We summarize our project issue and recommendations using Diagnosis-Issue-Practical-Theory- Solution- diagram. Based on interviews with members of the Board, hi-potensial managers (Marketing, Finance), and results from the Danone People Survey (DPS), we diagnosed that there are Very low Profitability, Minimal product portfolios, Multi-layared structure, inefficient Business process and Leadership capability need to be enhanced. We used theories from several studies related to Human Resources and practicals several companies to select the issues, which is Sales and Marketing skills and compentencies lacking. To answer the issue, we propose solutions The Bluebook-Success profiles, consists of Guidelines on How to Recruit & Select people, Develop talent and Succession Plan in Sales and Marketing.


Supervisor: Roy Sembel
Confidential until 21/6/2019