

Duties Frequency
Manages the total distributor operations Daily
Delivers agreed goals bewtween the Distributor and SMIS Daily
Ensures the right organisational structure is deployed and personnel
Daily
are properly compensate, trained and motivated
Ensures that the right resources are in place. Daily
Responsible for the financial results of the business Weekly
Manages the supply chain at the distributor level Weekly
Ensures that all required records and reports are generated Daily
Develops a strong business relationship with a vital few accounts Daily
Regularly reviews the business with the DSP's, trade partners, and Daily
SMIS ( San Miguel Integrated Sales)
Direct link of SMIS to the distributor Daily

Occasional Duties. Enumerate the duties or tasks which you do on a monthly, quarterly, semi- Page 4

annual or annual basis.

 Duties Frequency
Monthly Operations Review (MOR) - to be discussed are the following: Monthly,Quarterly,Annually
Sales vs Commitment - Month to Date and Year to Date Monthly,Quarterly,Annually
Inventory Days Level Monthly,Quarterly,Annually
Growth vs Last Year - MTD (Month to Date) and YTD (Year to date) Monthly,Quarterly,Annually
Accounts Receivables Monthly,Quarterly,Annually
Forecast for the following month Monthly,Quarterly,Annually
Trade Implemented Programs - (Samping, Bundling, New Products) Monthly,Quarterly,Annually
Trade Assets Monitoring - (eg; Freezers, Chillers, Grillers, etc) Monthly,Quarterly,Annually
Performance Appraisal Annually
Business Planning/Building Blocks Annually

D. EDUCATIONAL REQUIREMENTS

Check the appropriate box to indicate the minimum level of education required to be able

to perform the duties of your job satisfactorily.

X College Graduate

Specify: of any 4 year course

X College Graduate

Specify: Graduate of Bachelor Science in Business Management Major in Marketing

Page 5
X College Graduate

Specify: Graduate of Bachelor of Science Major in Business Management

Specify special trainings or courses required for the job

■ Sales Training ■ Negotiation Skills Training

■ Presentation Skill Training ■ Management Training

■ Customer Service Training ■ Time Management Training

■ Telemarketing Training ■ Business Writing Skills

E. EXPERIMENTAL REQUIREMENTS

Check the appropriate box to indicate the minimum number of years of previous

experience required to be able to satisfactorily perform the duties of your job.

Less than two years

Two years

Three years

Four years

X Five years

Six years

Seven years

More than seven years

Please specify related jobs of lower level within and/or outside the company required to Page 6
be able to satisfactorily perform your present job.

■ Have experience in supervisory functions in handing sales people

■ Distributor Sales Manager

 ■ Business Development Manager

Please specify the special skills required for your position.

■ Computer literate ■ Good in oral and written communication

■ Has leadership and managerial abilities ■ Must know how to drive

F. WORKING RELATIONSHIPS

List the other positions in the organization with which your job has the most frequent

interaction. Also list your most significant external contacts.

Internal

Most Frequent Contacts Nature or Purpose

Warehouse and logistics Inventory update and Delivery & Shipment Schedules
Sales Information Analyst Sales update
Finance Staff Account Receivables and Payables Updates
Human Resource Hiring Status

External Page 7
 Most Frequent Contacts Nature or Purpose
Top 20 Accounts Sales Update and Line Sold
Principal Sales and Marketing Directions
Outsource logistics To be able perform ODLT (Order deliver lead time
Suppliers (eg; Parts and Other Supplies) To have proper maintenance of existing assets

G. COMPLEXITY OF WORK

Check the appropriate space to indicate the degree of mental effort you normally exert to

satisfactorily perform the duties of your job.

Task performed are simple, routine and repetitive; problems are simple and

similar in nature.

Task are varied requiring the choice of established techniques or methodologies.

Judgement is used in so far as adapting the technique to a particular situation

X Varied, complex and difficult problems are encountered which may require

resourcefulness, creativity, ingenuity and analytical skills.

Problems encountered require high degree of original and independent thinking

and experimentation in undefined areas and new problem solving approaches.

Judgement calls may yield highly uncertain results.

Page 8

Cite specific examples to illustrate the type of problems you usually encounter and how

you resolve these problems.

Account Receivable problem

 Make a payment proposal which is viable to both parties in order to save the customer

relation and not affecting his current contribution to the business

Distributor Sales Personnel Problem

 Constant monitoring and coaching to your sales staff and implement good sales

processes for motivating sales DSP’s.

H. PLANNING AND ORGANIZING

Check the appropriate box to describe the nature planning and organizing work that your

position is responsible for.

Plans and coordinates work involving management or administration of specific

activities.

Plans, organizes, leads and directs work involving management or administration

of several but interrelated activities.

X Plans, organizes, leads and controls work in more than one management area.

Cite specific examples to illustrate the type of planning and organizing work that you
Page 9
perform.

To set Monthly Sales Budget/Commitment for each sales personnel

  Review historical data on specific area of coverage assign to each DSP’s and factors

affecting sales.

 Competitive activities

Warehouse Management

 Review daily inventory levels of each SKU’s (Stock Keeping Unit) and SOTEX (Soon to

expire)

 Review shipment status (eg: order and shipment arrival)

I. SUPERVISION GIVEN/RECEIVED

Supervision Given. Check the appropriate box to describe the variety of tasks you supervise.

Related tasks; work methods are well-defined or covered by standard operating

procedures; work load of subordinates are uniform or similar direct supervision of

personnel is required.

Somewhat varied but related tasks; work methods are well –defined or covered

by standard operating procedures; work load of subordinates tend to vary; direct

supervision of personnel is required.

X Varied but related tasks; work method are less defined; workload of subordinates

vary; supervision is exercised through one level, requiring some coordination.

Page 10
 Unrelated tasks; work methods are not allowed well-defined; workload of

subordinates vary; supervision is exercised through two or more levels requiring

greater coordination.

Others

Please describe.

Accounts Receivable Management

 Set different customers credit limit and credit terms

 For new customers, fill up CIS (Customers Information Sheet) before granting credits.

Supervision Received. Describe the type of supervision that you receive.

Supervisions Channeled by Principals

 Whole year target for Distributors Area of Coverage are being cascaded and for proper

dissemination to respective salesforce.

J. TIME PRESSURE

Check the appropriate box to indicate the degree of demand to meet work performance

in terms of schedule and accuracy.

Work is performed under minimal time pressure; no urgent demand on the

accomplishment of tasks; deadlines are set but allow for flexibility in meeting

them.

Page 11
 Work is performed under considerable time pressure; occasional demand on the

accomplishment of tasks; deadlines are set periodically.

X Work is performed under extreme time pressure; urgent demand on the

accomplishment of tasks; deadline have sense of immediacy or are rigidly set for

cut-off times or driven by management requirements.

K. PHYSICAL EFFORT

Check the appropriate box to indicate the degree of physical effort you normally exert

while performing the duties of your job.

X My work requires negligible or light amount of physical exertion

My work requires minimal physical effort such as intermittent sitting, standing,

walking, bending and/or lifting.

My work requires some physical effort such as standing and/or walking as well as

occasional lifting of light to average weight materials.

.
Page 12
 My work requires considerable physical effort such as long periods of standing

and walking, occasionally difficult work positions or lifting of light to average

weight materials.

Give examples to illustrate the amount of physical exertion required in the performance

of your job.

Trade Checks

 Visit top 20 customers to ensure the proper directions were delivered. Use VDMPR

techniques (Volume Distribution Merchandising Price Reports)

WORKING CONDITIONS

Check the appropriate box to describe your work area and the unpleasant conditions you

are exposed to.

X My work area is clean and well-ventilated; minimal exposure to health hazards

and unpleasant elements.

My work involves occasional exposure to some unpleasant conditions such as

excessive noise, dust and heat; exposure to situations which may cause minor

injuries.

Page 13
 My work involves frequent or constant exposure to unpleasant conditions such as

excessive noise, dust and heat; exposure to situations which may cause

incapacity, permanent disability or death.

Work Area % of Time Spent

Office and Admin works 40%
Trade outlet visits 30%
Meetings 20%
Socialization (eg; trainings and Product launching) 10%

Total : 100%

I. IMPACT ON OPERATIONS

Give specific examples of decisions or actions you normally make in performing the

duties of your job. Indicate the nature of your decisions or actions (whether shared with peers,

recommendatory or full accountability for final results) and what section/s, departments, and/or

divisions/s are affected by them.

Section/Department/
Decision or Action Nature of Decision or Action
Division Affected
Proper Setting of Targets Hitting Monthly Target Sales

Maintain Proper Inventory level Sell in Volume (SIV) Principal and Finance

Set targets to all existing cutomers Sales to Trade (STT) Sales and Logistics

H. RESPONSIBILITY OVER COMPANY ASSETS AND CONFIDENTIAL INFORMATION Page 14

 Check the appropriate box to indicate the amount of responsibility your positions holds

over tangible assets (e.g., cash, equipment, machines, computers, vehicles) of the company

and the level of confidentiality and importance of information, records and reports that you

prepare, handle and/or maintain.

Small budget and/or monetary responsibility; accountable for assets which

provide support to the company’s main operations and/or responsible for

somewhat important and confidential information, records and reports.

Moderate budget and/or monetary responsibility; accountable for assets which

are indispensable to the performance of the company’s main operations and/or

responsible for critical and confidential information, records and reports.

X Large budget and/or monetary responsibility; accountable for assets and/or

information, records and reports which are sensitive in nature and which may be

critical to the maintenance of the company’s market share and competitive

advantage.

Page 15
Accomplished by:

Vitzler N. Bulawin September 09, 2018_____

Name of Incumbent Date

(Signature over Printed Name)

Reviewed and certified correct by:

Ruel Y. Aballe _______ September 09, 2018_____

Name of Immediate Superior Date

(Signature over Printed Name)

Our group interview with Sir Vitzler N. Bulawin together with the Elim Distributor Team.
Page 16
  Giving us some tips on to deal with people and also how to achieved success in life.

(This picture was taken during our first team interview them at Mc Donalds Limketkai)

Sir Vitzler is reading the questionnaire that we print for him to easily answer our questions. Page 17
(This picture was taken during our first team interview them at Mc Donalds Limketkai)

This picture is showing the Supervisor of Elim Distributor, Mr, Lloyd N. Abratiguin. Page 18
(This picture was taken during our first team interview them at Mc Donalds Limketkai)

He give us some tips also just like Sir Vitz did. He also help answering the Job Questionnaire

that we had given to Sir Vitz.

 APPENDIX C Page 19

JOB ANALYSIS QUESTIONNAIRE

For Non-Managerial Positions

GENERAL INSTRUCTIONS

Please accomplish this questionnaire accurately and completely. ALL INFORMATION

SHOULD BE ABOUT THE JOB AND NOT THE EMPLOYEE OCCUPYING THE POSITION, AS

THE INFORMATION WILL BE USED TO EVALUATE THE JOB AND NOT THE EMPLOYEE’S

PERFORMANCE NOR QUALIFICATIONS. Attach additional sheets if needed. Submit the

completed questionnaire to your immediate superior after completion for his/her review, then to

the HR Department.

Date : September 20, 2018 Company :

ELIM DISTRIBUTOR

Name of Incumbent : Position Title : Sales Information

Geofrey A. Gepitulan Analyst/Trade Marketing Assistant

Department/Section : Sales Group/Division : SMIFI - SMIS (San Miguel

Foods Inc. - San Miguel Integrated Sales)

Name of Immediate Superior : Position Title of Immediate Superior :

Ruel Y. Aballe Area Sales Manager

A. JOB OBJECTIVE

Briefly state the job’s overall purpose or mission in 1-2 sentences.

 Providing the manager’s a much easier report for them to easily analyze the data in

order for them to act on how they’re going to plan the target given to them.
  Updating the much needed product placement and cycles drives for the quarter as being Page 20

the TMG (Trade Marketing Assistant).

B. ORGANIZATION STRUCTURE

Draw an organization chart showing your position’s immediate superior, other positions

reporting to your superior and the positions reporting to your position.

C. JOB DUTIES AND RESPONSIBILITIES Page 21

List all duties performed by the position in order of importance. Describe each as clearly

as possible by stating it through a “what, how and why” format. Begin each statement with an

action word, e.g. operates, maintains, etc. Please use additional sheets if necessary.

Time Spent
Duties/Tasks Daily Weekly
(in hrs.)
Secretary - Prepares minutes of the meeting (what) by ✔ 1 hour
drafting and sumbitting it to the head for approval (how)
to document the key points of the meeting, like deci-
sions made and issues raised (why)

Regular Duties: Enumerable the duties or tasks, which the job requires to be done on a daily or

weekly basis and indicate the amount of time spent (in hours) performing the task.

Time Spent
Duties/Tasks Daily Weekly
(in hrs.)
Weekly Scorecard Updates ✔ 1
Inventory Days to Last ✔ 1
SFA (Sales Force Automation) Encoding ✔ Most of the time
Cycle Drives/Focused Sku's Penetration ✔ 2 to 3
 Page 22

Occasional Duties: Enumerate the educational duties or tasks and check the appropriate box to

indicate whether it is done on a monthly (1) quarterly (2) semi-annual (3) or annual (4) basis and

indicate the amount of time spent (in hours) performing the task.

Time Spent
Duties/Tasks 1 2 3 4
(in hrs.)
Target Seting based on their current run rate ✔ 2
DSP SPS - DSP Sales Performance Scorecard ✔ 4
Business Review Presentation with the Principals ✔ 8
Monthly Operation Report with Distributor Sales Team ✔ 8

D. EDUCATIONAL REQUIREMENTS

Check the appropriate box to indicate the minimum level of education you think is

required to be able to perform the duties of the job satisfactorily.

High school graduation/College the undergraduate

Graduate of a technical/vocational course

Specify: _________________________________________________________

X College graduate

Specify: Information Technology with a good analyzation skills.

Specify special training or courses required for the job.
Page 23

 Forecasting – Used in making the target of the Distributor Sales Manager in line with our

principals namely the SMFI - SMIS

 Inventory Management – In order to easily analyze the slow moving and fast moving

products and a proper forecast of the much needed stocks in line with this training we

are able to determine the SOTEX or So to Expire Stocks in order to do FIFO system (

First in first out.

E. EXPERIMENTAL REQUIREMENTS

Check the appropriate box to indicate the minimum number of years previous

experience you think is required to be able to perform the duties of the job satisfactorily.

No previous experience necessary X Three years

Less than one year Four years

No previous experience necessary Five years

Two years More than five years

Specify the special skills and tools required for the position.

(Example: lay outing skills, desktop publishing software)

 Good in Microsoft Excel (Good in Pivot, Vlookup, Concatenate and other useful excel

functions that is much needed in analyzing data.)

 WMS (a few knowledge in Warehouse Management System like SAP)

 SFA (Knows how to use the leading Sales Monitoring System which is the Sales Force

Automation in order to create the much needed reports for the immediate superiors.)
 Page 24

F. WORKING RELATIONSHIPS

List the other positions in the organization with which the job has the most frequent

interaction. Also list the job’s most significant external contacts. Indicate the nature or purpose

of the interaction. Place as many as applicable.

(1) Information (4) Three years

(2) Coordination (5) Others (please specify: _______________)

(3) Advice/Consultancy

Example:

Most Frequent Contacts Nature or Purpose

(Purchaser) Requesting Parties 1, 2, 3

Internal

Most Frequent Contacts Nature or Purpose

Area Sales Manager 1, 2, 3
Operations Manager's 1, 2, 3
Sales Supervisor's 1, 2, 3
External Page 25

Most Frequent Contacts Nature or Purpose

SMFI-SMIS DSS (Distributor Sales Specialist) 1, 2, 3
SMFI-SMIS ASM (Area Sales Manager) 1, 2, 3
SMFI-SMIS USM (Unit Sales Manager) 1, 2, 3
SMFI-SMIS JR SAS (Jr. Sales Account Specialist) 1, 2, 3

G. MENTAL EFFORT

Check the appropriate box to indicate the degree pf mental effort normally exerted to

satisfactorily perform the duties of the job.

The job requires little analysis. Problems encountered on the job are simple and

similar in nature. The job requires hardly any independent judgement in problem

solving.

X The job requires analysis and problem solving using some degree of judgement

and initiative. Solution to problem encountered on the job requires the choice of

established techniques or methodologies. Judgement is used in so far as

adapting the technique to a particular situation.

The job requires analysis and problem solving using considerable degree of

judgement and initiative. Varied, complex and difficult problems are encountered

which may require resourcefulness, creativity, ingenuity and analytical skills.

 Page 26

Problems encountered on the job require high degree of original and

independent thinking and experimentation in undefined areas and new problem

solving approaches. Judgement calls may yield highly uncertain results.

Cite specific examples to illustrate the type of problems you usually encounter in this job

and how you resolve the problems.

 Not yet in placed Product – Giving the Managers and Supervisors the list of the stores

that was not penetrated of this new Products.

 UBA and Line Sold – Giving the Managers and Supervisors the daily movement on

unduplicated buying accounts for them to easily known the non-buying accounts and

also the line sold for them to monitor the products that was sold in the DSP’s respective

stores.

H. COMPLEXITY OF WORK

Check the appropriate box to describe the nature of planning and organizing work that

the position is responsible for:

Little planning and coordination work required

Plans and coordinates work involving management or administration of specific

activities.
 Plans, organizes, leads and directs work involving management or administration Page 27

of several but interrelated activities.

X Plans, organizes, leads and controls work in more than one management area.

Cite specific examples to illustrate the type of planning and organizing work that you

perform (if applicable).

 Inventory Management with the Warehouse In charge

 Budget Setting with Operation manager and Sales Supervisors

 Product placement on knowing what would be the right product placement depends on

the channel of the stores. (eg: Food Service Accounts : Mozzarella and Butters, Sari-

Sari Store – Canned Goods

I. SUPERVISION RECEIVED

Check the appropriate box to describe the extent of supervision the position receives

from its immediate superior.

The position needs constant supervision; detailed step-by-step instructions or

procedures are provided

The position needs some supervision; general guidelines are provided; problems

are referred to immediate superior who reviews my work from time to time
 Page 28

X The position needs little supervision; there is flexibility in performing tasks;

immediate superior is consulted only when there are problems that cannot be

solved through standard procedures.

J. SUPERVISION GIVEN

Check the appropriate box to describe the variety of tasks the position supervises.

The position does not require supervision of performance of any task.

X The position requires the supervision of related tasks; work methods are well-

defined or covered by standard operating procedures; workload of subordinates

are uniform or similar; direct supervision of personnel is required.

The position requires the supervision of somewhat varied but related tasks; work

methods are well-defined or covered by standard operating procedures; workload

of subordinates tend to vary; direct supervision of personnel is required.

The position requires the supervision of varied but related tasks; work methods

are less defined; workload of subordinates vary; supervision exercised through

one level, requiring some coordination.

 Page 29

The position requires the supervision of unrelated tasks; work methods are not

well-defined; workload of subordinates vary; supervision is exercised through two

or more levels requiring greater coordination.

Others Describe:

____________________________________________________________________________

____________________________________________________________________________

____________________________________________________________________________

K. PHYSICAL EFFORT

Check the appropriate box to indicate the degree of physical effort normally exerted

while performing the duties of the job.

X The work requires little or light amount of physical exertion

The work requires off-and-on sitting, standing, walking, bending and//or lifting.

The work requires sitting, standing and/or walking as well as occasional lifting of

light to average weight materials.

 Page 30

The work requires long periods of sitting, standing, walking and other difficult

work positions and of lifting of heavy weight materials.

Given Specific examples to illustrate the amount of physical exertion required for the

satisfactorily performance of the job and specify the equipment or machine handled or operated

on the job (if applicable).

 My job require a less physical exertion. I’m just using computers.

 My job require a lot a mental exertion like analyzing and planning.

L. WORKING CONDITIONS

Check the appropriate box to describe the work area and the unpleasant conditions the

job is exposed to.

X The work area is clean and well-ventilated; minimal exposure to health hazards

and unpleasant elements.

The work involves occasional exposure to some unpleasant conditions such as

excessive noise, dust and heat; exposure to situations may cause minor injuries.

The work involves frequent or constant exposure to unpleasant conditions such

as excessive noise, dust and heat; exposure to situations may cause incapacity,

permanent disability or death.

 If the job has more than one work area assigned, identify the work areas and the amount Page 31

of time spent in these areas.

Work Area Time Spent

Office Most of the time
Trade/Stores Hadled Twice or Thrice a Week
SMFI -SMIS Office Once a Month for BOR
Ozamiz City Area Once a Month for MOR

M. IMPACT ON OPERATIONS

In the performance of the duties of the job, give specific examples of decisions or actions

normally made. Indicate the nature of the decisions or actions (whether shared with peers,

recommendatory, full accountability for final results, etc.) and what division/s, department/s,

section/s are affected by them.

Example:

Div/Dept/Sec
Decision or Action Natue of Decision or Action
Affected
List of Sales Representative for Recommendatory Marketing Division
promotion
 Div/Dept/Sec Page 32
Decision or Action Nature of Decision or Action
Affected
List of Merchandisers of Served Outlets
Recommendatory Marketing
for Product Placements
List of Distributor Sales Personnel for
Recommendatory Sales
target setting

N. CUSTODIAL RESPONSIBILITY OVER COMPANY ASSETS

Indicate the company assets, which are under the position’s custody.

Asset Estimated amount or value

Freezers 800,000.00
Chillers 500,000.00
Hotdog Grillers 150,000.00
Sampling Booth 100,000.00

O. RESPONSIBILITY OVER CONFIDENTIAL INFORMATION, RECORDS AND REPORTS

Check the appropriate box to indicate the amount of control the position exercises over

company information, records and reports prepared, handled and/or maintained by the job.

The position is not responsible for any confidential information, records and

reports.
 The position is responsible for important and confidential information records and Page 33

reports.

X The position is responsible for critical and confidential information, records and

reports, which are sensitive in nature and may be critical to the maintenance of

the company’s market share and competitive advantage.

Indicate the confidential records and reports prepared by the job and the frequency by

which they are prepared (if applicable).

Record/Report Prepared Frequency

Trade Assets Monitoring Volume Monthly
Business Review Monthly

Accomplished by: Page 34

 Geofrey A. Gepitulan _____ __September 27, 2018__

Name of Incumbent Date

(Signature over Printed name)

Reviewed and certified correct by: Validated by:

Ruel Y. Aballe___________________ ______________________

Name of immediate superior Name of consultant

_____________________________________________ _____________________

Signature Date

_____________________________________________ _____________________

Signature Date

Our first interaction with Mr. Geofrey A. Gepitulan

Page 35
(Picture was taken Mc Donalds Limketkai on our first interview)

Due to our time was just short and he got some reports to be given to his superior we had

rescheduled our interview with him.

On our second interview. Charrysah Tabaosares on the move this time. Page 36

(This picture was taken on the 28th day of September 2018 at Mc Donalds Kauswagan in front

Savemore Kausawagan)

Along with Mr. Geofrey Gepitulan is the Finance Manager of Elim Distributor Cagayan de Oro

Mr. Ed Klenton B. Palahang just like Mr. Geofrey we had rescheduled our interview with him on

its convenient time.

This 3rd picture is taken at the same day of 28th day of September 2018. It was already 9: 30 Page 37

PM. I’m so thankful that they still gave me a time interviewing them.

(This picture was taken on the 28th day of September 2018 at Mc Donalds Kauswagan in front

Savemore Kausawagan)

They were very accommodating at because they were still young they understand Ms.

Charrysah being a student and having her scholarship to be maintained.

 APPENDIX D Page 38

JOB DESCRIPTION

JOB IDENTIFICATION

Job Title: Finance Head

Department: Finance

Group: Finance Department

JOB MISSION/OBJECTIVE

Responsible for the financial health of the organization which includes financial report,

monitoring accounts and preparing financial activity reports and forecast.

KEY ORGANIZATIONAL RELATIONSHIPS

Reports to: Group finance Head

Direct Reports: Cashier Supervisor

Inventory Supervisor

Account Receivable Supervisor

Invoice Encoder Staff

Coordinates with: All departments (Sales, Logistics, Warehouse Personnel, Managers and

other external customers.)

DUTIES AND RESPONSIBILITIES
Page 39
1. Provide financial support to the Sales and Logistics Operation.

2. Maintain financial oversight and make recommendations on financial issues to the

sales and logistics operation

3. Approves and confirms the accuracy of all financial reports.

4. Coordinate and execute the monthly and annual forecast finance analysis process

with assigned department.

5. Present financial analysis and results to the operation.

6. Provide analytical support and recommendations on key financial issues.

QUALIFICATIONS
Page 40

Education: BSC graduate, preferably major in Accounting or Financial Management

Experience: At least five (3) years’ experience related to Financial Management

Training: Financial and Managerial training

Special aptitudes: Has numerical aptitude and must have good analytical skills

Prepared by: Approved by:

Ed Klenton B. Palahang Vitzler N. Bulawin___________

Signature over Printed Name Signature over Printed Name

Date ______________________________ _____________________________

On our first meeting with Mr. Klenton B. Palahang the Finance Manager of Elim Distributor
Page 41
Cagayan de Oro.

(This picture was taken on our first meeting with the Elim team on Mc Donalds Limketkai)

Just like Mr. Geofrey A. Gepitulan our time with him during that day was so short since it was

scheduled on their working hours.

This is our 2nd interview with him. Ms. Charrysah Tabaosares still on its move in completing and Page 42

finishing the Job Questionnaire.

(Taken at McDonalds Kausawagan in front of Savemore kauswagan on the 28th day of

September 2018 at 9:00 PM)

Finally we have done our interview with him on our 2nd meeting.
 APPENDIX D Page 43

JOB DESCRIPTION

Job Title: Area Operations Manager

Line Manager: Operations Manager, Logistics Head and Finance head

Main Responsibilities:

Responsible and oversee the total operations of various aspects of the organization and

ensures everything is working properly and efficiently.

Main Duties and Responsibilities: % of Time

Responsible for the planning, organizing, coordinating and controlling all the 30%

resources needed to deliver goods and services to all valued customers assigned in

the area of coverage. This includes:

 Oversight of inventory ,deliveries ,and sales are meet,

 Oversee hiring and assignment of employees and planning staff development,

 Ensure smooth efficient service given to customers and clients,

 Lead the planning and development of the sales and logistics operations to achieve its

budget

 Make Service visits to client

 Actively involved in Business Development activities for new clients

 Monitor competitor’s activities

 Involved in account review and sales performance.

 Page 44
Manage the organization to ensure profitable results are achieved through: 20%

 Analyzing performances on weekly, monthly, quarterly basis to understand variances on

the budget;

 Working with the Sales and Finance team to propose and implement action plan on

unfavorable trends

Ensure the recruitment and training strategies of the company are applied 20%

to all employees within the organization. This include:

 Promote teamwork and respect

 Promote personal and professional mentoring of direct reports and employees within the

Business Unit and area

 Coach and train Direct Supervisors on how to effectively provide feedback to their

employees

 Ensure that the performance of the employees is monitored and where necessary

commence performance counselling;

 Ensure all company HR policies and procedures are adhered to;

Conduct regular reviews of the organization operational standards and procedures 20%

 Ensure that the system and quality performance are adhered.

 Good programs are implemented to maintain service excellence to the valued clients

As part of the business plan, manage the setup of new expansion(s) including by 10%

Identifying the optimal and best location, hire key personnel’s and office amenities, recruitment

of key positions, setting up the procedures in relations to operations management.

JOB HOLDER REQUIREMENT: (PLEASE TICK THE APPROPRIATE BOX) Page 45

1. Experience

X Minimum of 5 years’ experience in Minimum of 3 years in related

x
x related industry industry

X Experience in branch management

or background in sales is essential

2. Education

X Degree in any discipline X Diploma in any discipline

x
x COMPETENCY

ACA
COMPETENCIES DEGREE IF IMPORTANCE TO THE JOB

Achieving Results

1. Planning and Organizing X Essential

(Organizes and schedules events, activities Impt

Resources. Sets and monitors timescales Desirable

and plans.) Not Impt

Less relevant
2. Action Orientation X Essential Page 46

(Demonstrates a readiness to make Impt

decisions, take the initiative and Desirable

originate actions.) Not Impt

Less relevant

ACA
MANAGING PEOPLE

3. Leadership X Essential

(Motivates and empowers others in order Impt

reach organization goals) Desirable

Not Impt

Less relevant

4. Interpersonal sensitivity X Essential

(Interacts with others in a sensitive Impt

and effective way. Respects and works Desirable

well with others.) Not Impt

Less relevant
 ACA
COMMUNICATION
Page 47

5. Persuasiveness Essential

(Influences, convinces or impresses others X Impt

way that results in acceptance, agreement Desirable

or behavior changes.) Not Impt

Less relevant

6. Oral Communication X Essential

(Speaks clearly and fluently and in a Impt

compelling manner to both individuals Desirable

and groups) Not Impt

Less relevant

7. Written Communication Essential

(Writes in a clear and concise manner, X Impt

using appropriate grammar, style and Desirable

language for the reader) Not Impt

Less relevant
 ACA
CUSTOMER SERVICE
Page 48

8. Quality Orientation X Essential

(Shows awareness of goals and standards. Impt

follow through to ensure that quality Desirable

and Productivity standards are met.) Not Impt

Less relevant

9. Creativity and Innovation X Essential

(Creates new and imaginative approaches Impt

to work-related issues. Identifies fresh and Desirable

shows a willingness to question traditional Not Impt

assumptions.) Less relevant

10. Problem Solving, Analysis X Essential

(Analyses issues and breaks them down Impt

into their components parts. Makes Desirable

systematic and rational judgements based Not Impt

on relevant information.) Less relevant

 ACA
BUSINESS KNOWLEDGE
Page 49

11. Commercial Awareness X Essential

(Understands and applies commercial Impt

financial principle. Views issues in terms Desirable

of costs, profits, markets and added value) Not Impt

Less relevant

12. Specialist Knowledge X Essential

(Understand technical or professional Impt

aspects of work and continually maintain Desirable

technical knowledge.) Not Impt

Less relevant

13. Strategic X Essential

(Demonstrate a broad-based view of issue Impt

events and activities and activities and Desirable

perception of their longer term impact Not Impt

or wider implications.) Less relevant

 ACA
PERSONAL EFFECTIVENESS
Page 50

14. Flexibility X Essential

(Successfully adapts to changing Impt

demands conditions.) Desirable

Not Impt

Less relevant

15. Resilience X Essential

(Maintain effective work behavior in the Impt

face of setbacks or pressure. Remain calm, Desirable

stable and in control of themselves.) Not Impt

Less relevant

16. Personal Motivation X Essential

(Commits self to work hard towards Impt

goals, shows enthusiasm and career Desirable

commitment.) Not Impt

Less relevant
 ACA
SALES AND MARKETING DEGREE OF IMPORTANCE TO THE JOB
Page 51

 Negotiation X Essential

Impt

Desirable

Not Impt

Less relevant

 Presentation X Essential

Impt

Desirable

Not Impt

Less relevant

 Business Development X Essential

Impt

Desirable

Not Impt

Less relevant
  Marketing Activities X Essential Page 52

Impt

Desirable

Not Impt

Less relevant

 Account Management X Essential

Impt

Desirable

Not Impt

Less relevant

ACA
I.T. DEGREE OF IMPORTANCE TO THE JOB

 Powerbase X Essential

Impt

Desirable

Not Impt

Less relevant
 Page 53

 Powercast X Essential

Impt

Desirable

Not Impt

Less relevant

 Microsoft Word Essential

X Impt

Desirable

Not Impt

Less relevant

 Microsoft Excel Essential

X Impt

Desirable

Not Impt

Less relevant
 Microsoft Access X Essential Page 54

Impt

Desirable

Not Impt

Less relevant

 Microsoft Powerpoint X Essential

Impt

Desirable

Not Impt

Less relevant

 Microsoft Outlook X Essential

Impt

Desirable

Not Impt

Less relevant
Organizational Chart which showing the powerhouse of Mr . Ruel Y. Aballe. Page 55

As you can see, he is the 2nd command of the owner which is also the General Manager. He is

handling two operations, the Cagayan de Oro and Ozamiz City Operations. Under the Cagayan

de Oro area is the from Misamis Oriental to Bukidnon while the Ozamiz City operations area is

from Iligan, Pagadian, Dipolog, Ozamiz City or the whole IPOD area.
Our first Interview with Mr. Ruel Y. Aballe with the other Elim Distributor Cagayan de Oro
Page 56
Powerhouse.

(This picture was taken on our first meeting with the Elim team on McDonalds Limketkai)

He did answer a few questions on the Job Questionnaire since he was in a hurry at that time we

had scheduled the 3 of them including Mr. Geofrey and Mr. Ed on the 28th day of September

2018.
 APPENDIX F Page 57

SAMPLE OF INDIVIDUAL PERFORMANCE PLAN

Avon Rose Lloren

NAME:__________________________________ SECTION ONE: Performance Objectives

TIME PERIOD: From January 2018 to June 2018

A. Corporate/Business Unit/Team
Measures/Targets: Year-to-date Results
Performance Objective

1.Area Total Sales Volume Total Revenue 100%

2. Aging of Accounts Receivable Daily Sales Outstanding Minimum 90%
3. Cycle Drives Total Penetration 100%
4. UBA (Unduplicated Buying Account) %Buying Minimum 80%
5. Line Sold Product per Invoice Count Minimum 80%

DEPT.: Sales

B: Individual Align w/ Results Review Rating

Measures/Target PW*
performance objective A Comments

Mid Yr 3
1. Sales Volume Revenue Yes 30%
Q4 N/A

2. Aging of Accounts Daily Sales Mid Yr 2

Yes 30%
Receivable Outstanding
Q4 N/A

Total Penetration Mid Yr 3

3. Cycle Drives Yes 20%
of covered outlets
Q4 N/A

4. UBA (Unduplicated Mid Yr 2

%Buying Yes 10%
Buying Account
Q4 N/A
No. of Product in
Mid Yr 2
5. Line Sold place per Yes 10%
purchase order
Q4 N/A
 Page 58

*PW = Priority Weighting – priority percentage allotted to specific objectives; should sum to

100%

*Mid-Year Rating: Q4 RATING:

0 = No on track to meet the target 0 = Did not meet up the target

1 = Some progress made; 2 = Mostly meet target;

2 = Good progress made; 3 = Fully achieved target;

3 = Target exceeded [If 3 or 4, set new target] 4 = Exceeded target

O O O O O
Unacceptable Met some Generally met Fully Met Exceeded
objectives objectives Good exceeded objectives **
Improvement performance Objective very Outstanding
needed strong Perfromance
performance

” A rating of “Exceeded objectives/outstanding performance” must be supported with

documentation & approved

 INDIVIDUAL PERFORMANCE PLAN
Page 59

Name: Avon Rose A. Lloren SECTION TWO: Performance Objective

TIME PERIOD: From January 2018 to June 2018

[Input should be obtained from others who have worked with this individual this past year]

INTEGRITY O O O O O
* Conducts day-to-
day business in an O
ethical manner
* Ensures
compliance in
O
regulatory and legal
issues
* Follows business
policies, procedures, O
and guidelines
* Avoids activities that
may conflict with the O
interest of Elim
* "Walks the Talk":
Does what he/she O
says will do
RESPECT FOR THE O O O O O
INDIVIDUAL
* Demonstrates
consideration for
others' feelings, O
needs, aspirations,
customs
* Treats others fairly O
* Identifies individuals'
competencies and O
helps them develop
* Ensures that every Page 60
direct report has a
completed O
development plan and
that his/her career

* Interest and Special

talents are considered O
in personnel decisions
* Does not tolerate
abusive or
O
disrespectful
behaviour
RESPECT FOR O O O O O
CULTURES,
ENVIRONMENT,
SOCIETY
* Demonstrates
consideration and
respect for others' O
cultural norms and
customs
* Take steps to
ensure that personal
actions do not O
adversely impact the
environment
* Encourages and
considers diverse
O
points of view in
decision making
* Words and actions
reflect concern and
appreciation for the O
societies and which
we live
* Actively develops
diversity in the work O
place
KNOWLEDGE O O O O O Page 61
SHARING
* Ensures that relevant
information is freely
shared within/across O
business units and
geographies
* Makes readily
available to others
information, O
processes, tools and
experience
* Takes the time and
exerts the discipline to
document and achieve O
information useful to
others in ELIM
CROSS-FUNCTIONAL O O O O O
COOPERATION AND
COORDINATION
* Considers the impact
of decisions and
actions on other
O
function; and takes
care to do what is best
for the whole ELIM

* Considers the impact

of decisions and
actions on other
O
function; and takes
care to do what is best
for the whole ELIM
* Speaks positively of
O
other functions
* Actively seeks out
opportunities to
support other functions
O
and encourages
teamwork to achieve
business strategy
ACCOUNTABILITY O O O O O Page 62
* Takes the personal
responsibility for O
results
* Clearly
communicates
expectations and
standards and O
administers
rewards/sanctions
accordingly
* Establishes and
uses effective
O
mechanisms for
ensuring accountability
CUSTOMER O O O O O
FOCUSED
* Focuses activities on
O
customer priorities
* Responds quickly to
customers' request O
and needs

* Considers impact of
actions and decisions
on customer and O
makes adjustments
accordingly
 INDIVIDUAL PERFORMANCE PLAN Page 63

NAME: Avon Rose A. Lloren SECTION THREE: Performance Enhancement

TIME PERIOD: From January 2018 to June 2018

In the following section record plans for improving or enhancing individual performance –

actions you will take to improve overall performance, including acquiring and/or honing

skills/knowledge.

Performance Enhancement RESULTS

Measure/Target to be Attained
Plans Mid-Year End of Year
IFT (In Field Training) Selling Skills 2 N/A
Advance Basic Call Techinique Persuasive Selling 2 N/A
Leadership Training Managing Customers To be Scheduled
Basic Finance Management Finance Reporting and Controls To be Scheduled
Team Building Relationship to Co-workers 3 N/A

Employee Comments/Feedback

Ms. Lloren shows good improvement in the field of Sales Fundamentals and Account
Management. She is an asset to the company.

SECTION FOUR: Relative Contribution Rating Page 64

Relative to the comparison group, contributions this year were…..

O O O O O O

In need of
Unsatisfactory Appreciated Commendable Distinguished Exceptional
improvement

Plan Agreed: ____________________________ Manager/Supervisor (Sign & Date)

____________________________ Employee (Sign & Date)

Six Month Review: ____________________________ Manager/Supervisor (Sign & Date)

____________________________ Employee (Sign & Date)

Six Month Review: ____________________________ Manager/Supervisor (Sign & Date)

____________________________ Employee (Sign & Date)
____________________________ Manager/Supervisor (Sign & Date)
____________________________ Employee (Sign & Date

Since Ms. Avon Rose Lloren was not there on our interviews we asked Mr. Geofrey to take Page 65
pictures along with him.
(This Picture shows the two of them at the conference room on the 29th day of September 2018)

Page 66
(This picture shows the immediate superior of Ms. Avon Rose LLoren which is Mr. Vitzler N.
Bulawin.)