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Narrator: Good evening.

Our group is presenting a role play on the Selection process of Research Director and Business Development Director at XYZ Pharma. Let me introduce you to the Selection Board members Madhuri Kalokhe - MD India Operations, Vikas More MD Singapore Regional office and Jennifer Fernandes Research Director from Corporate Office, London. After a rigorous selection process and various initial rounds of interviews we have shortlisted 4 candidates for the final round. The 2 candidates selected for Research Director are Saurabh Sharma and Sonal Pevekar. Sheetal Kaul and Neelam Bhujbal are the candidates for BDM position. Scene One : Selection Board meeting Lets take a look at whats happening at the Selection Board meeting Vikas More: Good Morning Everyone MD & JF: Good morning MD: Our HR team has shortlisted 2 candidates each for the 2 critical roles that we are looking at. The HR director has told me that all the four candidates are among the best in the industry and have a proven track record of driving their organizations to great heights in their respective fields. VM: Thats great. JF: So now lets discuss on what it would be that might help us finalize on the best among the rest. What is it that would make an ideal Research Director? MD: He should be someone who has in depth knowledge about the pharma industry and the various types of research done globally. VM: The RD has to interact with the Global Research team hence he must also possess good networking skills and should be a good people manager. JF: He should have the ability to identify and set up an able team of researchers who could come up with newer areas where research can be undertaken. VM: Alright. And what about the Business Development Director? MD: The BDM should spearhead the building up of markets in SE Asia. Hence it is important that he should have a strong marketing background. JF: He must have knowledge about the SE Asian countries in order to identify what kind of products would sell where and therefore introduce new and innovative products accordingly.

VM: Yes and he should also have a thorough knowledge of the regulatory practices in each of the SE Asian countries MD: Fine colleagues, Let me summarize the meeting agenda,

RD Narrator: The first candidate is Ms. Sheetal Kaul for the position of Research Director. Lets take a look at how the interview goes. (Panel is seated. Candidate enters) MD: Please come in Ms Kaul SK: Good evening VM: Good evening, Please have a seat. JF: So how was the flight to Mumbai? SK: The flights were on time for a change VM: Thats great. Would you like some tea or coffee? SK: No Thanks I just did. MD: Your resume looks pretty impressive. Research faculty at ABC Institute of Research, Vice President Research at Deli Lilly & Co., SVP Research at Glaxo Smithkline and currently Head of Research at Astra Pharma, U.K. Impressive SK: Thanks VM: So tell us about your role at Astra Pharma. SK: At Astra I am responsible for designing the entire research project. My role involves establishing
controls, setting benchmarks and checkpoints, and defining the policies and procedure for research. I then review the research and suggest directional changes, corrections and policy changes if required. I ensure acquisition of all of the necessary tools, supplies and materials related to the project. I also hire, train and mentor the research staff.

VM: Tell us something about your research team. SK: Well here I can proudly say that my team of researchers is among the best there could be and I have myself handpicked most of them and built up the team to be what it is today. What drives my team is the knowledge that our efforts have the
potential to not only improve health but help people survive.

MD: What according to you has been the most path breaking research undertaken by your research team and why? SK: Our team of experts had been working on a cure for one of the most fatal diseases known to mankind. We had made some ground breaking progress in this field and I firmly believe that once we completed this research our organization would surge by leaps and bounds ahead of competition. This would also have turned out to be a great boon for mankind.

VM: Thats great!!! (emphasize on great) In fact sounds amazing. Can you share further details about this project? SK: I am sorry it would not be ethical to divulge details about the research. Unfortunately, the cost for research was massive and my organization had to stall the project due to the huge cost involved. However I would definitely love to take the project to completion in an organization that would be willing to bear the costs and provide the necessary support. JF: Oh, u mean to say that your organization chose to discontinue working on the project just because they could not fund it further? SK: Yes, Not only the cost but there were other internal issues involved as well. JF: Fare enough, Miss S K , I understand you cannot share too much of information about this project with us right now. However, your subject of research appears to be interesting and going by what you say, might benefit both the organization as well as society. : SK: My team has done groundbreaking research work in TB which is one of the worlds oldest and most deadly infectious diseases killing nearly 1.8 million people a year. For the first time in more than 40 years, a new class of drugs potentially effective against TB has been discovered. Now in clinical trials, the treatment will initially target the increasing number of patients who have failed tuberculosis therapies due to drug resistance. In addition to this we have come up with a new HIV drug Rilpivirine which is undergoing regulatory review and may add to the already strong HIV portfolio. MD: MD: Tell me about your understanding of the job youre applying for? SK: I understand that this is a newly created position for a Research director to directly report to you, MD, London. Apparently, you have created this new position to establish a research team in India & interact globally with the research teams. This position will relieve the workload of three people MD, Singapore, MD India & RD - London

VM: notice period in your current organization

BDM

JF Hello Ms Bhujbal, have a seat. NB Thank you MK- I hope u didnt find it difficult to reach here from the hotel NB- No. no not at all, hardly any distance from my hotel VM Great so lets start with our core discussion Ms. Bhujbal NB Sure JF We have gone through your profile and what we understand from it is that you have been active in this industry since quite a few years NB Yes thats right and I have and also led many successful campaigns in the present organization. MD- You are heading Abbotts diabetes care team for Asia Pacific. What responsibilites does your job involve? NB- My job includes responsibility of our whole business in Asia. From India to Japan, from China to Australia and all countries in between. Mainly it can be summarized as ensuring that we optimally allocate our investments and resources across this extremely diverse and dynamic portfolio of countries. My scope extends across all functions and I invest a very large part of my time in ensuring that we also have the right talent to execute our global, regional and local strategies. JF: You must be aware of digital venture initiatives, whats your take on it?

C: Yes, there are many such initiatives. Mobile health and e-health are hot topics at the moment. But our main focus should be on the patients and we have to prescribe to him the product i.e. medicine which cures him. Like in our company, Especially in the area of Diabetes we have continuous monitoring and data interpretation combined with the right treatment to maximize the quality of life of the patient. VM: What new technology do you think can be introduced that may prove revolutionary?

NB: Few diseases are increasingly becoming a global phenomenon and so are smartphones as well. Using the smart-phone technology will help patients and provide a new customer experience. JF:Do you forsee any problems in this area? NB: Well, the first experiments would highlight some difficulties. Because a glitch, a crash, or an inaccuracy happens, this could cause a patient to wrongly dose insulin with devastating consequences. It is just a matter of time before the newest technology will provide this security, and if your company possess the same , it should work out. MD: So Mr.X What do u Enjoy most in your job role? C: Business development allows me the opportunity to use a number of skills simultaneously, including strategic planning, financial analysis, negotiation, and industry subject-matter expertise. My pharmacy knowledge is critical to researching the technologies. I get to use all the skills Ive developed throughout my career, plus I constantly learn new things at the very cutting edge of medical technologies, some of which I anticipate will be revolutionary products and provide great benefit to patients. JF: Alright Ms. Bhujbal. Thank you for your time. You should hear from us again in about a week. (NB exits) JF: What do you think about this candidate. Would she be able to fit into the BD Dir. Role? MD: Frankly I am not too impressed with her. Let see if the next one manages to impress all of us. VM: Thats right. Lets see how it goes.

Narrator: So looks like that interview didnt go very well. Our next candidate is Ms. Sonal Pevekar. JF: Come in Ms. Pevekar. Have a seat. SP: Thanks. MD: Why dont you take us through your career path so far? SP: Well I started out as an Management Trainee at Torrent Pharma and moved on to the role of Regional Sales Manager within a span of 3 years. In that role I developed a strong distribution network, formed a complete sales team giving them product and sales training. I later moved on to Triton Health care as Business Development Manager and within a year was promoted to Regional Sales Manager. I now work as head of Business Development at Lintas Pharma

JF: Tell us about your role at Lintas Pharma SP: I spearhead business development initiatives for the orgn majorly for SE Asian countries. This includes developing of strategic plans to promote revenue, profitability and growth. I am involved in building and managing a team of business development managers across the countries. I am responsible for the achievement of sales budget within the defined timelines, identifying and analyzing new markets product segments and new channels. Once new markets are identified, I ensure development of the markets through proper planning and implementation of innovative sales promotion schemes. MD: Since you operate out of Mumbai, how do u handle SE Asian countries? SP: I have a strong understanding of the different kinds of regulatory practices and the different needs of each of the SE Asian countries. This deep understanding helps me to formulate different strategies which are country specific as it is important to know what works in one country and what does not. I also have my team spread out across all the SE Asian countries and I spear head and direct them remotely. VM: Alright. Have you built this team yourself? SP: Yes. Most of the BD managers in each country have been selected and handheld by me in order to ensure that they can lead their respective teams to work towards overall profitability of the organization. My team is certainly among the best in the industry and the same is seen through the profit made by my organization. JF: Pharmas are mostly very structured & regulated. Why cant they be more agile, disruptive or innovative especially in terms of marketing? SP: Very simple: selling pharmaceuticals or medical devices is not like selling mobile phones or a shampoo. Use and misuse have a direct impact on a patients health. This is why this market is so regulated and every single claim has to be substantiated scientifically. It is in the interest of all of us, as all of us sooner or later need drugs. MD: Alright Ms Pevekar. Are there any questions youd like to ask us? SP: I have done a good deal of research on your company & the role before coming for this interview. So Im more or less aware of the way it functions. VM: Great then. Thank you for your time. We would give you a call in about a week. SP: Right. Thanks. ( Exits) JF: Okay. This candidate certainly was better than Ms. Bhujbal. She was clear in her responses and seems to have most of the qualities we are looking for. VM: I think so too.

MD: yes I agree. The plus point is that she is currently working with SE Asian markets and has sound knowledge of the same. Lets finalize on Sonal Pevekar then.

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