Over the past five modules, we've learned about the origins, history, and trends of juvenile corrections. We've also explored the punishment philosophies used by juvenile justice officials to justify
Sale Plan
A. Team Structure & Organizational Chart
GrubHub Company will oversee a generalist sales force plan to reach as many customers as possible. It will involve three experienced sales representatives that will foresee sale activities around the New England area, southern England and the Mid-Atlantic region. The main targets in these areas will be the many university students spread in the various regions. They will assess and devise a plan to reach the students efficiently and cost-effectively. They will also take the role of creating a strong customer relationship between GrubHub and the university customers. The sales representatives will fall under the guidance and management of a district manager, who will analyse their progress and every activity they do. The district manager will ensure that the sales representatives work within the set goals, and make progress as expected.
The association between the four people will give them exposure to get close to the target market, to understand their preferences and how to perfectly supply foods to them in a way that will draw more customers to the services of GrubHub. The three sales representatives will even have a greater opportunity of interacting with local culture and the competitive conditions around the regions. However, the activities will expand market coverage by GrubHub and hence more success.
| Job Title: | GrubHub company District Manager | Job Category: | Sales | |
| Department/Group: | Grubhub sales | Job Code/Req. #: | 1234 | |
| Location: (Territory) | New England, Mid-Atlantic, Southern England | Travel Required: | Yes | |
| Level/Salary Range: | $72,000. Bonus $15k, Commission $11- $70k | Position Type: | Fulltime | |
| HR Contact: | Katelyn Barabasz
| Date Posted: | October 20, 2018 | |
| Will Train Applicant(s): | Yes | Posting Expires: | November 30, 2018 | |
| URL: | http://www.grubhub.com/careers/interview-tips | |||
| Applications Accepted By: | ||||
| Phone and E-mail: (877) 564-4192 or (877) 585-7878 grubhubforwork@grubhub Subject Line: GrubHub Key Account Sales Manager Position Attention: HR Department | Mail: 7389 1I1 W. Washington Street, Suite 2100 Chicago, Illinois 60602
| |||
| Job Description | ||||
| Company Description GrubHub was first established by Matt Maloney and Mike Evans. In the year 2013, it joined hands with the Seamless web, founded by Jason Finger. It was aimed at creating plan controlled through web-System for online connection with customers and quick ordering of food from caterers, hotels and restaurants. Grub hub covers most diner orders by many Americans, connecting with almost 5000 restaurants which enables it to reach many people around America. The company had the advantage of offering transport services for restaurants that did not have a delivery system, which highly boosted their sales around the area. Recently, it measures a count of more than 50 markets which is a wide coverage but is still working on expanding to the groups of people it hasn’t reached yet. Roles and Responsibilities The company has wide job responsibilities, which include some of the following: Leadership- leadership roles entail setting the path that the organizational stakeholders and workers follow to work towards set goals, bringing various company departments together, and establishing its capability. · Leaders show the importance of employees but making the rest of the team to focus their attention on making the customers happy and satisfied. Thus, they advocated for exceptional customer service in every activity. · Leaders demonstrate a kind of performance when handling customers and how to deal with different buyers. Handling customers with a positive attitude begin with a good example by leaders. · It is the duty of the leader to formulate and execute sales plans for grub Hub Company, assisted by sales representatives. · The manager also owns execution and feedback at a national level to represent Grub Hub. · Grub Hub leader holds monthly meetings together with the company’s territory managers, to set new strategies for developmental purposes of the company. They also assess the progress of Grub Hub at the meetings. · The manager should be able to effectively manage the whole team of Grub Hub and, motivate them to bring positive feedback for development of the company. Qualifications and Education Requirements · Bachelor’s Degree in either management, business, leadership, business law, finance, marketing or economics. · Also, they can have a master’s degree in related areas of the above fields from an accredited university. · A six-year experience in the field of sales management. · Should display sales skills like the ability to close sales, being adaptive to various regions and situations of work, being persuasive, and ability to identify the campuses targeted for the ongoing expansion of the market.
Preferred Skills · Have hiring ability, for the best workforce in Grub Hub. · Should have a sense of target fixation, ensuring that they achieve their goals or even surpass their expectations in time. · Have command instinct. A firm command is expected of manager in Grub Hub. · Control orientation. Have close monitoring skills of every sales activity to ensure all works out well. · Training adaptability. The leader should understand the diversity of times and situations, and be able to be flexible enough to comply to change, and direct the rest of the team towards the change. · Strategic leadership skills. · Power to close sales. · Diverse knowledge of web distribution designs, sales and many cultures. · Leadership and Motivational Skills · Ability to identify present and future opportunities. · Time management skills. · Have a clear understanding of the new areas the company wished to venture. · Have an understanding of cost control and crisis management · Show knowledge of the possible challenges and competitors Grub Hub expects. · The ability to formulates expansion plans. · Ability to create a strong customer relationship with customers. · Ability to do follow evaluations and ensure proper records. · Establishment of a close relationships with fellow workers, and ensure good working relationship for the whole sales team. · Effective communication patterns with buyers and sales representatives
Additional Notes · Sales Representatives must be able to accommodate new regions that the company wishes them to explore for new markets. · Should have time and place flexibility to cover the targeted regions whenever the need arises. | ||||
| Reviewed By: | Katelyn Barabasz
| Date: | November 18, 2018 | |
| Job Title: | Grub Hub Sales Representatives | Job Category: | Sales | |
| Department/Group: | Grub Hub Sales | Job Code/Req. #: | 1234 | |
| Location: (Territory) | New England, Southern England or Mid-Atlantic | Travel Required: | Yes | |
| Level/Salary Range: | $65,000, Bonus, Commission | Position Type: | Fulltime | |
| HR Contact: | Katelyn Barabasz
| Date Posted: | November 18, 2018 | |
| Will Train Applicant(s): | Yes | Posting Expires: | November 30, 2018 | |
| URL: | http://www.grubhub.com/careers/interview-tips | |||
| Applications Accepted By: | ||||
| Phone and E-mail: (877) 564-4192 or (877) 585-7878 grubhubforwork@grubhub Subject Line: GrubHub Key Account Sales Rep. Position Attention: HR Department | Mail: 7389 1I1 W. Washington Street, Suite 2100 Chicago, Illinois 60602
| |||
| Job Description | ||||
| Roles and Responsibilities
· Execution of sales plans. · Establish partnerships with identified universities for GrubHub. · Identify sales trends and five monthly feedback to district manager. · Must produce expected results. Qualifications and Education Requirements · Bachelor’s Degree · 4-7 years’ experience in sales department. · Ability to withstand walking a long distance and stand for long periods as they analyze the campuses. · Sales Skills. Preferred Skills · Cost control · Innovative skills · Interactive skills. · Persuasive techniques · Ability to attract customers and create strong bonds with them. Additional Notes · Time and work flexibility. | ||||
| Reviewed By: | Katelyn Barabasz
| Date: | November 18, 2018 | |
| New England | ||||
| ABC Classification: | Universities: | Student Population: | Universities (Cont.): | Student Population: |
| A Accounts (6 Accounts) | Harvard University of Connecticut Boston College
| 21,000 31,119
30,009
| Wales Brown University Massachusetts Johnson college
| 10,974 28,6235 8848
|
| B Accounts (6 Accounts) | New Hampshire University. Dartmouth College Southern New Hampshire University | 15,398
6,409 4,0`92 | Keene State University Of Vermont Middlebury College | 4,020 11.398
2,508
|
| Mid Atlantic | ||||||||
| ABC Classification: | Universities: | Student Population: | Universities (Cont.): | Student Population: | ||||
| A Accounts (20 Accounts) | Ohio State University Kent State University Miami University Pennsylvania State University University of Pittsburgh Temple University The University of Pennsylvania Carnegie Mellon University Villanova University West Virginia University | <td width="94" val | ||||||
| C (15 accounts) | University of Dayton Wittenburg University Bryn Mawr College Haverford College Swarthmore College Franklin & Marshall College Lincoln University Albright College Dickinson College
| 11,368 1,910 1,738 1,187 1,534 2,324
2,361 2,391 2,339
| Goucher University Centenary College College St. Elizabeth Georgian Court University Oberlin University Kenyon College | 2,173 2,694 2,112 2,885
2,978 1,676
| ||||
| Southern England | ||||
| ABC Classification: | Universities: | Student Population: | Universities (Cont.): | Student Population: |
| A Accounts (3 Accounts) | Bath University Falmouth University Royal Agriculture University
| 15,155 5,385 1,200 |
|
|
| B Accounts (4 Accounts) | Plymouth University The University of West of England. Bristol University Arts University Bournemouth. | 23,155 28,679
22,278 3000 |
|
|
B. Territory Design, Roles and Responsibilities
Since grub hub is growing so fast, the company will expand to three territories, including New England, Southern England and Mid-Atlantic. Extending their services to various universities in the three regions would be a great opportunity to enlarge the market coverage of GrubHub. Many university students and other stakeholders are open to delivery services of desired food at any time of the day. The sales representatives would ensure to open a Grub Hub outlet at every university, which will get managed by company store managers.
To ensure that all activities are well coordinated, the sales representatives from the three regions will pay frequent visits to the universities, overseeing the progress, challenges and requirements in every college. The store managers will give both weekly and daily reports on the progress of the new outlets so that the sales representatives can analyse their performance.
C. Client/Account Management
Every campus will have a different trend of like in term of food and kind of service. It is the duty of the sales representatives to identify the unique preference of the universities, so as to reach every market in a way that satisfies them. Also, the sales representatives will check on the breaks students and lecturers have to ensure timely food delivery so that students can enjoy a meal in time without getting late especially during quick breaks when they don’t have the time to reach to a food outlet to purchase something to eat.
Grub hub has the opportunity of offering various quality meals to people at affordable prices, especially students, and hence both the company and the students will benefit from each other. Each region will have its separate account, to allow for easy travelling expenses and bring it closer to the target group.
There is a classification of accounts, between A, B and C account for the selected universities. These separate accounts allow for the efficient running of the various stores. The sales reps will keep making around 5-8 calls to their assigned region universities to get updated on the progress. They will also gather customer feedback on a span of every two days, to know their strengths, weaknesses and customer preferences.
Every store manager will be responsible for keeping accounts for its sales and customer feedback, to assist the sales representatives of knowing how to improve their services. On the other hand, the store managers will have several associates depending on the size of the universities, to help in receiving customer queries and delivering of the food in time.
Compensation plan
GrubHub will offer the workers the same compensation plan they have for the others in other regions. An average worker at GrubHub gets around $22,362 per year. Drivers get $63.29 in every hour and normal workers get $10.44 per hour. A manager earns more than $85,000 dollars especially when their stations do better than expected. The sales are expected to be good because of the high population in the universities and the diversification within many universities. The workers will also get incentives and bonuses that will keep them motivated to work better. Al workers are also covered by Grub Hub health insurance, which is spread in a way that every worker can be able to apply for a suitable health coverage. It entails of the low-deductive PPO, high-deductive HSA and medium-deductive PPO.
D. Training & Motivation
Since it is a new market group, employees at Grub Hub have a lot to learn about its market, how to handle it and the challenges that tag along with it. Students tend to eat at any time of the day, and even at late night hours, and some employees would need to catch up with that. Employees will have to understand their current work area and be able to deliver the food to the various regions of the universities without getting lost. Students are looking forward to getting food delivered to whatever place they are within the universities and hence the workers must know the regions well.
Training will involve coverage of the following areas:
· Products and services knowledge
· GrubHub rules and regulations
· History of GrubHub (for new employees)
· Campus knowledge and expected rules
· Delivery techniques.
Moreover, the training will teach them how to make a customer happy so that they can come back and return with friends. The first impression of the plan will decide whether the company attracts more customers. Product knowledge will ensure that the employees deliver the right food to the students or teachers and avoid any chances of wrong order deliver which could disappoint people. Knowledge of delivery methods will ensure the use of the fastest technique depending on the urgency of food order. New drivers will also require training to increase the number of people reaching the students to avoid delays.
