Business Avatar is an online service helping recruiters to assess functional / technical / professional competencies of the candidates targeting middle and top management positions. Service focuses on Consumer Goods industry with Manufacturing, Marketing, Sales & Distribution and Retail business areas.

1. Online functional competencies assessment
for Consumer Goods Industry
Business Avatar™
Manufacturing, Marketing, Sales&Distribution, Retail
Business-Avatar.com
<2013>

2. Business Avatar™ for Recruiter
Business Avatar™ is an online
service for functional(*)
competencies assessment of
candidates on middle and top
management positions.
Business Avatar™ assessment
tool: online cases based
knowledge tests
Service covers Consumer
Goods industry with 4 key
business areas:
1. Manufacturing
2. Marketing
3. Distribution
4. Retail
(*) functional / technical / professional

3. Functional competencies assessment with
Business Avatar™
Business Avatar™
Structured Interview,
Assessment Centres,
Recommendations, etc
Personal, behavioral
testing
Business Avatar™ performs functional competencies assessment based on online cases
based professional tests, strongly enhancing the candidates professional profile:
Managerial
Leadership
Vision
Other
Behavioral
Communication
Creativity
Integrity
Analitycs
Other
Functional/Techni
cal/Professional
Manufacturing
Marketing
Distribution
Logistics
Other

4. Manufacturing
Strategy
Industry analysis, Manufacturing Models, Manufacturing Targets and KPIs, Product
Range, Plant location, Growth strategy, Expansion, Resource management
Production
Planning
Capacity planning, Product lines, Variance analysis, Facilities planning, Production
processes, Recycling
Engineering &
Technology
Prototyping, Design, New product development, Innovation, Technological change,
Computer-aided, integrated manufacturing, Packaging and labeling …
Operations
Management
Supply chain management, Inventory control, Process analysis, Control systems,
Suppliers management
Production
Concepts
Lean Manufacturing, Six Sigma, Just In Time, Kaizen, 5S, Total Productive
Maintenance, Total Quality Management
Performance
Measurement
Overall equipment effectiveness, Equipment availability, Performance, Quality, Total
effective equipment performance, Mean Time Between Failures
Supply Chain Warehouses, Ready goods, Spare parts, Inventory management, Shipments, OOS
Work Force Scheduling, Staff benefits, Employee development, Staff retention
Safety Safety Policies and Culture, Healthcare programs, Environmental protection
Manufacturing
Finance
Financial statements, Cost accounting, CAPEX, OPEX, Pricing, Fixed costs, Variable
costs, Breakeven analysis, Profit, ROI, NPV, IRR, P&L, Balance Sheet, Cash Flow
Manufacturing
Functional competencies for assessment

5. Marketing Strategy
Marketing objectives, Marketing planning, Competitive advantage, Product
portfolio, Differentiation strategy, Marketing channels, Sales Channels, Competitive
strategy, Marketing Mix, Innovation, Cobranding, Partnerships
Brand management
Positioning, Differentiation, Pricing strategy and methods, New brand launch,
Target markets and Audience, Multibranding, Umbrella branding, Market share,
Battlefield zone, Consumer Funnel, Brand Health Indicators
Product
Management
Product design and packaging, Product planning, Product development, New
product development, Localization, Project management
Marketing
communications
Communication strategy, Advertising campaigns and channels, TV, Print,
Broadcasting, OOH advertising, Product demonstration, Share of voice, GRP
Consumer marketing
Direct marketing, Online media, Internet Marketing, Mobile marketing, Digital
marketing, Brand ambassadors, Visual merchandising, Social, Viral marketing
Trade Marketing Promotions, Retail Loyalty Programs, Incentive programs, Merchandising
Public relations Publications, Sponsorship, Exhibitions, Media Relations, Product Placement
Market and
Consumer Research
Market segmentation, Quantitative analysis, Regression analysis, Statistical
analysis, Market trends forecasting, Demand forecasting, Field research, Conjoint
analysis, Surveys, Focus groups, Personal Interviews, Online Research, Scan data
Marketing Finance
Budgeting, Advertising ROI, Customer acquisition cost, Marketing Contribution,
Cost of Goods, Margin and Mark up, Profit, P&L, Balance Sheet, Cash Flow
Marketing
Functional competencies for assessment

6. Sales Strategy
Sales Targets, Trade Universe, Distributions Channels, Field force resourses,
Coverage cycles, Product representation, Sales KPIs, Sales & Marketing Mix
Sales Organization
Sales processes, Warehouses, Distribution partners coordination, Key sales process
steps, Customer Satisfaction Measurement
Sales Channels
Management
Key Accounts, Independent Retail, Channel Plans and Reviews, Volume & Value
shares in sales, Assortment & Channels Matrix, Market Gap Analysis
Key Accounts
Management
WS Accounts, Retail Accounts, Regular Ac Management, Trading Terms, Distribution
Distribution
Coverage, Delivery Fleet, Channels Mix, Visits frequency, Trading Terms, Retail
pricing, Facing Share, Exclusive distribution, Sales Funnel, OOS
Direct sales Sales agents, Personal selling, Negotiation
Supply Chain Distribution Centres, Inventory management, Shipments, OOS
Trade Marketing
Incentive programs, Сontests, Сoupons, Freebies, Prizes, Product samples,
Rebates, Sales promotions, Retail Loyalty Programs, Incentive programs,
Merchandising, Point of sale Merchandise
Sales Force
Management
Territory management, Functional management, Sales staff hiring, devepopment,
and motivation, Sales compensation
Sales Finance
Customer Acquisition Cost, Gross Margin, Sales Contribution, Cost of Goods, Margin
and Mark up, Profit, P&L, Balance Sheet, Cash Flow
Sales & Distribution
Functional competencies for assessment

7. Retail Strategy
Market Forecasting, Sales planning, Competitive environment, Growth strategy,
Competitive advantage, Retail Formats, Partnerships, Social responsibility
Retail Business
Development
Investment decisions, New openings, Place assessment, Rent negotiation,
Construction
Brand Marketing Postitioning, Media Mix, Share of voice and budget, Suppliers co-promotion
Operations
Management
Process Management, Head Office and Stores management, Retail Health
Indicators, Business & government relations, KPIs such as Sales per m2, Like2Like
stores sales, Average purchase value, Incremental Sales, OOS, Fraud Control
Category Management,
Buying
Assortment, Exclusivity, Pricing, Private Brands, Contract types and terms,
Discounts, Rebates, Marketing co-promo, Negotiation
Pricing Promotional prices, Average prices, Competitive pricing, Mark up and Margins
Merchandizing Planograms, Facing shares, Promotion
Supply Chain Distribution centres, Shipments, Replenishment, OOS, Inventory management
Customer Service Customer Experience, Customer Satisfaction, Service Level
CRM, IT management
Loyalty Programs, Direct Mail, Consumer Funnel, Customer Retention, CRM, ERP,
Business Intelligence systems
Staff Management Hiring, Development, Scheduling, Full & Part time
Retail Finance
Budgeting, Financial statements, Capital Turnover, P&L, Profit, ROI, NPV, IRR,
P&L, Balance Sheet, Cash Flow
Retail
Functional competencies for assessment

8. Online functional competencies test
Distribution Case example

9. Online functional competencies test
Pricing Case example

10. Assessment Timeline
Results structure
Assessment Timeline - 45 min
Candidate accesses the test with web authorization.
Results are provided to recruiter only.
Results structure
1. Benchmarking of functional competencies vs selected
position requirements
2. Candidate’s functional strengths and areas of
development
3. Assessment summary and recommendations for a
candidate
Directions:
1. Set an account on Business-Avatar.com
2. Choose the assessed business function (Manufacturing,
Marketing, Sales & Distribution or Retail)
3. Choose the job position for competencies benchmarking

11. Mr. James Smith Assessment results for Area Sales Manager Position
Knowledge Level Basic Low Intermediate Advanced
High Expert
Level
Correct answers <20% 20-40% 40-60% 60-80% >80%
Sales Strategy
Sales Organization
Sales Channels
Distribution
Direct sales
Supply Chain
Trade Marketing
Sales Force
Sales Finance
Position Requirements Meet requirements Below requirements
Result 1.
Competencies level benchmarking against the position

12. Meets requirements Below requirementsAbove requirements
Result 2. Candidate’s functional strengths and
areas for development
Sales Strategy
Sales Targets, Trade Universe, Distributions Channels, Field force resourses,
Coverage cycles, Product representation, Sales KPIs, Sales & Marketing Mix
Sales Organization
Sales processes, Warehouses, Distribution partners coordination, Key sales
process steps, Customer Satisfaction Measurement
Sales Channels
Management
Key Accounts, Independent Retail, Channel Plans and Reviews, Volume & Value
shares in sales, Assortment & Channels Matrix, Market Gap Analysis
Distribution
Coverage, Delivery Fleet, Channels Mix, Visits frequency, Trading Terms, Retail
pricing, Facing Share, Exclusive distribution, Sales Funnel, OOS
Direct sales Sales agents, Personal selling, Negotiation
Supply Chain Distribution Centres, Inventory management, Shipments, OOS
Trade Marketing
Incentive programs, Сontests, Сoupons, Freebies, Prizes, Product samples,
Rebates, Sales promotions, Retail Loyalty Programs, Incentive programs,
Merchandising, Point of sale Merchandise
Sales Force
Management
Territory management, Functional management, Sales staff hiring, devepopment,
and motivation, Sales compensation
Sales Finance
Customer Acquisition Cost, Gross Margin, Sales Contribution, Cost of Goods,
Margin and Mark up, Profit, P&L, Balance Sheet, Cash Flow
Mr. James Smith competencies’ components assessment for Area Sales Manager Position

13. Mr. James Smith functional competencies assessment results
for position of Area Sales Manager
Competencies above requirements for the position:
Direct Sales, Trade Marketing, Sales Force
Meeting requirements:
Sales Strategy
Below requirements for the position:
Sales Organization, Sales Channels, Distribution, Supply Chain, Sales Finance
Assessment Summary
Functional competencies profile of Mr. James Smith is not meeting the
requirements for the position of Area Sales Manager. Compliance 54%.
Recommendation
Candidate Mr. James Smith did not reveal the satisfactory level of functional
competences for the position. In case of hiring development of the highlighted
competences needed.
Result 3.
Assessment summary and recommendations

14. Recruiter’s advantages with Business Avatar™
1. Fast, online, quantitative, independent assessment of candidates’
functional competencies and benchmarking candidates’ profiles for better
screening.
2. Effective candidates selection with consideration of their
functional/technical/professional competencies levels. Filling candidates’
profiles with functional competencies data driving higher efficiency of the
next step interviews with functional managers.
3. Higher satisfaction level of internal or external customer via higher quality
of candidates selection when measured by factual candidate’s results on a
position.

15. Click the link to get now your online functional
competencies assessment with Business Avatar™:
Business-Avatar.com/Manufacturing
Business-Avatar.com/Marketing
Business-Avatar.com/Sales&Distribution
Business-Avatar.com/Retail
Get the access now!
Clickable links!