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Submitted By:1. Mittul Seth (A030) 2. Navjot Singh Sidhu (A032) 3. Abhay Sood (A033) 4. A.T.

Karthik (A036)

To study the different methods adopted by GSK for selection at different levels To study the Induction process at GSK for different level employees Recommendations to GSK for improving their Induction Process

Methodology
Identify different job positions in Pharmaceutical Sector with special emphasis on GSK Study the common trends in recruitment, selection and induction processes for these identified positions across pharmaceutical Interview with the company executives to get detailed insights about GSK Selection and Induction process. Analyze the obtained data and provide recommendations for improving the same.

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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

General Guidelines : Lateral hires with prior work experience in the same field. Initial Interview with the Immediate Supervisor Followed by Skip level Interview with Functional Head and HR Manager

Top 10 B schools of the country Group discussion and Panel Interview.

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 Induction program.

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, final interview with national sales manager.

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 major institutions. Methodology : Joint working with Area Business Manager/ Senior colleague/ Training Manager for 5 6 days.

Phase 3 Handholding Program Duration : 2 days Program Location : Mumbai Areas Covered : Methods to tackle the experienced concerns/Issues during the first month on the job Methodology : Joint sessions with the training managers.

Phase 4 World wide sales force excellence program Program Duration : 5 days Program Location : Regional HQ Areas Covered: Effective sales building programs planning the sales call, opening and closing the call, interview during the call, handling questions, rapport building and other conceptual selling techniques.( 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)

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 sales manager.

Phase 2,3 and 4 are similar to the previous job position.

Program Duration : 2 weeks Program Location : Mumbai Areas Covered : Role clarification, Business Planning, Demand planning, People management , handling adverse situations , IT session, product training. Methodology: 30 different sessions with different people from various departments.

Phase 2 : Competency Development workshops Program Duration : 5 days Program Location : Regional HQ Areas Covered: Developing Competencies required for the job, Behavioral Training Methodology: Workshops, role plays, in basket exercise, assessment centers.

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.

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 the induction process of Medical Rep, Area Business managers, Brand Managers. Methodology : On the job training and all the induction programs applicable for Med Reps, Area Business Managers, Brand Managers.

Vice Presidents
Two day program conducted by 1 VP and 2 GMs of the company. Training Managers: Program Duration : 5 Days Program Location : Mumbai Areas covered: GSK s Global Training Modules

Brand Managers
Program Duration : 3 days Program Location : Mumbai Areas Covered: GSK way of Brand management Living the Brand. Imparting product knowledge. Methodology : Sessions with marketing managers and training managers.

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.

Medical Advisors
Program Duration : 5 Days Program Location : Singapore Areas Covered: GSKs Global Medical and compliance policies with special reference to Indian Markets. Methodology: Class-room training

Total Investments on Induction


Position Cost per Head Total No. of Employees Inducted 900 150 100 20 Total Investment

Medical Representative Sales Executives Areas Business Managers Management Trainees Total Investment

50,000 INR 60, 000 INR 60,000 INR 120,000 INR

4.5 Cr 90 Lacs 60 Lacs 24 Lacs 6.24 Cr Per Annum

Total Sales 2500 crore; Total Field force 2800; ROI Per Head Approx 1 crore

Way Ahead
Like every other industry GSK is also hit by the Global Economic Crises and well as latest DPCO guidelines. Looking for putting employees in the field directly without formal induction. Small on the field induction to be given by ABM to employee field ready. Looking forward for having regional training managers at regional to address to regional needs. Looking forward for regional inductions at regional HQs instead of one centralized induction at Mumbai. Decreasing the number of days of induction without decreasing the quality of content.
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THANK YOU!