Part 2 Company Management System

Elaboration of Organization Hierarchy

Organizational hierarchy of CCBPL has both flat and tall span of administration. In case of lower
level of hierarchy (the worker and their supervisors) the span is wide but as the level goes up, it
becomes tall.
The managing director who is answerable to the Chairman holds the top position. General
Managers are answerable to the Managing Director (MD) and are responsible for respective
division, Managers are heading some departments, and Assistant Managers (AM) is leading
some by Deputy Managers (DM) another. There are senior engineers who are section in charge
Supervisors and foreman report to them.

Over all Hierarchy of Coca Cola

GM
(General
Manager
)

D&L
Manager

Productio
n
Manager

S&M
(Sales &
Marketin
g)
Manager

HR
(Director)

Finance
Director

QC
(Quality
Control)
Manager

Finance
Manger

Lead
Analyst

CDE(Cool
ed drink
equipme
nt)
Associae

Commer
cial
Controlle
r
Associat
e

Operatio
nal
Controlle
r
Associat
e

RSO
(Route
setter
Officer)

Organizational Structure
Following table shows different Departments in CCBPL along with their respective functions
Departments in CCBPL
Accounts Department
To prepare monthly, quarterly and annually Accounts, Costing, Budgeting & Forecasting. To
handle payable and insurance, Inventory & Stores etc.
Finance Department
Arranging Finance and negotiate over coat of finance, To handle sale, receivable, debtor aging,
cash and bank etc.
Internal Audit
To monitor the implementation of internal procedures, policies internal control systems and repot
any violation. Detection and control of financial risk and frauds.
Information Technology Department
Development of SAP program, Networking, Hardware Maintenance
Human Resource
Hiring new manpower, satisfaction, Motivation, Appraisals etc
Health Environment & Security (HEC)
ISO Audit and ISO implementation, Internal safety & environmental awareness and health
improvement
Production Department
To undertake production activity and maintain desired production volume
Electrical & Instrument
Maintain and economies electricity consumption, Installation and maintenance of Electrical &
Electronics Instruments
Mechanical Department
Installation and maintenance of plant and machinery.
Research and Development (R&D)
Product development, product improvement and economies production cost by discovering raw
material substitute or change in production process.
Quality Control

Maintain quality and deal with complaints

Project Department
To design and build structural design of new plant to be installed.
Marketing & Sale
To increase existing demand, to work as organizations intelligence in large outer environment,
customer satisfaction, advertisement, smooth dispatch, rationing of products in case of excess
demand

General Growth model at CCBPL

JOB ANALYSIS
Job analysis is the formal process of identifying the content of a job in terms of activities
involved and attributes needed to perform the work and identifies major job
requirements.
Job analysis provide information to organizations which helps to determine which
employees are best fit for specific jobs.
Industrial/organizational psychologists are often the professionals who perform job
analysis. These professionals use either a task-oriented or worker-oriented approach.
TASK-ORIENTED
WORKER-ORIENTED
PURPOSE OF JOB ANALYSIS
One of the Main Purposes of Conducting Job Analysis is to Prepare Job Descriptions and Job
Specifications Which in Turn Helps Hire the Right Quality of Workforce into an Organization.
The General Purpose of Job Analysis is to Document The Requirements of a Job And The Work
Performed.
IDEAL JOB ANALYSIS
Duties and Tasks
Environment
Relationships
Requirements

IMPORTANCE OF JOB ANALYSIS

Job analysis helps in analyzing the resources and establishing the strategies to accomplish
the business goals and strategic objectives.
job analysis is to prepare job description and job specification which helps to hire right
quality of workforce.
Job Analysis can be used in training.
Job Analysis can be used in compensation to identify or determine: skill levels,
compensable job factors, work environment, responsibilities and required level of
education.
Job Analysis can be used in selection procedures
METHODS OF JOB ANALYSIS at CCBPL:
Job Analysis Methods Can Be Categorized into Four Basic Types:

Observation Methods

Interview Techniques;

Questionnaires

Headhunting

JOB Analysis for the post of Finance Lead

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ANALYSIS OF THE ORGANISATION STRUCTURE

Rewards at Coke

Yearly Basis
Employee salary increment
Grade Jump, Designation change
Annual incentive Plan (AIP) (for business performance, but fixed)
Personal Progress report (PPR) (Annual Appraisal)

Monthly Basis
Making the move (MTM, sales target achieve)

 Monthly turn hall (extraordinary performance)

Quarterly Basis
Employee of the Quarter (EOQ, non sales)
Sales Dangle context
Gold Context

Human resource policy of Coca cola beverages Pakistan

limited:
RECRUITMENT POLICY
CCBPLs recruitment process is well-established .First of all HR Department give ads in news
papers, company website, institutions etc. Then application form, from candidates with required
documents and CV is asked for and then analyzed
Recruitment is both-Internal recruitment External recruitment
TRAINING POLICY
after recruiting the fresh employee, they are trained for three months and also paid salaries, after
three months they become part of the firm.
Coca Cola also give training to existing employee, depending upon the condition for example if
new technology is introduced first of all, full training is given about new technology then they
are allowed to start their job
.
WAGES POLICY
Coca-cola is providing smart wages to its employees , which are competitive and really
satisfactory .With wages lot of facilities are provided according to designation.
HUMAN RESOURCE MANAGEMENT WITHIN CCBPL:
Human Resource Management at Coca-Cola Company has many advantages. It is a global

company and it is impossible to create certain policies or procedures applicable in all divisions of
the company, cultural and political differences need to be taken into account.
JOB ANALYSIS AND DESIGNING
CCBPL HR department has its own job description and job analysis in which they get the
information about employees work activities, human behavior, performance standard, job context
and human requirements and also other information related to his conduct.
PLANNING AND FORECASTING
CCBPL HR department involves in company strategic planning and they also make sufficient
planning for hiring new employees in the future. They forecast for the expected employees needs
in the organization. They forecast their employees on the basis of change in technology and
increasing in productivity

Departments of CCBPL :

Finance

Marketing

BSG(business sales group)

Human Resource

Trade marketing Department

Red Execution Department

Coordination Department

Key Accounts Department

Sales Department

Supply Chain

External Affairs

Internal audit

Cit(chiller injection department)

Business solution group

The Business Solutions Group manages the main technical infrastructure at CCBPL and acts a
support function for all the departments within the company; hence aiding in the smooth running
of all business operations.

If you are someone who enjoys the software world, then this is definitely the job for you because
the BSG at Coca Cola wants people who are not only well- versed in the field, but also have a
passion of excelling at what they do
BSG function envisions understanding proactively, delivering , and managing the most effective
business and IT solutions to the organization. This function has two main Subdivisions:
a) IT Operations
b) SAP
c) IT Operations looks after data management, the provision of general IT services, and
several of the business system in place.
SAP is an ERP system that delivers a comprehensive set of integrated, cross-functional business
processes. It provides a common centralized database for all the applications running in an
organization. The following modules of SAP have been implemented at CCBPL:

Financial accounting

Controlling

Asset management

Material management

Production planning

Human resources

Supply chain
Supply chain function includes the following:

Procurement

Production and engineering

Quality control

Warehousing, Logistics and Planning.

Procurement handles the acquisition of goods and services mainly for production and also the
provision of services to employees. The key purchase items include raw materials, packaging
material and CAPEX.
Production and quality control work hand in hand to ensure that all products meet the stringent
standards expected of our brands. This function aims to utilize resources in the most efficient
manner, to produce to the highest quality standards, and to do this without fail for every bottle of
beverage we sell while our plants are maintained as per international standards.
Logistics and warehousing play a crucial role within the organization for supply our products for
further distribution to the customer.

Finance
The Finance Department manages all of CCBPLs financial activities with diligence and
precision and acts a pillar to all business processes. For a fast growing company like CCBPL, the
finance department carries out a challenging yet highly essential task of looking at minute details
and performing thorough analysis of all its financial activities.
If integrity, accountability, teamwork, excellence and pro-active thinking are what make you who
you are, then this is the perfect place for you. The Finance Department at CCBPL affords you the
opportunity to learn and practice corporate accounting and financial analysis, and encourages
you to think creatively and strategically along the way.
Taxation
The department of Taxation plays a vital role in business continuity, effectively working in
ensuring 100% legal compliance. The Tax department of CCBPL ensures that all rules and
regulations are upheld, and that the company is following all relevant laws set forth by the
Federal Board of Revenue and other related Government authorities. This department seeks
candidates who have the relevant background knowledge specific for the department, and are
capable enough to apply it when required to do so, hence ensuring the overall effectiveness and
efficiency of its processes.

Controller
The Controller department plays an integral part in maintaining financial integrity via internal
controls and safeguarding companys assets. This department has four sub divisions, namely:

Costing

Accounts

Compliance System and Business Excellence

Accounts Payable

The costing function is primarily responsible for monitoring product costing. Furthermore,
Costing carries out various analyses relating to the cost of the finished goods produced, the raw
materials and the overheads incurred.
The Accounts function is mainly responsible for recording the day to day transactions.
Maintenance of books of accounts, balance sheet reconciliations, risk management (insurance),
assets and their tracking, payments and GL management are also major areas which come under
the Accounts umbrella.
The Compliance Systems is responsible for ensuring compliance to companys policies and
procedures. It is further responsible to devise new ways to increase efficiency and productivity
through process re-engineering lastly, the Accounts Payable function is largely responsible for
centralized payable booking and processing for CCBPL.
Commercial finance
The main responsibility of Commercial Finance pertains to revenue growth management and
supply chain optimization. The on-going activities in the department strive to look at the
different types of profitability for instance brand wise profitability analysis and reporting,
channel wise profitability, route wise profitability and OPEX and CAPEX evaluation and
feasibility. In addition, return on investments is monitored through Distributor profitability &
ROI and Key accounts Pre & Post evaluation. Finally, Discounts/Direct Marketing Expense
analyses along with other ad-hoc analyses such as, Source Matrix, PET Filling, Pre-Buy, etc., are

also performed on an on-going basis in order to present management with key information to
assist them with strategic decision-making.
Operational finance
The Operational Finance team carries the responsibility of ensuring timely and accurate
recording, posting, accounting and reporting of all Supply Chain and Commercial processes. The
first filter this team applies is to segregate its responsibility of the region; more specifically, the
Central Business Unit (Lahore, Gujranwala, Faisalabad & Islamabad) and the Southern Business
Unit (Multan, Rahim Yar Khan & Karachi). These two distinct units are headed by Heads of
Regional Finance (HORF) and directly report to the Chief Financial Officer. As a designated
resource, a Territory Finance Manager is responsible for all Operational Finance activities across
his territory. He is assisted by two Leads, one of whom ensures transparent posting of Accounts
and the subsequent analysis, while the other fulfils all Planning and Reporting requirements. The
remaining members of the team comprise of the Operational Controller, the Commercial
Controller, the Route Settlement Supervisor and Finance Associates for Cash, Payables and Sales
Accounting. The Operational Controller maintains control over all inventory records, fixed assets
movement and gate operations. The Commercial Controller rationalizes all Direct Marketing
Charges, Market Audits, Promotions and Discounts as well as Cooler Assets Movement. He
keeps a strict check over all commercial driven profitability, which includes segregation on the
basis of Key Accounts, Routes and SKUs. The Route Settlement Supervisor, as the name
precludes, is in charge of shift-wise route settlements and record retention. Three Finance
Associates are in place for dedicated investment to the key ticket activities of Cash, Payables and
Sales. As all these activities are carried out simultaneously and inter-departmental co-ordination
is focal to the functionality of this team, we actively seek individuals who are distinctly vocal,
active leaders and highly collaborative.

Business planning, reporting and treasury

The Business Planning, Reporting and Treasury department has a significant role in ensuring
business continuity and profitability. The Business Planning division is responsible for making
annual plans for a three-year period, producing monthly rolling estimates and comparing them to

the budget, running scenario analysis and checking the impacts that each scenario has and, lastly,
making feasibility reports to get a better picture of the companys prospects.
The Reporting division focuses on actual results that have been achieved over a given period.
Periodic financial performance is analyzed against strategic business plan and rolling estimates.
Treasury division primarily focuses on capital and liquidity management. Treasury also looks
after the imports activities of the Company.
Key Accounts Department
Key account is very important department. Key Account is very important department of CocaCola Beverages Pakistan Limited. Coca-Cola has this department. And this department plays a
vital and important role in the life of Coca-Cola beverages Pakistan limited.
Without this department this company does not offer quality services to his customers. This
department is the way of progress, with the help of this department company easily progress and
developed in the market.
The company has categorized its customers. It has got a separate department to deal with them,
to check their demand and complaints and fulfill them. In this category those places are included
where there are high chances of projection of the image of different brands of the company. For
examples this category includes hotel and big restaurants and educational institutions etc. Such
places are called the keys for the promotion of the company. It comes under direct sales
This department basically plays a great role in sales but question arises that how can they help to
facilitate the customers.
Key Account is basically related to HoReCas that means
Ho

Hotels

Re

Resturants

Cas

Canteen and Cafes & now Chain bakeries too

Key accounts are basically those hotels, restaurants and canteen & cafes whose image in the
market is too good who has great image in the market and great worth in all over the market

Internal audit
The Internal Audit is an independent, objective assuring and consulting activity, designed to add
value to and improve an organizations operations. Internal Audit helps an organization to
accomplish its objectives by bringing a systematic and disciplined approach to evaluate and
improve the effectiveness of risk management, control and governance processes.
Internal Audit function is also responsible for conducting investigations against potential Code of
Business Conduct (COBC) violations. CCBPL Internal Audit Team is also involved in the audit
assignments of CCIs international operations.
Sales and Sales Services
CCBPL is one of the top selling companies in Pakistan; hence it is driven to expand and deliver
its products to as many consumers as it possibly can. The Sales team at CCBPL operate in
various locations, to ensure their products are available across the country.
If you are someone who has exceptional selling skills and are able to convince people with your
words, then you should look no further. CCBPL needs sales leaders and strategic experts who
can take the company to greater heights.

Trade Marketing Department

Trade marketing is very important department in CCBPL. Trade marketing department plays a
vital role in the progress of CCBPL. With the help of this department this company easily moves
to the market and create awareness in the market. Some company uses different techniques for
advertising. But Coca Cola Beverages Pakistan Limited have proper department for this that is
Trade Marketing department. This department plays a great role in advertising and with the help
of this department CCBPL is in a position to promote their product in the market in very
effective.
This company creates awareness in the market through this department. This department overall
the areas of Lahore where they want to advertise their product. Advertising of CCBPL in any
outlet either it is small or big one this is the responsibility of this department. It dose not concern
with low and high worth of the shop or outlet. Its aim is to increase the publicity in the market.
This is also responsibility of trade marketing department that it should check & balance system
on the previous advertising and customer's response. They have to find out new outlets and shops

where they can advertise their product for increasing the sale. They find new areas and any other
source where they promote their products for company profit.
Advertising of Coca Cola in any where or at any outlet is handling by Trade Marketing
department.
But question arises how can they advertise n the market? Without any material they can not
advertise their product in the market.
First of all they visit the market and they evaluate the market where are those types of outlet or
areas where we can advertise our product. Then they demand for promotional material from the
Head Office and Plant that we need the promotional material for promotion purpose. They also
told them about those types of material what they want to display in the market. Then we need
this type of promotional material that we want to display in the market. They also told to
management about that how much quantity we need and also told about that we want to cover
this area for promotion purposes. They also check that how much quantity is in the department.
This is department responsibility to check that either we are in a position to advertise the material
in market or not. This is the duty of this department that they have proper record of all the
promotional material.
This department provides the customers different things of coke label so that the outlets properly
present the coke products. These things include:
Visi Coolers
Deep Freezers
Ticker Tape
Drop Down
Door Stickers
Counter Top
Counter Plastic Sheet
Ice Cold Flags
Racks

 Brand Price Strips

Posters
Shop Signage
Furniture
Sales Promotion
Company adopts many tactics and methods to promote its sales. Company announces cash as
well as claim discount for sales promotion.
Company also launched their new scheme of three golden caps and you can get a coke glass for
free. Previously campaign was really a success and the target customers for this campaign are
rural as well as the traditional general stores so that company could encourage their customers
and they give better services to the customers.
Company gives coke flags, counters and racks to their customers to increase the sales.
During my internship company occasionally announced the claim discount (like 14 august,
Ramzan discount etc). If shopkeeper will buy more than one hundred 1.5 litter pet crates he will
be allowed 15Rs discount on each crate. This really helps them in increasing their sales volume.

Documents required for issuing a freezer:

Name of the Field

Purpose

Sr. #

It gives the total No. of assets in

the area

Gate Pass No.

Number of the gate pass on which

that is issued

Asset Type

Deep Freezer, Chest Cooler, Visi

Cooler

Manufacturer

Varioline Inter Cool, Waves etc

Serial No.

Serial No. of the asset which is issued by the

manufacturer of company.

Asset Code

Code of the asset which is issued by

Company.

Date of Issuance

It shows the date on which gate pass

of that asset is issued

Name & Address of The Shop

Name and Address of the shop for

which that asset is issued.

Agency Name

Name of the Agency under which

territory the shop is located.

MDO

Name of the Market Development

officer of that area.

Purposes It Serves
That table serves all requirements of the management. For example

If management wants to know which asset is on which shop that can easily obtained by
giving Asset Code, Serial No. or Gate Pass No.

Similarly if management want to know when an asset is issued it can also be obtained by
giving gate pass no, shop name, etc.

The Coca-Cola Export Corporation often requires how many assets you have been issued
so far that table can also find it out.

Similarly if management wants to know how many assets in a specific region you can
know from that table.

You can find out how many assets have been issued in a specific area of distributor.

You can also find out that how many assets have been issued for a specific Marketing
Development Officer.

It can also tell us that how many assets of specific company are issued.

So it serves all requirements of CCBPL, Lahore Plants management.

Stock new coolers for injection

Here is very important part of CIT Department where all new coolers are for injection at any
time according to the customers demand. If nay customers demanded for new coolers then, new
cooler is given to him from new stock of cit department.

Types of Coolers
There are two types of cooler;
Chest cooler
Visi cooler
Capacity of coolers Visi coolers
120 SAX

 260 SAX
400 SAX
550 SAX
1000 SAX
Consumer Complaints Form
The CIT department also has to rectify the complaints of the customers about visi cooler and
chest coolers. Before rectifying these complaints, CIT department follows a proper procedure.
Following is the format of the complaint form that customer has to fill for getting the services of
the CIT department.

OPERATIONAL EFFICIENY IMPROVEMENT

In order to sustain the momentum of growth, and to achieve the vision of year 2020, the
operational Efficiency Improvement department focuses on undertaking functional projects to
make the switch towards a scalable and sustainable business model, which is based on lean and
aligned business proceses. Its key responsibilities are to build capability development, reengineer low efficiency processes, improve speed to market, eliminate non-value added roles and
processes, and optimize our cost base. OEI plans on transforming the Coca Cola business by
making it easier for its greatest resource - its people - to do their jobs more effectively. This it
plans on doing by simplifying and streamlining the companys controls and decision making
processes, so that the decision making moves to businesss front line.
LEGAL
The Legal Department takes care of multiple responsibilities beyond core legal functions and it
currently consisting of seven professionals. The Department strives to add value to and improve
the Companys operations by extending essential commercial legal support to all functions across
Pakistan.
The Department is headed by Director Legal, who is also designated as the Company Secretary
and the Local Ethics & Compliance Officer (LECO). As LECO, the Director Legal is also
entrusted with additional responsibilities of creating awareness, educating and advising the

internal/external stakeholders about the Code of Business Conduct of the Company and ensures
its compliance and implementation.
The Legal is divided into three sub-divisions:
(i)

Corporate and Commercial primarily deals with Agreements, Company Secretariat,

Regulatory Affairs, Acquisitions, Trainings, Policies and other day-to-day affairs

(ii)

Litigation and Labour Affairs mainly deals with Litigation, Labour/Employment, Union
Matters, Environmental Issues and Training

(iii)

Brand Protection deals with matters of Counterfeiting of Products, initiating Civil &
Criminal proceedings and also creating awareness about issues of counterfeit at various
forums and possible impact on business and reputation of the Company. Additionally,
this part also provides miscellaneous support to other functions at territories.

Fleet &Logistic Department

Logistic department is basically the combination of two departments these are logistic and
shipping department. The whole transports and vehicles are arranged and maintained by logistic
department. And shipping department is responsible for the maintenance of inventory of empty
bottles. On the whole logistic department is consists of 27 permanent employees. And rest of the
employees work on daily wages. The structure of Logistic Department is given below:
Responsibilities of Logistic Department
As I mentioned earlier logistic department is basically for the purchase and maintenance of new
vehicles. For that purpose they have a workshop for heavy-duty vehicles and for cars in the
factory. And for the motor cycles they made arrangement with a workshop from where
employees get work done and payment will be made by the factory at the end of the month.
Types of Vehicles in the Factory
There are basically four major types of vehicles in the factory. These are

Motor Cycles for Market Development Officers (Sales Staff)

Cars for Management

Vans for Loading

Loader Machine

CCBPL offers a motorbike and 60 liters of petrol per month to each Market Development officer
(MDO). And the maintenance of the motorbike is also the responsibility of company. The
issuance and maintenance of these motorbikes is also the responsibility of logistic department. If
a new employee is employed in the sales department as MDO then marketing or sales
department send a request for motorbike to the logistic department and if logistic department has
any extra motorbike then they issue that one to that employee otherwise they purchase a new
motorbike for that employee.
CCBPL also offers cars for the management. Coca-Cola Lahore plant has approximately 15 cars
for management. 1300 CC car is only allowed to BOM (Business Operations Manager) and all
departmental heads can use 1000 CC car. The issuance and maintenance of these cars is the
responsibility of logistic department. Logistic department is also responsible to maintain the
record of petrol consumption of each motorbike and car. For the purpose of petrol Coca-Cola
International Lahore Plant arranged an agreement with a petrol pump of shell near the factory
from where any employ can fill his vehicle by giving a slip which is issued by logistic
department. Vans are also there in the Coca-Cola Lahore Plant. These are for the purpose of
supply of crates to the places where cases are issued directly by the factory such as Police
Commissioners and these vans are also used to supply assets of factory to the shops like Deep
Freezers, Visi Coolers, and Chest Coolers etc.Loader Machines are used in shipping department.
These are used to load and unload the trucks etc. For the maintenance of these vehicles and cars
a workshop is present in the factory where many competent mechanics were employed

Sale Co-ordination department

Responsibilities of the Co-Ordination Department

Inspection of the empty bottles in the consignment

Inspection of the bottles low filled than the standard filling

Receiving of the cash by M.D.Os from S.M.Os

Complaints against the service provided by the marketing department to the

shopkeeper. It is taken by the M.D.Os from the shopkeeper on a form and recorded by
the co-coordinators and entered in to the database, it is then fulfilled by the company
(pending and settled when fulfilled).

Coordination is very important department of Coca-Cola Beverages Pakistan Limited. Coca-Cola

has this department. And this department plays a vital and important role in the life of Coca-Cola
beverages Pakistan limited.
Without this department this company does not offer quality services to his customers. This
department is the way of progress, with the help of this department company easily progress and
developed in the market.
This department basically plays a great role in sales but question arises that how can they help to
facilitate the customers and sales department.
There are different types of selling those are as follows;
Direct
Indirect
Out station
Pre-selling