CASE STUDY 4-1 Differentiating Task from Contextual Performance at Pharma Co. Company C onsider the following adaptation of a job culture, create and articulate a vision, drive innov- description for the position of a district busi ation by embracing diversity and change, set the ness manager for a sales organization in a example, and thereby shape the culture. Develop pharmaceutical company (Pharma Co.). Pharma and communicate the business plan, understand Co. produces pharmaceuticals, infant formulas and and explain Pharma Co. strategies, translate national nutritional products, ostomy and advanced wound plan to business plans for districts and territories, set care products, cardiovascular imaging supplies, goals and expectations of performance, set priorities, and over-the-counter products. Their stated mission and allocate resources. Execute and implement the is to extend and enhance human life by providing business plan, maximize rank order lists of med- the highest-quality pharmaceutical and related ical education professional relationships, achieve health care products. In addition, all employees optimum coverage frequency of highest potential live by the Pharma Co. pledge: "We pledgeto physicians, take accountability, and achieve results. our patients and customers, to our employees and Build relationships focused on customer retention, partners, to our shareholders and neighbors, and develop relationships (i.e., networks), influence to the world we serveto act on our belief that the others (i.e., internal and external), and develop self priceless ingredient of every product is the honor and others. Strong skills are acquired in the following and integrity of its maker." areas: written and oral communication, negotiation, strategic analysis, leadership, team building, and Job Responsibilities of the District coaching. (Source: Pharma Co.) Business Manager 1. Based on the DBM job description, extract The following are the core performance objectives a list of KPIs in each of the following four for the district business manager (DBM) position: dimensions (a) task, (b) contextual, (c) Create the environment to build an innovative counterproductive, and (d) adaptive