Oman Pharmaceutical Products Co. L.L.C. (OPP)
OPP is a Global Pharmaceutical company specializing in the development, production & marketing of generic and OTC pharmaceuticals in the GCC and world wide. The ultra modern plant of Oman Pharmaceutical Products Co. LLC is located in Salalah, South of Oman. The manufacturing plants are regularly inspected by Health Authorities of GCC and othermajorcountries.
OPP / Zynova is the only pharmaceutical organization in GCC to have achieved this rare distinction of crossing regulatory approvals of some international authorities like MHRA -UK, TGA-Australia, RVO-Germany and GCC-DR.
This world-class facility also offers Contract Manufacturing services to multinational corporations and large pharmaceutical organizations who would like to outsource products for toll manufacturing. The portfolio of finished dosage products includes antibiotics and non-antibiotics which are manufactured in dedicated production blocks. This facility has large modules for production of Hormone and Steroid Formulations, the only one of its kind in the GCC. OPP has large manufacturing capacity for Tablets, Capsules, Liquid Orals, Dry Powders and Topical preparations. Technical & Regulatory supports are available as an integral part of the company's services. OPP is interested in Global partnerships for Contract Manufacturing, In-Licensing, Co-Marketing and Joint ventures
Oman Pharmaceutical Products Co. L.L.C. offers a fast-paced, entrepreneurial environment ideal for high energy, passionate people who thrive on challenge, innovation and dynamism. We are creating an organizational workplace that will attract energies and help retain the finest talent available concurrently. We strive to promote the spirit of teamwork in the workplace, develop and nurture leaders who shall bring out the best in themselves and their colleagues.
Factors to keep in mind:
- OPP is comparatively new company in Omani Market trying to establish itself amongst the better known global brands in Oman as well as globally.
- The company operates in the B2B market and the potential customers could include hospitals, chemists or medical practitioners, the sales are usually made through sales team of medical representatives.
Assignment Task:
Assuming that you are the VP of OPP in Oman, develop a sales force plan for the company that would allow them to meet their sales targets. Present your plan in the report covering the following:
- An environmental analysis of the factors influencing the sales of the company (This may include a SWOT analysis). Based on the analysis develop a growth strategy (Corporate) and then a generic strategy (Business) for your company.
- Based on this analysis define the sales target for the next year ie 2017-2018. (You could have a sales target for the different customer groups of the company)
- Develop a sales force plan to achieve the defined sales targets. This should include Sales Force Size & Territory Design for Oman with a clear justification. (You need to select any one technique to decide the size of the Sales Force and the same applies for territory design, giving a rationale for your choice.)
- A plan for sales training and techniques for effective sales performance of the sales team of OPP. (Your suggestions have to be justified)
- The customer relationship strategies, which the sales team could use to build a loyal customer base. (Your suggestions have to be justified).
Guideline for assignment
Task 1 Environmental analysis
SWOT
Corporate Strategy like with business strategy
Task 2 Analyze the situation
Set goals and objectives
Determine market potential and forecast sale
Determine the choice of corporate strategies they need to identify the business strategy
Develop strategies - sales strategies and sale budget
Allocate resources A develop budget
Evaluate and control
Task 3 training need assessment
Determine training objective
Develop content of the training program
Determine responsibility method of deliveries timing and location
Task 4 Market module
Attachment:- SRM Handouts.rar