The Sales (Marketing) Department prepares a general sales plan for the Country, for each product.
This plan is transferred to Proxima Research International for the calculation of the distribution across the territories of medical representatives.
After calculation and verification, access to the plan in the system is granted to the company’s analyst.
The analyst checks and makes adjustments (if necessary) in the system for the plan distribution between FFM, approves the plans (Approve), and thereby “cascades” them to the next level – FFM.
FFMs check and make adjustments (if necessary) in the system during the plan distribution between RMs, approve the plans (Approve), and thereby “cascade” them to the next level – PMs.
PMs check and make adjustments (if necessary) in the system during the plan distribution between MRs, approve the plans (Approve), and then approve the plans again (Validate), thereby “sending them up” to the next level – FFM.
Note:
In the planning processes, Regional Managers are the final link. Medical Representatives do not participate in planning — they only receive the execution plan. Therefore, PMs must perform two approval actions: Approve (for themselves) and Validate.
FFMs receive approved plans from PMs and verify them. If necessary, FFM can cancel approval (Reject) and return the plan to the RM for revision.
When all PMs have finally validated their plans (Validate), the FFM will have the active validation function (Validate 9/9).FFMs validate the plans at their level, thereby “sending them up” to the next level – the Analyst.
The Analyst reviews the plans, validates them at their level, thus completing the quarterly planning cycle.