District manager’s assessment

case study

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 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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 About me

Dr. Mohamed Shehab

CEO Bepacedu
25 Yrs. experience
in Pharmaceutical industry
MIBA, M.Sc.
MBA Sales & Marketing lecturer
ISM, CIM Mentor

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 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
Job description is a list of job duties, Competencies are sets of skills,
responsibilities, reporting, relationships, knowledge, abilities and attributes,
working conditions and supervisory characteristics that enable people to
responsibilities - one product of the job successfully perform jobs.
analysis

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 Manager’s Job

Human Physical

Resources Resources

Managerial Goal
Effective Utilization
Activities Achievement

Financial Informational
Resources #Case_experience Resources
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 Management Function

Planning Organizing

Leading Control

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 Role of first line manager

• Setting sales target • Performance management

• New product launch • Weekly meeting
• Designing sales territories • Field force activity reports
• Hiring & recruiting • Administration(expenses)
• Field force deployment • Communication with reps/office
• Developing reps. /physician/ distributors
• Coaching reps in the field.
• Run training sessions
• Feed back to rep
• Territory sales analysis

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Sales planning process
MOST Technique

Objectives

Mission MOST Strategy

Tactics

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 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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 A- Assess Reps performance
High Solid performer Top performer
Striver Star
Effort (will)

Poor performer Under performer

Child Coaster
Low

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Low High
Ability (Skill) 15
 B- Sales analysis
Sales Ach% PPG Market Contribution
Share

Company
Region
District
Territory
Products
Customers
Distributors

Where is the gap? 16

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 C- SWOT
Internal Business Issues
Strengths Weaknesses

External Marketplace Factors

Opportunities Threats

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Internal factors : Situations over which your company and your
team have control (4ps , People , Process , Performance,
capabilities)

Internal Business Issues

Strengths Weaknesses

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External factors : Any event in the general marketplace which
your company and your team can’t control (Market ,
Customers , Competitors , PESTLE)
External Marketplace Factors
Opportunities Threats

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 2. Setting objectives O
• Output-related
• Input-related
• Behaviorally-related
• Forecasting & Budgeting

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 Input-related Behavior-related Output-related
objectives objectives objectives
• Working days • Selling skills • Sales revenues
• No. of calls • Communication skills • Sales growth
• Frequent of call • Product knowledge • Sales/potential
• No. of calls to Class A • Competitors knowledge
• No of calls to Class B • Customers knowledge
• Customer relation

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 3- Creating Strategies & tactics S
 A strategy is a plan of action
 Strategies are often confused with tactics.
– A strategy is the what
– A tactic is the how

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 4- Developing Tactics

Field Force tactics and Coaching plan

Decide action for each rep

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 B- Decide action with each one
Coaching styles

High
Train Delegate
Effort (will)

Direct Motivate
Low

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Low High
Ability (Skill) 24
 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 / info@bepacedu.com

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