Differentiating Task from Contextual Performance at Pharma Co. Company

Consider the following adaptation of a job description for the position of a district business manager for a sales organization in a pharmaceutical company (Pharma Co.). Pharma Co. produces pharmaceuticals, infant formulas and nutritional products, ostomy and advanced wound care products, cardiovascular imaging supplies, and over-the-counter products. Their stated mission is to extend and enhance human life by providing the highest-quality pharmaceutical and related health care products. In addition, all employees live by the Pharma Co. pledge: We pledgeto our patients and customers, to our employees and partners, to our shareholders and neighbors, and to the world we serveto act on our belief that the priceless ingredient of every product is the honor and integrity of its maker.

Job Responsibilities of the District Business Manager

The following are the core performance objectives for the district business manager (DBM) position: Create the environment to build an innovative culture, create and articulate a vision, drive innov-ation by embracing diversity and change, set the example, and thereby shape the culture. Develop and communicate the business plan, understand and explain Pharma Co. strategies, translate national plan to business plans for districts and territories, set goals and expectations of performance, set priorities, and allocate resources. Execute and implement the business plan, maximize rank order lists of med-ical education professional relationships, achieve optimum coverage frequency of highest potential physicians, take accountability, and achieve results. Build relationships focused on customer retention, develop relationships (i.e., networks), influence others (i.e., internal and external), and develop self and others. Strong skills are acquired in the following areas: written and oral communication, negotiation, strategic analysis, leadership, team building, and coaching. (Source: Pharma Co.)

1. Based on the DBM job description, extract a list of KPIs in each of the following four dimensions (a) task, (b) contextual, (c) counterproductive, and (d) adaptive.