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    First 100 Days

    Uploaded by

    Namron Gnobmy
    The document outlines the objectives and priorities for a general manager in their first 100 days at a new company. It includes establishing relationships, understanding the business operations and financials, conducting sales reviews, and developing short and long term strategic plans.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    First 100 Days

    Uploaded by

    Namron Gnobmy
    182 views12 pages
    The document outlines the objectives and priorities for a general manager in their first 100 days at a new company. It includes establishing relationships, understanding the business operations and financials, conducting sales reviews, and developing short and long term strategic plans.

    Original Description:

    first 100 days of CEO

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    The document outlines the objectives and priorities for a general manager in their first 100 days at a new company. It includes establishing relationships, understanding the business operations and financials, conducting sales reviews, and developing short and long term strategic plans.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    182 views12 pages

    First 100 Days

    Uploaded by

    Namron Gnobmy
    The document outlines the objectives and priorities for a general manager in their first 100 days at a new company. It includes establishing relationships, understanding the business operations and financials, conducting sales reviews, and developing short and long term strategic plans.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 12

    THE FIRST 100 DAYS

    Framework for new General Manager of Ace


    Medical

    Prepared: 12/03/2018
    Introduction

    Norman H. Imbong is an accomplished marketing and sales professional


    with over 13 years managing brands, media and technology products
    spanning construction solutions, digital advertising & content, event
    management, and virtual worlds. Known for his analytical yet assertive
    approach to product and market management.

    He is known to be a bold visionary but makes sure that all decisions is within
    the Project Management standards, ensuring delivery and sustainability of
    products and marketing systems. With an entrepreneurial approach to
    business, he adheres to conservative operations costs and bottom line
    management approach coupled by intensely creative sales strategies.
    Objectives of the first 100 days
    •  Establish rapport with management team and employees

    •  Build a cohesive team with shared objectives

    •  Define all the working relationships and articulate expectations for the
    year
    •  Conduct sales review meetings

    •  Fully understand the current operating situation of the company

    •  Gain familiarity with products and understand all Unique Selling


    Points (USP)
    •  Develop an understanding of key drivers impacting the business

    •  Understand departmental organization, personnel, management and


    priorities
    Priorities by discipline
    General Sales and Revenue
    •  Understand organization •  Review sales projections, issues, and
    •  Roles and responsibilities forecast
    •  Asses morale •  Check all existing EARLY WINS like;
    •  Motivation/Compensation existing contracts, partnerships, and
    •  Benefits program and costs follow up executions
    •  Open heads report •  Sales team effectiveness

    Finance and Operations Technology and Purchasing


    •  Review financial reporting •  Understand technology environment
    process including existing vendor relationship
    •  Understand full-year •  Establish editorial operations and current
    forecast and mitigations issues
    efforts •  Define a 2-year technology plan
    •  AUDIT and other issues
    •  Review staffing
    •  Create policies and
    procedures
    Priorities cont.
    Upper Management Marketing & External Relationship
    •  Determine reporting structure •  Define marketing role and
    •  Articulate objectives for the objectives
    current year •  Evaluate relevant conference
    •  Establish targets for upcoming schedules, objectives and budgets
    periods •  Review marketing promotions and
    •  Set reporting dates programs
    •  Schedule company meetings •  Identify key partnerships and
    external relationships
    Agenda for sales review
    Customers Pipeline Management
    •  Review sales data by •  Team meetings, calls and trainings
    customers •  Closing sales opportunities review (30,
    •  Define buyer profiles 60 and 90 days)
    •  Messaging/key selling •  Close rate: Sales effectiveness
    propositions
    •  Underserved markets
    •  Lapsed customers Product and Competitors
    •  Key Account Management •  Sales feedback on product and product
    development
    Sales Personnels •  Competitor profiles and selling
    •  Compensation package propositions
    •  Targets: calls, meetings, sales, •  What is the size of the target market
    etc
    •  Territory planning, time
    management
    •  Tele-sales vs field sales
    approach
    •  Sales competition and team work
    Timeline
    Pre-boarding Week 1

    General •  Meet one-on-one with exec team •  “All hands” meeting on day 1
    •  Performance reviews •  First day management team
    meeting
    •  Office visit
    •  Staffing review with HR
    Sales •  Potential product demo / client •  Full sales review with existing sales
    visit team
    •  List of products to be sold •  Define sales process and
    procedures
    Finance •  Management reports, budgets, •  Review financial reporting
    strategy docs
    Technology & •  Manage personal login setup •  Technology overview and planning
    Purchasing •  Review product roadmap
    •  Understand relationship with
    vendors
    Marketing •  Review all existing marketing •  Review conference schedules
    materials •  Press releases
    Upper •  End of week check
    Management
    Timeline
    Week 2 Week 3

    General •  Set up small group staff meetings •  Business operations review all day
    •  Satellite office visits meeting
    •  Review / Approve hiring plans •  Continue small staff meetings
    •  Agenda for operations meeting •  Determine senior management
    team
    Sales •  Attend sales pitch •  Review weekly sales call reports
    •  Review selling materials •  Customer visits with sales reps
    •  Evaluate licensing requirements
    Finance •  Month close and revise forecast •  Management review of YTD results

    Technology & •  Third party agreements


    Purchasing
    Marketing •  Review marketing materials
    •  Website development
    •  Branding activitiy
    Upper •  End of the week check •  End of the week check
    Management
    Timeline
    Week 4 Week 5

    General •  Set up small group staff meetings •  Continue small staff meetings]
    •  Define/discuss executive team •  Assemble management team
    objectives
    •  Company-wide status
    communications
    Sales •  Client visit(s) •  Monthly all-sales team call
    •  Determine new product
    opportunities
    •  Competitor analysis
    Finance •  Warehouse, distribution, cost •  Overhead cost review: rent,
    analysis and recommendations insurance, etc
    Technology & •  Monthly department meeting
    Purchasing
    Marketing •  New product opportunities •  Monthly department meeting

    Upper •  End of Month financial review •  End of week check in


    Management
    Timeline
    Weeks 11 - 12 Weeks 13 – 15

    General •  Monthly executive team meetings •  HR and hiring plan for 2019
    •  Company-wide status •  Annual performance review process
    communications kick off
    Sales •  Client visits •  Monthly all sales team call
    •  Final quarter sales competition •  Sales rep and sales force review
    •  Review pricing for 2019 •  Implement recommended
    improvements
    Finance •  Monthly close •  Planning schedule for 2019

    Technology & •  Budgeting and planning for FY


    Purchasing 2019
    Marketing •  Website revision presentation •  Implementation of (re)branding

    Upper •  End of week check •  Outline the three years strategic


    Management plan
    Summary of first 100 day targets
    •  Achieve clear baseline understanding of business, esp.
    opportunities and challenges
    •  Conduct multiple ‘points of contacts’ with staff; meetings,
    presentations customer visits
    •  Complete sales review and implement action plans
    •  Commence financial and strategic planning for 2019
    •  Conclude staffing evaluation and management team
    reviews
    •  Agree with upper management re: three year strategic
    plan
    Manager’s Proposed Package
    Amount per month Remarks
    Basic Salary P 75,000.00 Paid bi-monthly every 15th and 30th

    Allowances:

    Communication P 1,200.00 Mobile communication allowance


    Gasoline P 8,000.00 Gasoline allowance
    Total Pay P 84,200.00

    Others

    Vehicle Assignment A/T Transmission assigned vehicle


    Sales Commissions 1% Commission per awarded PO
    Benefits

    Government SSS
    Mandatory Benefits Pag-ibig
    Philhealth

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