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KẾ HOẠCH NHÂN SỰ TẠI CÔNG TY THƯƠNG MẠI DƯỢC PHẨM ĐÔNG Á HUMAN RESOURCE PLANNING IN DONG A PHARMACEUTICAL TRADING CO., LTD PREMISE People are always central in all matters of the organization A company or an organization, despite abundant financial resources, machinery and modern techniques would become meaningless without human resource management The main mode of Human Resources Management will create the face, playful excited or stressed atmosphere, overcast in the company Human resource management is the management of the workforce of an organization, company, society and personnel Every form of economic society associated with a certain mode of production, the trend of increasingly complex governance with the increasing development of social economy In today's market, businesses are facing challenges to maximize efficiency provides its products and services This requires attention to quality products and services, to marketing and sales methods as well as the internal process efficiency The leading companies often try to create a balance between nature and the creative consistency To achieve this goal, they are based on some of their greatest assets and that is that "human resource" HRM helps searching, developing and maintaining staff and quality management those actively involved in the success of the company The organization looks forward to the experts on human resources management to help them achieve efficiency and higher productivity with a limited labor force One of the main requirements of human resource management is to find the right people and the right amount of time on the condition satisfies both business and new employees When selecting the appropriate skills to work in place, both the employee and the company will get benefit HRM is understood as the impact of the rule of subject to the objective in order to achieve the objectives which have been proposed HRM is monitoring, guiding, adjustment, checking the metabolism (energy, nerves, muscles, ) between the human and material elements of nature (tools and subjects of labor, energy, ) in the process of creating material wealth and spiritual to meet the needs of people in order to maintain, protect, use and development of the infinite potential people None of the activities of the organization brings effectiveness without human resource management In other words, the goal of any organization is to use an effective HR organization to achieve the objectives The existence and development of a company depends largely on the exploitation and efficient use of resources: capital, infrastructure, scientific and technical progress, workers, these factors have an intimate relationship with each other and react to each other Factors such as machinery, material goods, technology can be bought, learnt, copied, but humans Thus, we can affirm that human resource management plays an essential role for the survival and development of enterprises Humans, with creativity, hard work and diligence invented the original tooling from the primitive to the development of high-tech; high-tech science today has served the demand for themselves and social development Human resource management contributes to solving the social and economic aspects of labor issues It is general problems of social, economic activities in general are going to sooner or later purpose which is to make people enjoy their own achievement Human resource management is in associated with any organization or any agency organization Human resource management is an important component of management functions, it has roots and branches spread all over the place in all organization Management's presence in all the departments, any level administrators also subordinates so each organization must have human resource management HRM create atmosphere for a business culture It is also one of the factors determining the success or failure of a business In human resource management, the Human Resource Planning is one of the most important parts Planning resources or manpower planning is the process of forecasting the demand for human resources of an organization to carry out the next steps to meet that need Human resource planning is a process of ensuring that the organization has enough people with the necessary skills to complete the work to achieve the goals of the organization Thus manpower planning involves forecasting the needs of the organization in the future of human resources and staffing to ensure that the organization will have enough needed staff at any necessary time to create conducive, achieving the organization's objectives Specifically workforce planning includes: - Determining the amount of the people with qualification and skills to adapt to - perform tasks or goals of the organization Identifying workforce who will work for the organization Selecting solutions to balance supply and demand of labor organizations at the - appropriate time in the future Purposing human resource planning: Maximizing the use of human resources and ensuring its growth continuously Ensuring the necessary skills to carry out the objectives of the organization Coordinating the activities of human resources with the objectives of the organization - Increasing the productivity of the organization Clearly, human resource planning helps organizations determine the distance between the present and the future direction of the manpower needs of the organization; proactively anticipate problems and seek measures to meet human needs At the same time, human resource planning helps organizations find better opportunities and limitations of the human resources that existing This has important implications for the strategic planning of the business In other words, human resource planning cannot be done in isolation but must be closely connected with the company's strategy This is the first step but the most important step Like business, planning must be made from scratch and companies must follow that plan HR planning is a sensitive, unlike the other plans of the company The company's plans have achieved it to achieve the company's other plans Foundation in 1996, after nearly 20 years of development, Dong A Pharmaceutical Trading Co., Ltd (Dong A Pharma) is planning to develop production and expand to the South The company will need to have a detailed staffing plan in 2015, a pivotal year for the development of the company in the future The importance of HRM planning is obvious, but how to build the machine, when to recruit, who will be hired are all those the company need to take carefully and exactly INTRODUCTION a General information Company name: Dong A Pharmaceutical Trading Co., Ltd Address: Lot A2 - CN3 Tu Liem Industrial Zone, Minh Khai Ward, North Tu Liem District, Hanoi Tel :( 84) (4) 3783 1673 - Fax :( 84-4) 3783 1676 Email: info@dap.vn Website: www.dap.vn Dong A Pharmaceutical Trading Co., Ltd (Dong A Pharma) is a leading Market Expansion Services provider with a focus on the field of Healthcare in Vietnam The company offers the following services: Logistics, Sales, Marketing and other services on request Dong A Pharma desire to help companies who are looking for a reliable outsourcing partner to grow and expand their business in the territory of Vietnam, to enhance the operational efficiency by the appropriate solutions for each region We mainly provide the services for Pharmaceutical sector, Medical Equipment and Supplementary Food The company revenue in 2013 reached more than 500 billion VND (US$ 23.6 millions) There are 315 employees in the company, in which, the sales team consists of 210 people, the logistics team includes 48 people, the marketing team consists of 10 people and the rest is in the Back Office (Administrative & Human Resources, Finance & Accounting, Customer Service, Information Technology and Regulatory Affair) (according to the data by 2014) The company has already developed hundreds of popular brand in the field of HealthCare such as: Pharmaceutical: + Oriental Medicine: Phong Lieu Trang Vi Khang, Hoa Da Tai Tao Hoan, An Cung Nguu Hoang Hoan, … + Western Medicine: Haicneal, Skineal, Flucofast, Biseptol, Eriprove… - Medical Equipment: Xiang Yu spine stretching machine, Mindray patient monitoring machine, Dong A mid - range machine, Dong A acupuncture needles Supplementary Food: Thien bao tien liet khang, Norwegian Fish Oil, Omega 3, Shark Cartilage… History: Dong A Pharmaceutical Trading Co.,Ltd, headquartered in Hanoi, Vietnam was - established in December 1996 by two co-founders who were Pharmacist Dinh Van Loc (Mr.) and Pharmacist Le Minh Nguyet (Mrs.) At first, we went into drug business by importing finished products Then they expanded our business into Supplementary Food Products and Medical Materials By 2002, they established a branch in Ho Chi Minh City and expanded their operation to the South By 2005, they established a branch in Da Nang to cover the rest of cities and provinces in Vietnam By 2008, Dong A Medical Equipment JSC was founded in order to promote the development of this potential field By 2009, they decided to develop the Logistics Services (warehousing, importation-exportation, distribution) By 2012, they repositioned the company as the leading provider of Market Expansion Services (Logistics, Sales, Marketing) with a focus on the field of HealthCare (Pharmaceutical, Medical Equipment, Supplementary Food) in Vietnam This was absolutely an important decision in order to seize the market opportunities and exploit as well as develop the existing systems that had already built up and developed for 16 years (including infrastructure systems, management software system, sales point system, sales force and partner system) - The revenue of the company by 2013 reached more than 500 billion VND (US$ 23.6 millions) b Vision and mission - Vision: being the No.1 Provider of Market Expansion Services with a focus on the - field of HealthCare in Vietnam for the small and medium-sized enterprises Mission: + Providing the appropriate package of services for each client, helping them to maximize their revenue at a minimum cost + Becoming the reliable service provider, promoting the development of the whole industry (especially the logistics industry in Vietnam) + Actively seeking and developing the high-quality products, improving the social - welfare and health of the entire population Brand Philosophy: + Always improving the quality of services as well as the processes in order to satisfy the clients’ needs + Being open-minded, self-motivated, intimate and honest to bring the good values to the clients, consumers, business partners and the whole society + Highly paying attention to developing the good/talented human resources and enhancing benefits for the employees c Organization chart At present, Dong A Pharma has 315 employees The CEO is Mrs Le Minh Nguyet who graduated from Hanoi Pharmacy University and has the experience of over 40 years working in the field of Healthcare in Vietnam She is highly appreciated as an outstanding manager who drives a clear strategy for growth and reaches plenty of significant achievement d Products: In the past 18 years, Dong A Pharma has already developed hundreds of popular brand in the field of healthcare such as: Trang Vi Khang Use: Special treat colitis acute An cung nguu Haicneal and Use: bucket of root chronic Packaging: 50ml Packaging: Box of tube, a tube box packages, each 5ml bag, box of 50 package 8g bags Hoa da tai tao hoang hoan hoan Use: Traditional Use : Sequelae medicines Stroke recovery and Emergency prevention Stroke Packaging: wooden Packaging: 80g box with or jar (500 tablets) tablets 3g each Box of 10 packs, 50 tablets / pack Kien nao hoan Use: Treatment of Ngu phuc tam nao Thien su ho tam Skineal Use: Fungus dan Use: Support and Use : Treatment and treatment, itching insomnia, memory Packaging: Box treatment of prevention of angina loss Packaging: 100 tube 5g - 10g Packaging: Each cholesterol Packaging: 60 drops bottle, capsule 150 mg, 300 capsules / bottle bottles / box capsules / box e Achievement - Well- known brand 2014 - Top brand – Vietnam 2014 - Certificate of Good Distribution Practice Certificate of Good Storage Practice Award “Contribution to Vietnamese people’s health” – The first time in 2009 Gold cup of Vietnam Pharmaceutical Brand - 2006 f Partner g Infrastructure - At present, the headquarter in Hanoi is over 5.000 m2 in Tu Liem Industrial Zone, including 6-floor office building (over 500 m2 in area) with the most modern facilities, warehouses with GSP standard (total area of 2.000 m2, capacity of 1.841 pallets), one cafeteria, one gym and a spacious campus which facilitate - vehicles’ entry and exit In addition, Dong A Pharma also owns a GSP warehouse in Hochiminh City, with area of 1.400 m2 and capacity of 1.404 pallets Moreover, they have a 6.500 m2 land in Hoa Khanh Industrial Zone - Da Nang, ready for the construction of a large - distribution center After 18 years of developing, Dong A Pharma has a strong management team and lots of proficient staffs There are 315 members in the company, in which, the proportion of university degree is over 85% The sales team consists of 210 people, the logistics team includes 48 people, the marketing team consists of 10 people - (according to the data by 2014) Additional, Dong A Pharma also has a close relationships with many Vietnamese professional associations, as well as relationships with over 5.700 doctors and professors of top hospitals in Vietnam We also have a strong network with big media partners (Dat Viet advertising company, TV Plus - Goldsun Group, Vietnam television, Hochiminh city television,…), and big financial institutions (MBBank, HSBC, Vietinbank,…) h Distribution system - Dong A Pharmaceutical Trading Co., Ltd is headquartered in Hanoi with two branches in Danang and Hochiminh City Their distribution system meets the GDP standard and covers total 64/64 provinces, cities in the territory of Vietnam with - over 200 employees of the sales team (including Managers and Staffs) OTC channel includes: over 70 distributors across the country, over 400 - wholesalers in Hanoi and Hochiminh City and nearly 15.000 retail stores ETC channel covers over 600 state and private hospitals across the country In addition, Dong A Pharma also develops the FMCG, key account sales point in order to distribute supplementary products, skin care products, dandruff treatment - products… The delivery team consists of over 20 employees to deliver goods continuously to - all provinces and cities in Vietnam The rate of successful delivery reaches 97% and the time for delivering to the specified location is from to days since the receipt of the request HUMAN RESOURCE PLANNING FOR DONG A PHARMACEUTICAL TRADING CO., LTD With a staff of over 315 people, human variation in the annual East Asia is huge in which the greatest rejection of the sales department with more than 210 people Every year, Dong A Pharma regularly recruit large waves on May and October The Human Resources Department will be staffing plan for 2015 and will be implemented across the entire company, at all locations a The goal - HR planning needs in 2015 - Identifying the knowledge and skills essential to the company's strategy in 2015 - Developing a plan to recruit, train and evaluate personnel annually b Scope: On the whole company c Contents: HR Plan is built according to the following steps - Forecasting demand for human resources; - Analysis of the current situation of human resources; - Decision-making, increase or decrease human resources; - Plan implementation; - Evaluation of the implementation plan 1) Forecast staffing needs in 2015 Dong A currently has 315 employees, in 2015 the company intends to expand its business into markets in the Central and the South, so the Sales, Marketing and Support Dept will have to hire more people The expansion of personnel in 2015 came from the following causes: a The company expanded sales to the Central and Southern Region b Target sales increased 160% compared to 2014 due to the recovery of the economy Expected demand in 2015 plans for each department of Dong A Pharma as follows: Reporting requirements under sections No Department Board of Directors and Assistant 2014 2015 11 11 Increase/ Note Decrease No variation Increase by 40 business Sales 210 250 40 expansion and increase of 160% compared to 2015 targets Marketing 10 15 Logictics 48 60 12 Support Dept 36 40 Collaborator 100 200 100 415 576 161 Total Increase the service of increasing targets Increasing the area of central and southern Support the central and the south 100 collaborators for the Central and Southern Demand for HR in 2015 is to increase 61 staff and 100 collaborators, including the Central and Southern majority of newly recruited personnel 2) The company human resources situation a Situation of human variation in 2014 and expected in 2015 Report HR fluctuations in 2014 No Department Board of Directors and Begin End 11 Increase/ Decrease New New Quit Movement recruitment recruitment 2 44% Rate Quit 22% Movement 22% Assistant Sales Marketing Logistics Support Dept Collaborator Total 189 12 46 30 70 356 210 10 48 36 100 415 30 30 73 0 14 21 -2 30 59 16% 0% 7% 20% 43% 21% 5% 17% 2% 0% 0% 4% 11% -17% 4% 20% 43% 17% Reviews - The percentage of the average stays: 4%, of which most parts Marketing - Percentage of new entrants: 21% - Total personnel movements: Increase 17% Expected changes in 2015 (Expected demand based on the rate of personnel change in 2014) No Department Increase/ Decrease New New Quit Movement recruitment recruitment Begin End 11 11 2 210 10 48 36 100 415 250 15 60 40 200 576 51 13 100 177 11 0 16 40 12 100 161 Board of Directors and Assistant Sales Marketing Logistics Support Dept Collaborator Total Rate Quit Movement 44% 22% 22% 16% 0% 7% 20% 43% 21% 5% 17% 2% 0% 0% 4% 11% -17% 4% 20% 43% 17% b HR situation in 2015 Report headcount in 2014 No Department Quit Total Dismissal Quit Rate Number of staff Dismissal Quit Board of Directors and Assistant 2 0% 22% Sales 189 2% 3% Marketing Logistics Support Dept 0 2 12 46 30 0% 0% 0% 17% 2% 0% Collaborator 0 70 0% 0% 11 14 356 1% 3% Total Reviews: Percentage of dismissal is only 1% Percentage of self-off is 3% Report HR increase in 2014 Quit No Department Total Rate Number of staff Dismissal Quit Dismissal Quit Board of Directors and Assistant 33% 11% Sales 30 30 189 16% 0% Marketing 0 12 0% 0% Logistics 46 4% 2% Support Dept 6 30 20% 0% Collaborator 30 30 70 43% 0% 71 73 356 20% 1% Tổng 3) Dong A Pharma HR plan in 2015: See appendix 01 4) Deployment plan: a Quit in 2015 No Department Board of Directors and Assistant Sales Marketing Logistics Support Dept Collaborator Total Q1 0 Q2 Q3 Q4 Total 1 11 1 0 14 0 0 0 0 0 11 0 16 Q2 Q3 Q4 Total 1 11 0 13 0 0 13 b Time allocation plan in 2015 No Department Board of Directors and Assistant Sales Marketing Logistics Support Dept Collaborator Tổng Q1 40 4 100 13 0 0 13 51 13 100 177 c Recruitment by level of education No Department Level Board of Directors and Assistant Sales Marketing Logistics Support Dept Collaborator Tổng Amount High College school University Master University University College, level University, college University 13 30 Under high school 21 13 100 177 5) Recruitment plan a Job description No Position General Career target Specific tasks Be responsible for Managing staff, Get indicators from the managing sales promote staff to get the board of directors, department follow target plans to implement information Sales manager region and Urge employees, product looking for sales opportunities, promotion, training and support staff according to sales performance targets Sales staff Sell product Complete business Get specific targets targets which have from the manager, plan been delivered since and implement in order the beginning of the to achieve the target year Marketing staff Implement Deploying marketing Deploying marketing marketing program, bringing program, bringing programs information and information and pictures of products to product images to the target markets target market Administrative Perform Perform administrative Perform administrative Officer administrative tasks and support tasks and support Implement all task Implement all task Implement all task related to IT related to IT related to IT Support all task Support all task Get indicators from tasks and support IT staff Collaborator business management staff and implementing direct sales support b Recruitment plan: See appendix 01 6) Staff training plan No Department Purpose Result Method Time Sales Heightening Sales Direct training June, September Qualification and practice, and November request with external experts Marketing Heightening Marketing Direct training Qualification and practice, request with external June experts Collaborator Heightening Understandin Direct and the sale g the product, practical, may sell and trained by sales recommend manager April products to customers ANNUAL TRAINING BUDGET TABLE No Training course Heightening the Participants 80 Time June, business September, Heightening November June Marketing Training 07 100 April Expense 50,000,000 Note Inviting experts, hiring place 20,000,000 BA staff to study 20,000,000 outside Hiring place and Collaboration training organization Total 90,000,000 7) Plan Review The staff assessment will be conducted in December yearly The employee will have the self-assessment and evaluation of direct manager The assessment process is carried out in 2015 will be done the same in 2014 (For the details see Annex 02) CONCLUSION Above is the human resource plan of Dong A Pharmaceutical Trading Co., Ltd in 2015 The human resource plan above is the volatility forecasting staffing in 2015 and plans to recruit, train and review for 2015 The plan is integrated, not detailed for each specific job and has no specific recruitment plan This shortcoming will be added when the company does in practice REFERENCES [1] Dr Pham Thi Nhuan, 2015 Slide Lecture HRM [2] Lecture courses Assessment conducted by MA Nguyen Van Diem & Dr Nguyen Ngoc Quan, 2006 Website: o http://vi.wikipedia.org/; o http://quantri.vn/ ; o http://dap.vn/; o http://www.eduviet.vn/ ... Dept Collaborator Tổng Amount High College school University Master University University College, level University, college University 13 30 Under high school 21 13 100 177 5) Recruitment plan... capacity of 1.841 pallets), one cafeteria, one gym and a spacious campus which facilitate - vehicles’ entry and exit In addition, Dong A Pharma also owns a GSP warehouse in Hochiminh City, with... seeking and developing the high-quality products, improving the social - welfare and health of the entire population Brand Philosophy: + Always improving the quality of services as well as the processes