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8/22/2019 HRP Project F1
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Submitted By:-1. Mittul Seth (A030)
2. Navjot Singh Sidhu (A032)
3. Abhay Sood (A033)
4. A.T.Karthik (A036)
8/22/2019 HRP Project F1
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To study the different methods adoptedby GSK for selection at different levels
To study the Induction process at GSK fordifferent level employees
Recommendations to GSK for improvingtheir Induction Process
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Methodology
Identify different job positions in PharmaceuticalSector with special emphasis on GSK
Study the common trends in recruitment,selection and induction processes for theseidentified positions across pharmaceutical
Interview with the company executives to get
detailed insights about GSK Selection andInduction process.
Analyze the obtained data and providerecommendations for improving the same.
8/22/2019 HRP Project F1
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a
• Medical Representative
(Medical Business Associate)
• Sales Executive
• Area Business Manager
• Regional Business Manager
• National Sales Manager
• General Manager (Operations, Marketing, Finance, HR)
• Product Manager
• Marketing Manager• Medical Advisors
• Management Trainees
• Vice President
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8/22/2019 HRP Project F1
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General Guidelines :
• Lateral hires with prior work experience in
the same field.• Initial Interview with the Immediate
Supervisor
• Followed by Skip level Interview withFunctional Head and HR Manager
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• Top 10 B schools of the country
• Group discussion and Panel Interview.
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AIM
• Make employees Market ready
• Make employees GSK ready
Preparation of Induction Calendar
Factors Considered-
• Last 2 years attrition rate considered team wise
• Expansion Plans BU wise
• A & P Budgets decided by month of October
• BU gives demands to HR
• Recruitment starts one month before Inductionprogram.
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Medical Representative Induction
Phase : 1
• Program Duration : 21 Days
• Program Location : Mumbai
• Areas Covered : Anatomy of Human Systems, Basics of pharmacology, Brand knowledge, Marketing sessions,Selling skills, company policies, code of ethics.
• Methodology: Class room trainings, Role plays,
presentations, group exercises, review tests, finalinterview with national sales manager.
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Phase 2 – On the field induction
• Program Duration : 10 – 15 days
• Program Location : Medical Rep – HQ
• Areas Covered: Briefing about the HQ i.e.
customers, distributors, retailers and majorinstitutions.
• Methodology : Joint working with Area
Business Manager/ Senior colleague/ TrainingManager for 5 – 6 days.
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Phase 3 –
Handholding
• Program Duration : 2 days
• Program Location : Mumbai• Areas Covered : Methods to tackle theexperienced concerns/Issues during the firstmonth on the job
• Methodology : Joint sessions with the trainingmanagers.
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Phase 4 – World wide sales force excellence program
• Program Duration : 5 days
• Program Location : Regional HQ
• Areas Covered: Effective sales building programs – planning thesales call, opening and closing the call, interview during the call,
handling questions, rapport building and other conceptual sellingtechniques.( 3 days)
• Behavioral Training - Interpersonal skills, Personal effectiveness. (2days)
• Methodology : Group sessions with training managers ( 3 Days)
• Training sessions with an external trainer ( 2 days)
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Phase : 1
• Program Duration : 10, 13, 27, 40 Days
• Program Location : Mumbai
• Areas Covered : Anatomy of Human Systems, Basics of pharmacology, Brand knowledge, Marketing sessions, Selling skills,company policies, code of ethics.
• Methodology: Class room trainings, Role plays, presentations,group exercises, review tests, final interview with national salesmanager.
• Phase 2,3 and 4 are similar to the previous jobposition.
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• Program Duration : 2 weeks
• Program Location : Mumbai
• Areas Covered : Role clarification, Business Planning,
Demand planning, People management , handlingadverse situations , IT session, product training.
• Methodology: 30 different sessions with different
people from various departments.
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Phase 2 : Competency Development workshops
• Program Duration : 5 days
• Program Location : Regional HQ
• Areas Covered: Developing Competenciesrequired for the job, Behavioral Training
• Methodology: Workshops, role plays, in basket
exercise, assessment centers.
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Regional Business Managers
Phase 1 : GSK ONE Induction Program
• Program Duration : 2 days• Program Location : Mumbai
• Areas Covered : Role clarification, product training.
• Methodology : Sessions with NSM, GM, VP. ( Team
wise) Sessions with different functional heads.
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Management Trainees
• Program Duration : 3.5 years ( 1 – Medical Rep,1.5 ABM, 1 yr Marketing)
• Program Location : Respective Head Quarters
• Areas Covered: All the areas covered in theinduction process of Medical Rep, Area Businessmanagers, Brand Managers.
• Methodology : On the job training and all theinduction programs applicable forMed Reps, Area Business Managers,Brand Managers.
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Vice Presidents
• Two day program conducted by 1 VP and
2 GM’s of the company.
Training Managers:
Program Duration : 5 Days
Program Location : Mumbai
Areas covered: GSK ‘s Global TrainingModules
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Brand Managers
• Program Duration : 3 days
• Program Location : Mumbai
• Areas Covered: GSK way of Brandmanagement – Living the Brand. Imparting
product knowledge.
• Methodology : Sessions with marketing
managers and training managers.
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Non Sales Employees
• Program Duration : 2 days
• Program Location : Mumbai
• Areas Covered: GSK ONE training module
• Methodology : Class room sessions , field
visits and factory visit.
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Medical Advisors
• Program Duration : 5 Days
• Program Location : Singapore
• Areas Covered: GSK’s Global Medical andcompliance policies with special reference to
Indian Markets.
• Methodology: Class-room training
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Total Investments on Induction
Position Cost per Head Total No. of
Employees
Inducted
Total Investment
Medical
Representative
50,000 INR 900 4.5 Cr
Sales Executives 60, 000 INR 150 90 Lacs
Areas Business
Managers
60,000 INR 100 60 Lacs
Management
Trainees
120,000 INR 20 24 Lacs
Total Investment 6.24 Cr Per Annum
Total Sales – 2500 crore; Total Field force – 2800; ROI Per Head Approx 1 crore
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Way Ahead
• Like every other industry GSK is also hit by the GlobalEconomic Crises and well as latest DPCO guidelines.
• Looking for putting employees in the field directlywithout formal induction. Small on the field inductionto be given by ABM to employee field ready.
• Looking forward for having regional training managersat regional to address to regional needs.
• Looking forward for regional inductions at regionalHQ’s instead of one centralized induction at Mumbai.
• Decreasing the number of days of induction withoutdecreasing the quality of content.
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THANK YOU!