AstraZeneca Presentation

Assessment Center
Assessment Center (AC) is to be adopted for the recruitment of Supervisor & above.
Approach Interview Group Exercise
Motivation Communicat ion Decision making Work with people Innovation
2nd INT ERVIE W 1st INT ERVIE W TE LEPHONE SCREEN
CV SCREENING CANDIDAT ES Dat abase S ear ch Advertise Oth er Agencies Resou rcing In itiatives INNO VE X JO B B RIEF CUSTOME R BRIE F
Territory
*Tier I *Tier II *Tier III
Resourcing Organization Structure
Opeartion Director
Resourcing Manager China
Recruitment Assistant 1 Human Resource Assistant
Motivation Key Interpersonal Competence skills to be assessed Judgement Work with people Develop others Customer focus Planning Innovation
Years
0
10
20
30
COSTS
Outsourcing means you can manage costs more efficiently and transparently
Why Outsource?
36
Flexibility in contract Motivated staff
41
33
Territory Vacancy Management
Health Management Services
Sales Management Training & Development
Recruitment
Sales force “Healthcheck”
The Benefits Of Outsourcing
Background Information Personal Behavior Competence Profile
Recruitment Activity -1
Telephone Screening
Background Information:
* Education
* Work Experience * Job related knowledge
More effective selling means we can gain bigger market share more quickly
Faster trials mean we can Reduce time to launch
SALES
Flexibility means maintain market position longer
Recruitment Activity - 2
1st Interview
Personal Behavior:
*
Appearance
* Communication Competence * Language Capability
* Interests * Job performance
Recruitment Activity - 3
Key Issues for Provision of Recruitment Timelines
Based on:
* * * *
Team Size
Job Specification Territory
Extent of Operational Control
Breadth of Recruitment in China
76
Concentration on core business
80
0
10
20
30
40
50
60
70
% Survey Respondents
Source: KPMG survey 2000
Flexibility to Meet Peaks
Without outsourcing
Resource need/level In House With outsourcing
Contract sign off
•Database Search
• Position job specification • Territory • Size
Customer to provide
•Advertise •Other Agencies •Resourcing Initiatives CV Collection
3 weeks 2 weeks
CV Screening Telephone Screening 1st Interview 2nd Interview Job Offer
Profile Brief Marching
Around 10 screened CVs for 1 position Around 5 Tel-screened CVs for 1 position Around 2-2.5 1st interviewed CVs for 1 position Customer Involvement?
Presentation
Decision making Communication Organising Work with people
In-tray Exercise
Planning Judgement Commercial awareness Work with people
Commercialisation
Innovex
Building sales teams that sell drugs to doctors on behalf of Pharma companies
18,000 people 7,400 MR’s 31 locations
Information Technology Platform
Part II Innovex Competence Based Recruitment
Key Issues-Recruitment
JOB OFFER . . ..the process can be m odified to ac hie ve specific custom er objectiv es.
2nd Interview Competency Profile:
*
Motivation
* Interpersonal Skills * Learning / Development Skills * Decision Making / Judgement * Customer Focus * Working with People * Planning & organization * Innovation
CONTENT
Part I : Innovex In China
Part II:
Innovex Competence Based Recruitment
Part III: Innovex Training Part IV: Innovex Shadow Sales Team
Part I
Innovex in China
Time
Resource need/ level
Outsourced In House
Time
Key Benefits of Outsourcing
Increases strategic flexibility Customers can concentrate on core business and the issues of tomorrow. Gain access to best in class service providers and their skills. Enables fundamental change in business and processes. Creates competitive differentiation through innovation. Reduces costs (through economy of scale) and provides cost transparencycontrol. Flexibility for future workload planning. Managing new product responsibilities Process management Strategic direction
INNO VE X’ S rec ruitment p roc ess:Develope d ove r th e last 20 years this process ensures we select only th e best re presentatives . . .
Recruitment Activity
China Experience
Projects Completed or Ongoing in China to Date:
Customer