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District manager’s assessment case study
About Bepac
Founded in 2011
Our Mission To transfer management knowledge to individuals and firms inspiring them to perform better jobs and achieving their challenging objectives.
Our vision
Bepac is aiming to be one of the leading pharma education management institutes in the Middle East within 15 years.
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Dr. Mohamed Shehab CEO Bepacedu
25 Yrs. experience in Pharmaceutical industry
MIBA, M.Sc. MBA Sales & Marketing lecturer
ISM, CIM Mentor
About me
What is Assessment
Assessment is a series of exercises commonly used by employers to test skills which are not assessable from the traditional interview alone.
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Components of an Assessment Centre
1. Presentation by the employer 2. Group exercises (for example case studies) 3. Individual exercises (for example psychometric tests) 4. Interview (technical or competency) 5. Role play and simulation exercises
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Essential Elements of Assessment Centre
1. Predefined competencies (skills). 2. Realistic simulation of the skills (Presentation or role play). 3. Fair and unbiased assessment (Pooling of data from assessors). 4. Standardized recording of behavior(score sheets and video).
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What is case Study?
A realistic simulation of the type of business or strategic problem you are likely to encounter in your new role .
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Competencies assessed in case study
Analytical Thinking , planning Assimilation of Information Commercial awareness Innovation, Organizing Coaching , leading . Decisiveness, Judgment
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Case study formulation
• Review job description • Determine competencies • Formulate business problem
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Competencies are sets of skills, knowledge, abilities and attributes, characteristics that enable people to successfully perform jobs.
Job description is a list of job duties, responsibilities, reporting, relationships, working conditions and supervisory responsibilities - one product of the job analysis
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Managerial
Activities
Effective Utilization Goal
Achievement
Physical
Resources
Financial
Resources
Informational
Resources
Manager’s Job
Human
Resources
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Management Function
Planning Organizing
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Leading
Control
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Role of first line manager
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• Setting sales target • New product launch • Designing sales territories • Hiring & recruiting • Field force deployment • Developing reps. • Coaching reps in the field. • Run training sessions • Feed back to rep • Territory sales analysis
• Performance management • Weekly meeting • Field force activity reports • Administration(expenses) • Communication with reps/office /physician/ distributors
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Sales planning process MOST Technique
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MOST
Objectives
Strategy
Tactics
Mission
Steps to follow in Case Study
1- Current situation analysis o Sales analysis o Performance analysis o SWOT analysis
2. Objective setting o Inputs, Out puts, Behavior o Sales forecasting , Budgeting
3. Strategy 4. Tactics
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Top performer
Star
Poor performer
Child
Under performer
Coaster
Solid performer
Striver
Ability (Skill) High Low
Hig
h Lo
w
Effo
rt (w
ill)
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A- Assess Reps performance
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B- Sales analysis
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Sales Ach% PPG Market Share
Contribution
Company
Region
District
Territory
Products
Customers
Distributors
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C- SWOT
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Threats Opportunities
Weaknesses Strengths
Internal Business Issues
External Marketplace Factors
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Internal Business Issues
Strengths Weaknesses
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Internal factors : Situations over which your company and your team have control (4ps , People , Process , Performance, capabilities)
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External Marketplace Factors
Opportunities Threats
External factors : Any event in the general marketplace which your company and your team can’t control (Market , Customers , Competitors , PESTLE)
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2. Setting objectives
• Output-related • Input-related • Behaviorally-related • Forecasting & Budgeting
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O
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Output-related objectives
• Sales revenues • Sales growth • Sales/potential
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Input-related objectives
• Working days • No. of calls • Frequent of call • No. of calls to Class A • No of calls to Class B
Behavior-related objectives
• Selling skills • Communication skills • Product knowledge • Competitors knowledge • Customers knowledge • Customer relation
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3- Creating Strategies & tactics
A strategy is a plan of action Strategies are often confused with tactics.
– A strategy is the what – A tactic is the how
S
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Field Force tactics and Coaching plan
Decide action for each rep
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4- Developing Tactics
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Train
Delegate
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Motivate Direct
Ability (Skill) High Low
Hig
h Lo
w
Effo
rt (w
ill)
B- Decide action with each one Coaching styles
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Skills You Will Need to deal with case
study • Interpreting lots of data from various sources.
• Analytical and strategic analysis of problems. • Formulating and committing to a decision. • Commercial insight into a problem. • Oral communication skills for discussing your recommendations
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General Notes
• When will you gain results? • What is the guarantee ? • What will you do if ? • There is no ideal answer • Use different scenarios • Smile , Be confident , Be prepared
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A pioneer in Pharma Education Management Egypt: +201121039957 - +201118116811
+201003543969 bepacedu.com / [email protected]
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