Research On The Optimization Of Salary Scheme For Marketing Staff In A Pharmaceutical Company

With the implementation of the policy of drug collection and efficacy consistency evaluation,new challenges have been posed to drug production quality and marketing mode,and generic drug manufacturers with low R&D investment and large profit margins will be difficult to continue.Increasing R&D investment and establishing competitive marketing teams are the key for small and medium-sized generic drug enterprises to cope with the challenges.Company A is A pharmaceutical research and development,production and sales company,mainly engaged in pharmaceutical business.Under the current compensation management scheme of the company’s Marketing Department,the compensation strategy is A combination of basic salary plus commission and salary level directly linked to the position.In this case,there are two ways for employees to increase their income: First,they try to improve their performance to get more commission income,but after the implementation of the self-collection policy,the profit space of drugs is severely squeezed.The same effort as before can no longer get the same return,and the way that employees want to increase their income by improving their performance has failed.Second,through the promotion to increase staff pay,but the position of marketing promotion is very limited,the above two situations cause marketing staff not due and the growth of income,to some extent also fell,this will seriously affect the staff’s work enthusiasm,so marketing package already can’t meet the needs of the development.This paper will take the Marketing Department of A Company as the research object,based on the broadband compensation theory,research and analysis of the compensation plan of the Marketing Department,find the problems existing in the compensation plan,and put forward the corresponding countermeasures,and draw the following conclusions:1.A company’s Marketing Department is A similar to flatter organizational,meet the needs of the use of broadband pay packages for flattening organization,and Marketing Department in A company drug sales is given priority to,drug sales salary pattern of the general results oriented,broadband compensation plan is results oriented compensation packages,pay attention to the growth of employees,so use broadband compensation scheme is reasonable.2.In the design of broadband compensation scheme,the "Hay Group”is adopted to evaluate the value of each position,and the value evaluation of each position is very objective;Combined with the actual situation of A company’s Marketing Department,the salary hierarchy design and the salary bandwidth are determined,and the broadband salary plan suitable for the development needs of A company’s Marketing Department is designed.3.After the completion of the design of broadband compensation scheme,the incumbent qualification evaluation system is established,which provides a basis for the matching of staff and posts in the Marketing Department.4.Guarantee measures are provided for the smooth implementation of broadband compensation plan of Marketing Department,which is conducive to the smooth implementation of broadband compensation plan.In this paper,the compensation plan of A Company’s Marketing Department is taken as the research object,aiming to solve the compensation problem currently faced by the company’s Marketing Department.Combined with the current background of the pharmaceutical industry,this paper fully investigates the human resources status of A Company’s Marketing Department,the existing problems of the compensation plan and the underlying reasons.The main research content of this paper is to draw lessons from the salary model of foreign-funded enterprises and domestic emerging pharmaceutical enterprises,analyze the salary related theoretical literature and successful cases in depth,and design A salary scheme that conforms to the reality of ENTERPRISE A and has market competitiveness by using broadband theory.