KẾ HOẠCH NHÂN sự tại CÔNG TY THƯƠNG mại dược PHẨM ĐÔNG á

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.
1. 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:
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 6
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 1 or 2 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

thanh
dan

Use: Support and Use : Treatment and treatment, itching
insomnia, memory
Packaging: Box 1
treatment
of prevention of angina
loss
Packaging:
100 tube 5g - 10g
Packaging:
Each cholesterol.
Packaging:
60 drops
bottle,
2
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, 2 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 1 to 5 days since the receipt of the request.

2. 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

1. Board of Directors and
Assistant

2014

2015

11

11

Increase/

Note

Decrease
0

No variation
Increase by 40 business

2. Sales

210

250

40

expansion and increase of
160% compared to 2015
targets

3. Marketing

10

15

5

4. Logictics

48

60

12

5. Support Dept

36

40

4

6. Collaborator

100

200

100

7.

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
1

Department
Board of
Directors and

Begin

End

9

11

Increase/ Decrease
New
New
Quit
Movement
recruitment
recruitment
4

2
2
44%

Rate
Quit
22%

Movement
22%


2
3
4
5
6
7

Assistant
Sales
Marketing
Logistics
Support Dept
Collaborator
Total

189
12
46

30
70
356

210
10
48
36
100
415

30
0
3
6
30
73

9
2
1
0
0
14

21
-2
2
6
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

1
2
3
4
5
6
7

Department

Increase/ Decrease
New
New
Quit
Movement
recruitment
recruitment

Begin

End

11

11

2

2

0

210
10
48
36
100
415

250
15
60
40
200
576

51
7
13
4
100
177

11
2
1
0
0
16

40
5
12
4
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

1

Board of
Directors and
Assistant

0

2

2

9

0%

22%

2

Sales

3

6

9

189

2%

3%

3
4
5

Marketing
Logistics
Support Dept

0
0
0

2
1

0

2
1
0

12
46
30

0%
0%
0%

17%
2%
0%

6

Collaborator

0

0

0

70

0%

0%

3

11

14

356

1%

3%

7

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

1

Board of
Directors and
Assistant

3

1

4

9

33%

11%

2

Sales

30

0

30

189

16%

0%

3

Marketing

0

0

0

12

0%

0%

4

Logistics

2

1

3

46

4%

2%

5

Support Dept

6

0

6

30

20%

0%

6

Collaborator

30

0

30

70

43%

0%

71

2

73

356

20%

1%

7

Tổng

3) Dong A Pharma HR plan in 2015: See appendix 01
4) Deployment plan:
a. Quit in 2015
No
1
2
3
4
5
6
7

Department
Board of Directors
and Assistant
Sales
Marketing
Logistics
Support Dept
Collaborator
Total

Q1

0
1
0
0
0
1

Q2

Q3

Q4

Total

1

1

11
1
1
0
0
14

0
0

0
0
0
1

0
0
0
0
0
0

11
2
1
0
0
16

Q2

Q3

Q4

Total

1

1

11
3
8
0
0
13

0
0
5
0
0
13

2

b. Time allocation plan in 2015
No
1
2
3
4
5
6
7

Department
Board of Directors
and Assistant

Sales
Marketing
Logistics
Support Dept
Collaborator
Tổng

Q1

40
4
4
100
13

2
0
0
0
0
0
13

51
7
13
4
100
177

c. Recruitment by level of education
No
1
2
3
4
5
6
7

Department

Level

Board of Directors
and Assistant
Sales
Marketing
Logistics
Support Dept
Collaborator
Tổng

Amount
High
College
school

University

Master

2

University
University
College, level 3
University, college
University
13

30
7

Under high
school

21
13

4
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
1

Sales manager

region and

Urge employees,

product

looking for sales
opportunities,
promotion, training
and support staff
according to sales
performance targets

2

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
3

Marketing staff

Implement

Deploying marketing

Deploying marketing


4

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.
5

IT staff

6

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

1

Sales

Heightening

Sales

Direct training

June, September

Qualification

and practice,

and November

request

with external

experts

2

Marketing

Heightening

Marketing

Direct training

Qualification

and practice,

request

with external

June

experts
3

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
1

Training course
Heightening the

Participants
80

Time
June,

business

September,

2

Heightening

November
June

3

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:
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