Mr

Mr. Hasnain is working as District Business Manager (DBM) in Bristol Inc. Bristol produces pharmaceuticals, infant formulas and nutritional products, ostomy and advanced wound 1care products, cardiovascular imaging supplies, and over-the-counter products.

Following are the key accountability areas for Mr.Husnain as DBM:

1-      Cultural innovation: Create the environment to build an innovative culture, create and articulate a vision statement, mission statement and strategic objectives.

2-     Execution and Alignment of business plan: Develop and communicate the business plan, understand and explain company's strategies, translate national plan to business plans for districts and territories, set goals and expectations of performance, set priorities, and allocate resources.

3-     New product development: He has to plan and execute at least two new pharmacy products remaining with in the limit of Rs. 1,400,000.

 Strong skills are required in the following areas:

1-      written and oral communication

2-     Negotiation

3-     Job knowledge

4-     Strategic analysis

5-     Leadership and team building

6-     Budget utilization

Question 1: Develop performance measurements for the job of DBM including at least 3 key results (accountabilities, objectives) and 3 behaviors (competencies, indicators).    (15 marks)

Note: A table is provided for your guidance. You may fill the table, change the table as per your requirements or make a new table.

Key Result Areas

Accountability 1:

Objectives:

Accountability 2:

Objectives:

Accountability 3:

Objectives:

Key behavioral requirements

Competency 1:

Indicators:

Competency 2:

Indicators:

Competency 3:

Indicators:

Question 2:

Develop an appraisal form for the position of District Business Manager (DBM) using the accountabilities and competencies developed in Question 1.            (20 Marks)

Question 3:                                                                                                   (5 Marks)

The form here shows performance ratings obtained by Mr. Farooq (Sales Manager), a subordinate of Mr. Hussain at Bristol Inc. Calculate the total score of Mr. Farooq for the period of Jan 2019 to Dec 2019. His rating has been highlighted on the appraisal form. The weights of the competences are the following: